Regional Sales Manager

Position Purpose

The Regional Sales Manager is a pivotal growth driver within the Heritage Family of Companies, responsible for leading a defined geographic territory to achieve aggressive revenue targets and expand market share. This role demands a dynamic blend of strategic sales leadership, deep product knowledge, and relationship-driven customer engagement across the pool, spa, and landscape distribution sectors. By coaching branch-level sales staff, cultivating high-value customer and contractor relationships, and partnering cross-functionally with operations and marketing, the Regional Sales Manager will serve as the frontline champion of Heritage's value proposition delivering profitable growth while embodying the company's commitment to service excellence and its "Make Money and Have Fun!" culture.

Key Responsibilities

• Drive territory revenue growth by developing and executing a disciplined sales strategy, managing a defined book of business spanning contractors, dealers, and commercial accounts to consistently meet or exceed quota.
• Prospect, qualify, and close new business opportunities within the assigned territory, expanding Heritage's customer base through targeted outreach, job site visits, trade events, and referral networks.
• Build and maintain long-term, trust-based relationships with key accounts; including pool builders, landscape contractors, and retail dealers acting as a consultative partner to understand their business needs and position Heritage solutions accordingly.
• Conduct regular account reviews, identify upsell and cross-sell opportunities across Heritage's full product portfolio, and develop tailored proposals that drive incremental revenue and customer loyalty.
• Collaborate closely with Branch Managers and Regional Leadership to ensure seamless order fulfillment, inventory availability, and customer satisfaction, bridging the gap between sales commitments and operational execution.
• Monitor competitor activity, pricing trends, and market dynamics within the territory; provide actionable intelligence to leadership to inform product assortment, pricing strategy, and promotional planning.
• Leverage CRM tools and sales data to maintain accurate pipeline records, forecast revenue, track performance against KPIs, and prioritize activity to maximize territory ROI.
• Represent Heritage at industry trade shows, vendor training events, and customer appreciation initiatives, strengthening brand visibility and deepening supplier and customer partnerships.
• Support the onboarding and ongoing development of branch sales staff by sharing best practices, conducting ride-alongs, and delivering product and selling skills training in collaboration with branch leadership.
• Partner with marketing on territory-specific campaigns, promotions, and seasonal initiatives, ensuring timely and effective execution at the local level to drive traffic and demand.

Direct Manager & Direct Reports

• Direct Manager: VP of sales, with a dotted-line relationship to Regional Vice Presidents within the assigned territory.
• Direct Reports: The Area Sales Manager may directly supervise Territory Managers within the geography, depending on territory size and organizational structure. Indirect influence over branch-level inside sales staff is expected.

Travel Requirements

The Regional Sales Manager role requires substantial travel throughout the assigned geographic territory, estimated at 60 - 75% of working time, including regular visits to customer job sites, branch locations, vendor facilities, and industry events. Occasional overnight travel may be required for regional sales meetings, national trade shows, or multi-day customer engagements.

Physical Requirements

The Regional Sales Manager position requires physical capabilities consistent with a field sales role operating across both office and outdoor environments. The role involves frequent operation of a motor vehicle to travel between customer locations, branch sites, and job sites. The ability to communicate clearly (both verbally and in written form) is essential for customer presentations, negotiations, and internal reporting. Regular use of laptops, tablets, smartphones, and sales technology tools is expected. Occasional lifting of product samples or marketing materials weighing up to 30 pounds may be required. The candidate may be required to access active construction sites or outdoor landscape projects, requiring the ability to navigate uneven terrain safely.

Working Conditions

The Regional Sales Manager operates in a highly autonomous, field-based environment that rewards self-direction, initiative, and a results-oriented mindset. The role is primarily conducted in the field; customer offices, job sites, branch locations, and trade venues, with periodic time spent working from a home office or Heritage branch for administrative responsibilities and team collaboration. The pace is fast-moving and opportunity-driven, requiring strong time management, the ability to manage multiple accounts simultaneously, and comfort operating in ambiguous or competitive market conditions. The successful candidate will thrive in a high-accountability, performance-driven culture that celebrates wins, prioritizes customer outcomes, and lives the Heritage ethos of "Make Money and Have Fun!"

Minimum Qualifications

• Proven sales experience in distribution, wholesale, or a related field, preferably within pool/spa, landscape, irrigation, or building materials industries.
• Demonstrated history of meeting or exceeding sales quotas in a territory or account management role, with evidence of new business development and account retention.
• Working knowledge of pool, spa, aquatics, or landscape products, or demonstrated ability to quickly develop deep product expertise in a technical distribution environment.
• Proven ability to build and maintain productive relationships with contractors, dealers, and commercial customers across a defined geography.
• Proficiency in Microsoft Office (Excel, Word, Outlook, PowerPoint) and CRM platforms (Salesforce, HubSpot, or comparable). Familiarity with ERP systems is highly preferred.
• Exceptional verbal and written communication skills with the ability to deliver compelling product presentations, negotiate pricing and terms, and maintain professional customer correspondence.
• Strong ability to independently manage a large territory, prioritize competing demands, maintain accurate CRM records, and follow through on commitments with minimal supervision.
• Enthusiasm for a sales culture centered on growth, accountability, and enjoyment, consistent with Heritage's "Make Money and Have Fun!" ethos.
• Valid driver's license with a satisfactory driving record and reliable transportation for daily field activity.

Preferred Qualifications

• Advanced Industry Knowledge: Familiarity with advanced pool, aquatics, irrigation, or landscape systems and related product categories, including equipment, chemicals, and hardscaping.
• Multi-Branch Sales Leadership: Experience coordinating sales efforts across multiple branch locations or distribution centers within a regional geography.
• Contractor Network: Established relationships with pool builders, landscape contractors, or related trade professionals within the target territory.
• Sales Coaching Acumen: Track record of informally mentoring or developing junior sales staff, sharing best practices, or leading product training sessions.
• Analytical Proficiency: Ability to interpret sales data, pipeline reports, and market trend information to drive territory prioritization and account planning decisions.
• Vendor and Stakeholder Engagement: Experience partnering with vendor reps and manufacturer partners to coordinate co-selling activities, joint customer calls, and product promotions.
• CRM Expertise: Advanced proficiency in CRM utilization including pipeline management, activity tracking, forecasting, and reporting.
• Project Management Skills: Demonstrated ability to manage complex customer projects or seasonal sales initiatives from planning through execution.
• Financial Acumen: Understanding of gross margin, pricing strategy, and cost-of-sale dynamics to optimize deal profitability and contribute to branch financial performance.
• Problem-Solving Orientation: Proactive approach to identifying customer pain points and crafting tailored solutions that differentiate Heritage from competitors.

Minimum Education

A high school diploma or equivalent is required

Preferred Education

Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field is highly desirable.

Minimum Years of Work Experience

Minimum of three (3) years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry is required. Prior experience calling on contractors, dealers, or commercial accounts is strongly preferred.

Certifications

• Certified Pool & Spa Operator (CPO) certification is a plus but not required.
• Completion of a recognized sales methodology training program (Sandler, Challenger, SPIN, etc.) is advantageous.

Competencies

• Demonstrated hunger for winning new business, a competitive mindset, and a consistent track record of performance against revenue targets in a field sales environment.
• Ability to strategically segment a territory, prioritize accounts by revenue potential, and build disciplined call plans that maximize time with high-value customers.
• Deep commitment to understanding customer needs and delivering solutions that create lasting loyalty, going beyond the transaction to become a trusted business partner.
• Comprehensive or rapidly developed knowledge of Heritage's product portfolio and the pool/landscape distribution industry, enabling credible consultative selling conversations.
• Superior verbal and written communication skills with the ability to adapt messaging for diverse audiences from field contractors to purchasing managers to executive buyers.
• Ability to work effectively with branch operations, inside sales, marketing, and vendor partners to deliver a seamless customer experience and execute on commercial strategy.
• Consistent and accurate use of CRM tools to manage pipeline, track activity, and generate insights that inform territory strategy and individual account management.
• Comfortable operating in a fast-paced, competitive environment with changing priorities; maintains composure and focus through setbacks and pivots with agility.

Job Location:

‎