REGIONAL SALES MANAGER

Dallas, TX or Lubbock, TX | Individual Contributor + Team Leader

QUICK FACTS

Location: Dallas, TX or Lubbock, TX (In Person and Travel)   Travel: 30–50%    

Team Size: 7–8 direct reports (dotted line)

Revenue Accountability: $40–45M         

ABOUT THE ROLE

This role leads a sales team across four markets in Texas and Louisiana, covering approximately $40–45M in annual revenue. The team includes Product Sales Managers (PSMs) who handle large, complex projects and Territory Sales Managers (TSMs) who manage day-to-day transactional and relationship-based selling.

The structure is built on two weeks of clear priorities: What this person walks into is a team that needs execution-level leadership: setting standards, building sales habits, managing performance, and developing newer reps while maintaining the output of established top performers.

This is not a restructuring role. This is a performance management and team development role with a clear mandate to drive transactional discipline and results across the territory.

LOCATION AND TERRITORY

The RSM can be based in either Dallas or Lubbock. Here's the practical breakdown:

•    Dallas: Co-located with the hiring manager and a peer RSM — strong collaboration and straightforward access to all four markets via direct flights (Midland/Odessa, Lubbock) and drives (Tyler, Shreveport)

•    Lubbock: Places you inside one of your markets — useful for market presence, but travel to Shreveport requires a connecting flight through Dallas, which adds friction to coverage of the eastern half of the territory

Neither option is disqualifying. The expectation is 30–50% travel across all four markets regardless of home base.

THE TEAM YOU'LL LEAD

The team consists of 7–8 people with a range of tenure and experience. You'll have dotted-line accountability for their sales results; HR/administrative and operations management remains with the local General Managers. Regions you will over see:

West Texas (Midland/Odessa and Lubbock)

East Texas / Louisiana (Tyler and Shreveport)

WHAT YOU'LL DO

•  Hold the team accountable to daily and weekly activity standards — outbound call volume, CRM usage, pipeline management

•  Travel to each market regularly (30–50% of time) to work alongside reps, conduct field ride along’s, and maintain visibility with key accounts

•  Coach, train, and develop reps at varying stages — from first-year TSMs who need foundational selling skills to experienced PSMs managing complex transactions

•  Set performance expectations, deliver feedback, and manage performance improvement when results or behaviors don't meet standards

•  Partner with local General Managers on hiring when roles open; lead territory onboarding and ramp planning for new reps

•  Use CRM and reporting platforms (Salesforce, Tableau or equivalents) to track pipeline health and sales activity

•  Participate in regional and national planning cycles — demand forecasting, territory strategy, and go-to-market alignment

•  Drive adoption of consultative selling skills across the team, especially on the transactional side of the business

•  Collaborate with cross-functional partners (operations, marketing, finance) to align sales goals with capacity and service delivery

WHAT WE'RE LOOKING FOR

Backgrounds that translate well:

•  B2B sales leadership in equipment leasing, equipment rental, logistics, construction, asset/facility management, or oil and gas

•  Experience managing both transactional and longer sales cycle teams simultaneously

•  Comfort in environments where you lead through influence — coaching reps who technically report to someone else

Experience and qualifications:

•  5+ years of sales leadership experience with a track record of measurable team improvement

•  Experience managing a team of 6–15 reps in a field-based B2B environment

•  Proficiency with Salesforce, HubSpot, or comparable CRM — hard requirement is experience with a CRM, not a specific platform

•  Ability to travel 30–50% across a multi-market territory

•  Strong analytical skills — comfortable using Excel, Tableau, or equivalent tools to review pipeline data and make decisions