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Position Details & Responsibilities

A well-established, family-owned heavy equipment dealership is seeking an experienced Regional Sales Manager to lead sales and rental growth across a multi-state territory. This position will oversee a team of sales professionals and play a key role in expanding market share, developing the sales team, and strengthening customer relationships throughout the region.

Candidates may be based in Arkansas, Mississippi, or Tennessee

This is a hands-on leadership opportunity for an equipment industry professional who is comfortable working alongside their team in the field while also driving regional strategy and performance. Equipment rental experience is highly preferred.

Responsibilities

• Lead, coach, and develop a regional sales team of approximately six direct reports.
• Develop and execute strategies to increase equipment sales, rental revenue, profitability, and market share.
• Establish sales goals, performance expectations, and accountability measures across the team.
• Support growth of the rental business by identifying new customers, applications, and market opportunities.
• Travel throughout the territory to work alongside sales representatives, visit key customers, and support major opportunities.
• Build and maintain relationships with contractors, fleet customers, and other equipment users throughout the region.
• Assist the sales team with account development, negotiations, complex opportunities, and closing strategies.
• Monitor sales pipelines, forecasts, territory performance, competitive activity, and market trends.
• Partner with branch leadership and Parts, Service, and Rental teams to deliver complete customer solutions.
• Recruit, onboard, train, and retain high-performing sales professionals.
• Promote consistent CRM usage, territory management, prospecting, and customer follow-up.

For more information on this position or the full job description, please contact BG Aguirre at Herk & Associates:

BGAguirre@herkandassociates.com 

Qualifications

• 7+ years of successful sales experience within heavy equipment, construction equipment, forestry equipment, equipment rental, dealerships, or a related industry.
• Previous sales leadership or management experience with demonstrated success developing and motivating sales teams.
• Equipment rental experience strongly preferred, including knowledge of rental customers, market dynamics, fleet utilization, and revenue growth.
• Proven ability to grow revenue, develop new business, and expand existing customer relationships.
• Strong understanding of territory planning, forecasting, pipeline management, and account development.
• Familiarity with the heavy equipment market throughout the Southeast or South Central U.S. preferred.
• Strong leadership, communication, negotiation, and relationship-building skills.
• Comfortable spending significant time in the field and traveling throughout a multi-state territory.
• Proficiency with CRM systems and standard business technology.
• Valid driver’s license and acceptable driving record.