Regional Sales Manager

What Drives Success

Role Purpose

Drive regional sales strategy, go-to-market performance, and market growth by leading the Manufacturer’s Rep network and Sales Managers, ensuring disciplined execution across the region.

The Regional Sales Manager is a regional sales leadership role responsible for increasing ADP revenue, profitability, and market share by developing regional strategy and driving effective execution through Manufacturer’s Reps agencies and Sales Managers. The role establishes regional priorities, translates business objectives into actionable market and agency plans, evaluates performance, and aligns sales resources to strengthen market coverage, opportunity development, and commercial results.

Working closely with ADP sales leadership and cross-functional partners, this role serves as the senior go-to-market leader for the region and owns the overall effectiveness of assigned Manufacturer’s Rep agencies and Sales Managers. The Regional Sales Manager also leads strategic distributor and customer relationships, guides complex business opportunities, and ensures national and regional initiatives are translated into coordinated actions that accelerate growth and improve execution.

Key Responsibilities

Regional Business Ownership

• Develop and own a documented regional sales strategy based on market potential, competitive position, customer needs, and growth opportunities.
• Own regional revenue, profitability, market-share, and growth objectives.
• Develop regional product and channel strategies designed to capture additional rightful share.
• Establish priorities and allocate sales attention and resources across markets.
• Own regional forecasting, pipeline reviews, and business-performance reviews.

Manufacturer’s Rep Leadership

• Own the overall business relationship with assigned Manufacturer’s Rep agencies.
• Establish MR business plans, priorities, expectations, and accountability.
• Evaluate agency effectiveness, market coverage, pipeline development, distributor engagement, responsiveness, and execution.
• Coach MRs and Sales Managers to improve performance and execution.
• Address sustained performance, capability, or market-coverage gaps.
• Ensure consistent execution across Manufacturer’s Rep agencies.

Strategic Customer Leadership

• Own or oversee the region’s most strategically important distributor and customer relationships.
• Lead higher-complexity negotiations and business opportunities.
• Identify major share-of-wallet opportunities and competitive conversions.
• Develop relationships with key decision-makers throughout the region.

Regional Leadership

• Ensure pipeline accuracy and appropriate opportunity management throughout the region.
• Translate national-account plans into regional actions.

• Oversee Sales Managers’ execution of key-account growth and new customer strategies and plans.

• Partner with NAMs to resolve execution gaps and surface local market realities.
• Partner with BDMs to turn newly created demand into scalable regional growth.
• Monitor competitive activity, market trends, customer needs, and industry developments.

Measures of Success

• Regional revenue and profitability growth
• Market-share growth
• Forecast accuracy
• Pipeline health and conversion
• Sales Manager success with identified key accounts
• MR agency performance against business plans
• Strategic distributor/account growth
• Execution of national-account strategies
• New-market and BDM opportunity conversion
• Customer responsiveness and execution discipline

What We Are Looking For

Recommended Qualifications

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 7+ years of progressive B2B, channel, or wholesale-distribution sales experience.
• Experience managing or influencing Manufacturer’s Rep agencies or similar independent sales channels.
• Strong financial, forecasting, pricing, negotiation, and strategic-planning capabilities.
• Demonstrated ability to coach and drive accountability through external partners.
• HVAC, technical product, or two-step-distribution experience preferred.
• Proficiency with Microsoft Office and CRM systems.
• Significant regional travel.

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What We Offer

Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $97,600-128,100 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.

Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.

Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! 

Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.

We may use automated tools, including artificial intelligence, to support parts of our hiring process, such as application review and interview scheduling. These tools assist our teams but do not replace human decision-making. If you need an accommodation or have questions, please contact [email protected].

Who We Are

ADP (Advanced Distributor Products) is a Lennox International company and the #1 Producer of Residential Evaporator Coils in the USA. We are committed to providing quality solutions and true partnership to help our customers find matches that make their jobs and lives easier. ADP has been manufacturing products at our factory in Grenada, MS since 1992. Our innovative culture is fully supported by a research and development laboratory, which includes areas for testing, assembling, and designing future products.