Sales Manager of Regional Accounts

The Opportunity

Are you a builder of high-performing sales teams? Do you thrive in dynamic, fast-paced environments where your leadership directly impacts regional growth?

At LES, we deliver critical, regulatory-driven environmental waste solutions that keep essential businesses running. We are seeking a strategic Regional Sales Manager to lead, mentor, and scale a team of Regional Account Managers. This is a high-impact position where you will own regional revenue attainment, champion pipeline discipline, and build a world-class consultative selling culture.

What You’ll Do (Key Responsibilities)

As the Regional Sales Manager, you will hold dual ownership over individual contributor performance and team-level outcomes across your territory.

* Lead & Develop Elite Talent: Own the onboarding, ongoing development, and performance trajectory of your team. Execute individualized development plans, conduct regular field ride-alongs, and provide structured coaching to optimize close rates.

* Drive Territory Strategy: Build, maintain, and execute a quarterly regional sales plan targeting high-value commercial accounts (restaurants, grocers, convenience stores, and hospitality/automotive venues).

* Master the Pipeline: Enforce flawless CRM hygiene and a disciplined sales process. Lead your team to build and maintain a healthy sales pipeline valued at a minimum of 10X the regional sales goal.

* Secure & Implement Partnerships: Lead high-stakes contract reviews and negotiations. Serve as the bridge between sales and operations, ensuring seamless handoffs, on-time service launches, and exceptional customer retention.

* Executive Reporting: Present comprehensive monthly and quarterly pipeline reviews and KPI dashboard analyses to the AVP of Regional Account Solutions, offering data-driven insights and proactive corrective actions.

What You Bring (Requirements)

We are looking for a respected, high-energy leader with a reputation for accountability, exceptional listening skills, and strong negotiation capabilities.

* Educational Foundation: Bachelor’s degree or equivalent required.

* Experience: 5+ years of outside B2B sales experience combined with at least 3 years of direct sales management experience (recruiting, managing, and developing field sales reps against revenue targets).

* Industry Footprint: Proven success in multi-location, regional, or national account sales within the Restaurant, Grocery, Retail, or Hospitality industries.

* Technical & Analytical Mastery: High proficiency in CRM platforms and Microsoft Office tools. You are highly analytical, detail-oriented, and comfortable using data to drive team performance.

* Sales Agility: A verifiable history of achieving 100% or greater of revenue targets, with demonstrated success navigating short, medium, and long B2B service sales cycles.

* Industry Knowledge (Preferred): An in-depth understanding of environmental waste disposal, liquid waste management, and relevant regulatory standards is highly preferred.

Working Environment

* General office conditions with regular field travel (25% to 50%).