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Salary: USD 240,000 - 280,000 / annual
MISUMI Americas, a division of MISUMI Group, is a leading provider of standard, configurable, and custom manufacturing solutions. The company integrates a vast catalog of components with a digital manufacturing platform to serve engineers and procurement teams across the Americas.
The Regional Sales Director leads a territory squad of 6–8 field account executives plus sales support within the Territory Field Sales organization, MISUMI's primary revenue engine. This role bridges strategy and execution: you own a defined territory sales plan and quota-carrying team, while personally engaging the most strategic customers.
Key responsibilities include:
**Lead & Develop the Territory Team:** Build, lead, coach, and scale a high-performing squad of field account executives and sales support. Recruit, develop, and retain top talent in partnership with HR. Coach AEs on applying technical and product knowledge to influence design and purchase decisions. Run consistent coaching cadence through ride-alongs, deal reviews, and 1:1s tied to pipeline and attainment.
**Own the Territory Sales Plan:** Own territory revenue targets, forecast accuracy, pipeline coverage, and quota attainment. Set and manage territory coverage, account tiering, and AE quotas in partnership with the VP of Territory Sales. Establish operating rigor through CRM/Salesforce discipline, pipeline inspection, win/loss review, and KPI tracking. Identify and intervene early when territories or sellers need support.
**Full-Solution, Value-Based Selling:** Drive the shift from transactional, catalog-led selling to consultative, value-based selling. Coach the squad to sell the entire solution offering (Custom, Configurable, and Standard components). Embed MEDDPICC-based discovery and qualification frameworks in deal management. Call on customer decision-makers and deliver compelling value propositions.
**Customer Relationships & Installed-Base Expansion:** Drive adoption, expansion, and retention across the installed base to grow share of wallet. Build executive-level relationships with strategic accounts and serve as escalation point for high-impact situations. Proactively manage account health and mitigate churn risk. Identify and pursue new business and key-account opportunities.
**Operating Excellence & Field Presence:** Implement scalable processes, playbooks, and tools for pipeline, onboarding, and account management. Partner with Marketing, Product, Operations, and the broader commercial team. Spend approximately 50% of time in the field with customers, at trade shows, and alongside AEs. Maintain and contribute to the Quality Management System (QMS).
The role reports to the Vice President of Territory Sales and partners with the Emerging Accounts team on coverage and account development.
**Requirements:**
Required:
- 8–12+ years of progressive B2B sales experience in manufacturing or a technology-driven environment
- 3–5+ years in a sales leadership role managing field sales teams across large territories (not just individual contributors)
- Proven track record meeting or exceeding sales targets in a leadership capacity
- Direct experience shifting a transactional or catalog-driven motion toward consultative, full-solution, value-based selling with measurable results
- Deep understanding of the manufacturing lifecycle, supply chain, and mechanical/precision components
- Operating rigor: CRM/Salesforce discipline, pipeline analytics, territory design, and structured qualification (MEDDPICC or equivalent)
- Outstanding coaching, communication, executive presence, negotiation, and presentation skills
Strongly Preferred:
- Bachelor's degree in Business, Engineering, or related field; MBA a plus
- Experience in industrial distribution, factory automation, precision components, or capital equipment (e.g., Grainger, Fastenal, MSC, Parker, Bosch Rexroth, SMC, Festo, Kennametal, or similar)
- Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog
- Fluency in the MRO and plant-floor buyer and the behaviors being transformed
- Comfort applying AI and modern sales tools to seller productivity and account prioritization
Leadership Character:
- Player-coach energized by developing sellers and being in the field, not managing from a desk
- Grit and bias to action; comfortable experimenting, learning fast, and leading through change
- Direct, honest, and accountable; owns outcomes and takes challenge well
Physical Demands & Travel:
- Standard office/remote work environment with extended periods of computer use, video calls, and phone work
- Regular field activity requires ability to travel by air and ground, visit customer plant floors and manufacturing facilities (may require standing, walking, and personal protective equipment), and attend trade shows and industry events
- Ability to travel approximately 50% annually in-territory and across the U.S. for customer visits, ride-alongs, trade shows, and team meetings
