Regional Sales Manager - PNW

SUMMARY

The Regional Sales Manager (RSM) is a quota-bearing, field-intensive role responsible for building our client's direct sales and dealer presence across the West territory, with a primary focus on California, Oregon, and Washington. This is a ground-floor opportunity: there is no existing field sales presence or dealer network in the territory today, and the RSM will be among the company's first regional field hires.

The role blends direct end-user selling with dealer recruitment support, training, and channel development, and requires genuine comfort navigating the environmental permitting and regulatory process that governs most customer purchase decisions. The ideal candidate brings deep knowledge of the forestry, construction equipment, wood waste management, or an adjacent industrial or heavy equipment market, along with a proven ability to drive results through both direct selling and channel development.

DUTIES

• Proactively prospect and close new end-user accounts across forestry, land management, utility, industrial, municipality, rental, and construction sectors.
• Execute solution-based selling methodologies to align equipment and technology with customer operational needs and environmental compliance requirements.
• Conduct joint sales calls with dealers to advance opportunities, close business, and reinforce technical credibility at the customer level.
• Organize, lead, and own product demonstrations in the field, including logistics, equipment coordination, and post-demo follow-through.
• Represent the company at regional and national trade shows, industry events, and customer conferences.
• Train and develop dealer sales teams on product lines, competitive positioning, and sales process through structured field training and joint calls.
• Identify and qualify prospective new dealers within the territory, and collaborate with the Channel Development Manager on onboarding and ongoing dealer performance.
• Monitor dealer pipeline activity, stocking levels, and sales performance; escalate coverage gaps or underperformance with recommended action plans.
• Maintain accurate and current CRM records including contacts, opportunities, activities, and pipeline stages.
• Deliver consistent territory updates to leadership, including pipeline status, competitive intelligence, and market conditions.
• Monitor regulatory developments, burn permit trends, and environmental compliance requirements that affect equipment demand in the territory.

REQUIREMENTS

• Bachelor's degree preferred. Equivalent combination of education and demonstrated field sales experience will be considered.
• 7 to 10 years of direct sales experience in the wood waste management, or adjacent industrial or heavy equipment markets required.
• Demonstrated track record of growing a territory through both direct selling and dealer channel management.
• Familiarity with bio-char, forestry by-products, or environmental compliance drivers in the Pacific Northwest market is a strong advantage.
• CRM proficiency required. Microsoft Office Suite proficiency required.
• Must reside near Seattle/Tacoma, Portland, or Eugene with access to a major airport.
• Valid driver's license with a clean driving record required.

ATTRIBUTES

• Hunter mentality, energized by building a pipeline from zero rather than managing an inherited book of business.
• Solution-selling orientation with the ability to uncover operational pain points and align product capabilities to customer outcomes.
• Highly self-motivated and organized; capable of managing a large geographic territory, a multi-dealer network, and a direct prospect pipeline simultaneously without day-to-day supervision.
• Patient and relationship-oriented, with the discipline to work a genuine 90-day-plus sales cycle rather than defaulting to a transactional approach.
• Comfortable engaging regulatory agencies, permitting offices, and compliance officers as a routine part of the sales process.
• Credible and persuasive presenter at both the field-operator level and the executive/dealer-principal level.
• Coachable and accountability-driven able to train and hold dealer partners accountable while protecting the relationship.