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Regional Sales Manager Direct Hire

Honnen Equipment Co.

Position Details & Responsibilities

Position Summary:

Manages sales function for an assigned geographic region including the implementation of a defined sales process, coaching, and development of sales professionals.  Responsible for all sales metrics for assigned regions.


Essential Functions:

  • Support, communicate & collaborate with Territory Managers to assist in the execution of New, Used & Rental sales goals.
  • Collaborate with the VP of Sales to develop a regional business plan annually.
  • Manage, coach, and develop Territory Managers by using direct observation to assess their current skills.  Conduct an annual performance review that includes the implementation of a training strategy for the department and/or individuals. 
  • Support and implement sales department accountability through the use of Key Performance Indicator management.
  • Conduct monthly one-on-one reviews with Territory Managers per Honnen sales process.
  • Assist Territory Managers with new/existing business development of high-value accounts.
  • Support and implement ongoing sales training efforts in the development of a High Performing Sales Team.
  • P&L Responsibility – John Deere C&F sales functions regionally.
  • Oversee regional implementation of predetermined discretionary funds, bonus programs, strategic use of Honnen Pledge program dollars, regional sales support funds, and any regional-specific marketing programs to assist in regional sales effectiveness.
  • Support Territory Managers in providing sales presentations, and meeting with key customers to promote our product, and maintain customer relationships.
  • Prepare sales reports showing sales volume, potential sales, and areas of proposed client base expansion using customer database, market share, and market awareness; analyze those sales statistics to formulate policy and assist regions in promoting sales opportunities and target those with the greatest potential for producing positive business results.
  • Review market analyses to determine customer needs, price schedules, and discount rates.
  • Analyze and control sales expenditures of the region by approving budgets, expenditures, and appropriations for the organization. 
  • Monitor and evaluate the activities, products, and services of the competition.
  • Assigned customer accounts/territory as directed.



  • Bachelor’s degree preferred.
  • Ten (10) years of experience in sales, equipment sales preferred.


Knowledge, Skills, and Abilities:

  • Personnel management experience.
  • Excellent teamwork, interpersonal, self-motivation, and communication skills are required.
  • Excellent verbal and written communication skills.
  • Intermediate computer and application systems skills required.



Up to 25% of travel.


Physical Effort:

Generally not required.

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