Regional Sales Manager (Confidential)

JM TEST SYSTEMS

Calibration • Repair • Rental • Sales of Test & Measurement Equipment

Regional Sales Manager

Department: Sales | Reports To: Chief Revenue Officer | Direct Reports: ~5 Sales Representatives | Status: Full-Time, Exempt

 

About JM Test Systems

JM Test Systems is a trusted provider of calibration, repair, rental, and sales of test and measurement equipment, serving customers across the electrical utility, oil and gas, petrochemical, and industrial markets. From our accredited laboratories and service centers, our team partners with quality- and safety-driven organizations to deliver measurement integrity, regulatory compliance, and uptime our customers can count on.

We are growing, and we are investing in the people and leaders who will carry that growth forward. If you are an inspirational sales leader who thrives on building high-performing teams and winning in the market, we want to talk to you.

Position Summary

The Regional Sales Manager leads and develops a team of approximately five Outside Sales Representatives, driving profitable revenue growth across an assigned region. Reporting directly to the Chief Revenue Officer, this leader sets the strategy, cadence, and standards for the team—coaching reps to deepen customer relationships, expand share of wallet, and consistently exceed sales targets.

This role blends hands-on coaching with strategic territory planning, talent development, and cross-functional collaboration with marketing, operations, and service delivery. The Regional Sales Manager is a visible ambassador for the JM Test Systems brand and a champion of our core values.

What You’ll Do

Lead and Develop the Sales Team

• Inspire performance. Lead, mentor, and motivate a team of approximately five Outside Sales Representatives, setting a high bar for activity, pipeline quality, and results.
• Coach in the field. Conduct regular ride-alongs, joint customer visits, and one-on-ones to develop selling skills, sharpen account strategy, and accelerate deal velocity.
• Build the bench. Recruit, hire, onboard, and retain top sales talent; identify high-potential team members and create personalized development plans that prepare them for the next role.
• Manage performance. Set clear expectations, deliver candid feedback, conduct timely performance reviews, and partner with HR on improvement plans when needed.

Drive Revenue and Sales Strategy

• Own the number. Translate regional revenue targets into individual quotas, territory plans, and account-level strategies; monitor progress and adjust quickly when results lag.
• Design winning territories. Establish and optimize territory and account assignments to maximize coverage, white space, and customer experience.
• Forecast with rigor. Deliver accurate, timely sales forecasts; review pipeline health, win/loss trends, and key performance indicators to drive predictable growth.
• Win key accounts. Engage personally in strategic deals and executive-level customer relationships; represent JM Test Systems at trade shows, customer events, and industry forums.

Operate with Excellence

• Run the cadence. Lead weekly forecast calls, pipeline reviews, and team meetings that drive accountability and continuous improvement.
• Partner cross-functionally. Collaborate with marketing, service operations, customer success, and finance to ensure the team has the tools, leads, and support needed to win.
• Champion the CRM. Hold the team to disciplined use of CRM for opportunity management, activity tracking, and reporting.
• Steward the budget. Approve expenses, travel, and account-related investments in line with company policy and ROI expectations.
• Live the values. Model and reinforce JM Test Systems’ core values, safety expectations, and quality standards in every interaction.

What You Bring

Required

• Bachelor’s degree preferred; equivalent combination of education and progressive sales experience considered.
• Seven or more years of business-to-business sales experience, with at least two years leading or formally mentoring outside sales teams.
• Demonstrated track record of consistently meeting or exceeding regional or team-level revenue targets.
• Strong skills in territory planning, forecasting, pipeline management, and sales analytics.
• Proven ability to recruit, coach, and retain high-performing sales talent.
• Excellent written, verbal, and presentation skills; comfortable presenting to senior customer stakeholders and internal executives.
• Proficiency with CRM platforms and Microsoft Office (Outlook, Excel, PowerPoint, Teams).
• Willingness and ability to travel regularly within the assigned region (typically 40–60%).
• Valid driver’s license and a safe driving record.

Preferred

• Industry experience in calibration, metrology, test and measurement, instrumentation rental, or a related technical service business.
• Experience selling into electrical utilities, oil and gas, petrochemical, power generation, or industrial manufacturing customers.
• Familiarity with value-based, consultative, or solution selling methodologies.
• Experience leading change and building a high-performance sales culture in a growing business.

Why You’ll Love Working Here

• Mission that matters. Our work keeps the equipment behind power grids, refineries, and industrial operations accurate, safe, and running.
• A winning trajectory. Join a respected name in test and measurement services with a long runway for growth and the resources to invest in our people, our labs, and our customers.
• Real ownership. You will run your region like a business, with the autonomy to shape strategy and the support of an experienced executive team.
• Career development. We promote from within and invest in leadership development for high performers.
• Comprehensive rewards. Competitive base salary plus performance-based incentive plan, medical, dental, and vision benefits, 401(k) with company match, paid time off, and additional employee perks.

Work Environment and Physical Requirements

• Combination of in-office, remote, and customer-site work; regular regional travel by car and occasional air travel required.
• Must be able to operate a motor vehicle, navigate customer facilities (including production and laboratory environments), and lift up to 25 pounds occasionally.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.