[Remote] Regional Sales Director, Territory Sales

Note: The job is a remote job and is open to candidates in USA. MISUMI Americas is hiring a Regional Sales Director to lead a territory team of field account executives and sales support. The role owns territory sales planning and performance, develops consultative full-solution selling, and personally builds strategic customer relationships and expands existing accounts.

Responsibilities

• Build, lead, coach, and scale a high-performing squad of 6–8 field account executives and sales support across a defined territory
• Recruit, develop, and retain top sales talent in partnership with HR; upgrade the team against a clear performance bar
• Coach AEs on applying technical, product, and customer knowledge to influence design and purchase decisions and drive high post-sale satisfaction
• Run a consistent coaching cadence (ride-alongs, deal reviews, and 1:1s) tied to pipeline and attainment
• Own the territory revenue number: forecast accuracy, pipeline coverage, and quota attainment across the squad
• Set and manage territory coverage, account tiering, and AE quotas in partnership with the VP, Territory Sales
• Establish operating rigor: CRM/Salesforce discipline, pipeline inspection, win/loss review, and KPI tracking
• Identify when a territory or seller needs intervention and act early with a clear plan
• Drive the shift from transactional, catalog-led selling to consultative, value-based selling across the team
• Coach the squad to sell the entire solution offering (Custom, Configurable, and Standard components) rather than defaulting to the historical standard-catalog motion
• Embed the MEDDPICC-based discovery and qualification framework in everyday deal management
• Call on customer decision-makers (executives, design engineers, and procurement leaders) and deliver compelling value propositions
• Drive adoption, expansion, and retention across the installed base, growing share of wallet in existing accounts
• Build executive-level relationships with strategic accounts and serve as the escalation point for high-impact situations
• Proactively manage account health and mitigate churn and attrition risk across the territory
• Identify and pursue new business and key-account opportunities to grow market share in the territory
• Implement scalable processes, playbooks, and tools for pipeline, onboarding, and account management across the squad
• Partner with Marketing, Product, Operations, and the broader commercial team to align offerings with territory needs.Spend roughly 50% of time in the field (with customers, at trade shows and industry events, and alongside AEs), staying current on trends and competitor activity
• Maintain and contribute to the Quality Management System (QMS)

Skills

• 8–12+ years of progressive B2B sales experience in manufacturing or a technology-driven environment
• 3–5+ years in a sales leadership role; has managed field sales teams across large territories, not just individual contributors
• Proven track record meeting or exceeding sales targets in a leadership capacity
• Direct experience shifting a transactional or catalog-driven motion toward consultative, full-solution, value-based selling, with measurable results
• Deep understanding of the manufacturing lifecycle, supply chain, and mechanical / precision components
• Operating rigor: CRM/Salesforce discipline, pipeline analytics, territory design, and structured qualification (MEDDPICC or equivalent)
• Outstanding coaching, communication, executive presence, negotiation, and presentation skills
• Bachelor's degree in Business, Engineering, or a related field
• MBA a plus
• Experience in industrial distribution, factory automation, precision components, or capital equipment (e.g., Grainger, Fastenal, MSC, Parker, Bosch Rexroth, SMC, Festo, Kennametal, or similar)
• Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog
• Fluency in the MRO and plant-floor buyer and the behaviors being transformed
• Comfort applying AI and modern sales tools to seller productivity and account prioritization
• A player-coach: energized by developing sellers and being in the field, not managing from a desk
• Grit and bias to action; comfortable experimenting, learning fast, and leading through change
• Direct, honest, and accountable; owns outcomes and takes challenge well

Company Overview

Company H1B Sponsorship