Drive OEM growth for ICM Controls by leading rep partners and owning regional sales performance.

Applicants must be located in the East or Midwest region.

Salary expectations $120,000 - $125,000 with bonus

Position Summary

The Regional Sales Manager (RSM) is responsible for driving profitable revenue growth within an assigned territory by leading a network of independent manufacturer’s representatives and directly supporting OEM customers. This role requires proven experience selling into OEMs through rep channels within HVAC or closely related manufacturing industries (e.g., controls, electronics, industrial components).

The RSM serves as the primary regional owner of sales performance, customer relationships, and pipeline execution, partnering closely with internal Sales, Engineering, Product Management, and Operations teams to achieve growth objectives.

Key Responsibilities

Regional Sales Ownership

Own regional revenue performance across assigned OEM customers, independent rep agencies, and product categories.
Develop and execute an annual regional sales plan aligned with national sales objectives, including quotas by representative, customer, and product family.
Drive year-over-year revenue growth through new OEM wins, expanded share of wallet, and successful new product launches.
Proactively identify performance gaps and implement corrective action plans with representative agencies.

Independent Representative Management

Lead, coach, and manage independent manufacturer’s representatives to ensure consistent execution against sales targets.
Conduct regular business reviews with rep agencies to assess performance, pipeline health, account coverage, and growth opportunities.
Ensure adherence to company sales processes, CRM discipline, and reporting standards.
Recommend territory realignments or representation changes based on performance and strategic needs.

OEM Customer Engagement

Build and maintain strong relationships with OEM engineering, sourcing, and leadership teams.
Partner with Sales Engineering and Product Management to identify, qualify, and convert design-in and specification opportunities.
Conduct regular customer visits, joint sales calls, and technical reviews to uncover requirements and influence product adoption.
Serve as a trusted advisor to OEM customers by aligning product solutions to their technical and commercial needs.

Forecasting, Reporting & Financial Discipline

Own regional sales forecasting and pipeline accuracy; submit monthly and quarterly forecasts with variance explanations.
Manage regional trade spending, travel, and discretionary expenses within approved budgets.
Maintain accurate and timely opportunity tracking within CRM and ERP systems.

Cross-Functional Collaboration

Collaborate closely with Engineering, Product Management, Sales Operations, and Manufacturing to align demand, capacity, and customer commitments.
Support new product introductions by training representatives and OEM customers on product positioning and applications.
Participate in weekly sales planning meetings and cross-functional reviews.

Travel & Communication

Travel approximately 40–60% within the assigned region to support OEM customers and representative agencies.
Maintain frequent, proactive communication with internal teams and external partners.

Performance Metrics (KPIs)

The RSM will be evaluated against clear, measurable performance expectations, including:

Revenue & Growth

Regional revenue attainment vs. quota
Year-over-year regional revenue growth
Number of new OEM customer wins
Revenue contribution from new products

Pipeline & Forecasting

Pipeline coverage ratio
Forecast accuracy
Opportunity conversion rate from qualified pipeline to orders

Representative Effectiveness

Percentage of representative agencies achieving quota
Account coverage of targeted OEMs within assigned territory
CRM compliance and activity discipline

Customer Impact

Growth within top OEM accounts
Number of new customers/new projects
Retention of strategic OEM customers

Required Qualifications

Education

Bachelor’s degree in engineering, STEM, business administration, or related field required

Experience

Minimum of 5–7 years of Regional Sales Manager or equivalent experience selling into OEM customers
Required experience within HVAC, controls, electronics, or closely related industrial manufacturing sectors
Demonstrated success managing independent manufacturer’s representative networks
Proven track record of meeting or exceeding regional sales quotas
Experience supporting technical sales, design-in processes, and long sales cycles typical of OEM environments

Knowledge, Skills & Competencies

Deep understanding of OEM sales models and rep-based go-to-market strategies
Strong ability to influence independent representatives without direct authority
Excellent communication, negotiation, and presentation skills
Strong analytical and financial acumen
Ability to translate market and customer insights into executable sales strategies
Proficiency with CRM systems (Salesforce or similar) and ERP platforms (Epicor preferred)
Highly organized, self-motivated, and results-driven

ICM Controls

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