SUMMARY

The Regional Sales Manager is responsible for leading and developing the regional sales team to achieve company sales objectives, including sales volume, gross profit, and market share growth within the assigned territory. This role provides strategic leadership and direction to the sales organization, ensuring effective execution of sales strategies and initiatives that drive profitable growth.

The Regional Sales Manager oversees the growth and performance of the company’s lubricant product portfolio across passenger vehicle and commercial vehicle market segments. Through effective leadership of the sales team, this position strengthens customer relationships, expands new business opportunities, and improves overall sales and margin performance.

This role collaborates closely with purchasing, operations, marketing, and senior leadership to align sales strategies, forecasting, and customer needs with company business objectives while delivering sustainable and profitable growth.

 

RESPONSIBILITIES BY COMPETENCY:

(bolded text denotes an essential function of the position)

 

Business Results Orientation

 

• Drive growth and market penetration across the company’s lubricant product portfolio, including passenger vehicle and commercial vehicle segments.
• Ensure effective pipeline management processes are in place for customer prospecting, qualification, and follow-up.
• Develop and implement regional sales plans to achieve revenue, margin, and market share goals.
• Direct implementation and execution of sales initiatives to maximize long-term market growth within the region.
• Monitor sales performance and progress toward goals with the regional sales team and leadership.
• Analyze sales and margin results and develop corrective plans for variances between plan and actual results.
• Develop regional expense budgets for the sales team and monitor expenditures throughout the year.
• Collaborate with the purchasing team on sales forecasting and demand planning to support product availability and meet customer demand.
• Assist accounting with aging schedules and follow up on delinquent accounts when needed.
• Maintain regular attendance and follow designated safety practices.
• Perform other duties as assigned.
• Support the development and execution of product line pricing strategies and ensure adherence to established pricing guidelines.

Communication

 

• Prepare and present regional sales strategies, plans, and performance results to leadership and vendors.
• Conduct joint sales calls with team members to provide coaching and support business development efforts.
• Define and document regional sales goals, budgets, and action plans.
• Communicate professionally and effectively with internal and external stakeholders.
• Maintain a professional image in all internal and external communications.

 

 

Customer Service Orientation

 

• Drive improvements in customer satisfaction by delivering value-added services and solutions.
• Meet with key customers alongside sales representatives to maintain relationships, negotiate agreements, and close deals.
• Ensure customer specific safety policies are followed at each site (MSHA, PPE, etc)
• Handle customer meetings in an ethical, professional, and efficient manner.
• Serve as a liaison between sales and operations to ensure customer needs are met.
• Establish and maintain relationships with industry influencers and strategic partners.

 

Developing Talent

• Recruit, hire, and develop high-performing, results-driven sales representatives.
• Observe, evaluate, and document sales representatives’ performance and provide ongoing coaching.
• Promote a positive team culture that fosters collaboration, accountability, and pride in performance.
• Create alignment across the sales team to execute sales and service initiatives that support regional and company goals.
• Support the implementation of compensation programs designed to motivate sales representatives while aligning with company objectives.
• Ensure performance management and appraisal processes are conducted according to company standards.
• Work with Human Resources on hiring, performance management, and disciplinary actions when necessary.
• Identify training opportunities to develop sales competencies and improve team effectiveness.
• Continuously develop personal leadership and industry expertise.
• Supervise and coach the regional sales team to strengthen selling skills and drive results.

 

 

Technical Expertise

 

• Analyze market trends and competitive activity to support the development of effective regional sales strategies.
• Understand lubrication best practices and product applications in order to support customer solutions and sales effectiveness.
• Maintain a strong understanding of lubricant product specifications, applications, and market segments to effectively support the sales team and customers.
• Demonstrate effective selling techniques and provide subject matter expertise to support the sales team.
• Understand and apply Balanced Scorecard processes and metrics where applicable.
• Maintain a working knowledge of financial statements and business performance indicators.
• Adhere to all company safety policies and immediately report safety incidents.
• Stay informed of industry developments by reviewing relevant trade journals and publications.

 

SUPERVISORY RESPONSIBILITIES

 

Direct: Area Sales Managers / Business Development Managers

 

Responsible for overall direction, coordination, and evaluation of assigned personnel including planning work, managing training, evaluating performance, rewarding and disciplining employees, and resolving problems in accordance with company policies and applicable laws.

 

Indirect: Customer Service Rep I, II & III

 

MEASURE OF SUCCESS

 

Performance in this role will be evaluated based on:

• Achievement of regional sales volume and gross profit targets
• Growth in market share within the assigned territory
• Development and performance of the regional sales team
• Expansion of new business opportunities and customer relationships
• Effective execution of regional sales strategies and initiatives
• Accuracy and effectiveness of sales forecasting and pipeline management
• Maintenance of strong customer satisfaction and retention

QUALIFICATIONS

(bolded font denotes an essential qualification of the position)

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Education:                                Bachelor’s degree in Business, Marketing, Engineering, or a related

Field required

 

Experience:                               5+ years of experience including leadership or supervisory responsibilities

 1+ years of experience in the Lubricant industry; automotive, or industrial distribution industry preferred

 

Language Skills:                       Ability to read, write, speak, and understand English in a manner

that is sufficient for effective communication with groups of managers, clients, customers and the general public

 

Skills and Abilities:       

(May be representative but not all-inclusive of those commonly associated with the position)

 

●  Duties require considerable judgment to work independently toward general results

●  Ability to devise new or modify and adapt existing methods, techniques and procedures to meet new or unusual requirements and to make related decisions controlled by precedent and within limits of established policies

●  Strong strategic sales planning and execution skills

●  Ability to conduct problem analysis and problem resolution at both a strategic and functional level

●  General knowledge of lubricant products

●  Excellent interpersonal and communication skills including presentation skills

●  General knowledge of related organization policies and procedures and their application to cases not previously covered

●  Demonstrated ability to lead people, get results through others and a track record of meeting/exceeding goals

●  Ability to think ahead and plan over a 1-2 year time span

 

Technology, Tools, and Equipment:

 

●  Computer, Microsoft Office, Telephone

●  Lubricant products

●  Proficiency in using management software, POS systems, and other relevant technology

●  Copy/Print/Fax Machine

(Proficiency with preferred items is not required to meet minimum qualifications, but proficiency must be established to complete essential job functions)

 

 

 

Certifications, Licenses, and/or Registrations:

 

● Valid Driver’s License in only one state

 

 

 

 

 

 

 

 

 

PHYSICAL DEMANDS

The physical demands described below are representative of those that must be met by an employee to

successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

 

Amount of time	None	Under 1/3	1/3 to 2/3	Over 2/3
See: Must be able to read computer screens, reports, etc.	☐	☐	☐	☐
Stand/Walk: Occasional visits to other locations	☐	☐	☐	☐
Sit: Must be able to perform work at a desk or computer	☐	☐	☐	☐
Touch/Grasp/Feel Must be able to input electronic data, manipulate paper, use phone system	☐	☐	☐	☐
Climb or Balance	☐	☐	☐	☐
Stoop, Kneel, or Crawl	☐	☐	☐	☐
Talk or Hear: Must be able to communicate in person and on the telephone	☐	☐	☐	☐
Lifting:                 Up to 10 pounds:	☐	☐	☐	☐
Up to 25 pounds:	☐	☐	☐	☐
Up to 50 pounds:	☐	☐	☐	☐
Up to 100 pounds:	☐	☐	☐	☐
Over 100 pounds:	☐	☐	☐	☐
Working Conditions: Office Environment Warehouse Atmosphere	☐	☐	☐	☐

 

 

DISCLAIMER

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Wallis Companies reserves the

right to make changes to job descriptions as needed with or without notice to affected employees. Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws. This job description does not establish a contract for employment.