Regional Activation Director - East

The Regional Account Activation Director converts BluSky's strategic, national, MSA, regional, and local account relationships into quantifiable opportunities that accelerate revenue growth and expand market share at the branch and regional levels, consistently meeting or exceeding budget targets.

This role aligns enterprise account strategy with field execution, actively penetrating, servicing, and expanding accounts through disciplined planning, targeted engagement, and sustained opportunity generation.

The position assigns accounts to local branches, designates BDM ownership, and enforces a rigorous contact cadence across all client locations within the assigned region to maximize engagement and performance.

The Regional Account Activation Director leads and develops a regional team of Business Development Managers. The role carries no individual sales quota; developing, managing, and holding the BD team accountable is the entire job.

PRINCIPAL DUTIES & RESPONSIBILITIES

Strategic Account Deployment & Activation

• Deploy assigned accounts across respective regions with clear BDM ownership and accountability.
• Establish and enforce activation strategies at the account, site, and BDM level aligned to projected annual spend and budget objectives.
• Execute enterprise, regional, local, and MSA account strategies across all field operations with discipline and consistency.

Account Tiering & Market Penetration

• Segment accounts based on spend, strategic importance, geographic footprint, and growth potential to prioritize impact.
• Develop and execute budget-aligned penetration strategies to increase share of wallet.
• Identify underperforming or underpenetrated accounts and implement corrective actions to close gaps.
• Align resources and sales efforts with account potential to maximize revenue contribution.

Opportunity Generation Management

• Establish and enforce opportunity targets by account, branch, region, and BDM aligned with budget expectations.
• Monitor and drive opportunity creation against defined account potential.
• Expand site engagement, increase customer touchpoints, and deepen relationships to accelerate pipeline growth.
• Ensure activity levels directly drive revenue generation and growth objectives.

Branch-Level Commercial Execution

• Partner with regional and branch leadership to execute account strategies with precision and accountability.
• Integrate strategic account initiatives into core branch operations and weekly execution rhythms.
• Conduct regular reviews of account activity, pipeline health, and win rates to ensure performance targets are met.
• Identify, escalate, and resolve barriers to account activation and revenue growth.
• Drive contact management, sales processes, and CRM hygiene by insisting on the highest standards for CRM data entry; cleaning up and updating contacts and maintaining an active roster of key regional and property-level decision-makers is critical to the organization's success.

Performance Management & Accountability

• Master and maintain activation scorecards tracking the following at a regional, branch, and individual BDM level:
• Opportunity creation
• Customer engagement
• Account penetration vs. budget
• Site coverage
• Win rates
• Revenue growth
• Share of wallet
• Lead structured performance reviews with regional and branch leadership to drive results.
• Enforce accountability across field teams to meet or exceed defined performance targets.

Cross-Functional Coordination

• Collaborate with Strategic Accounts, Operations, Large Loss, Marketing, Finance, and executive leadership to ensure aligned and effective execution.
• Serve as the critical link between enterprise account leadership and field teams, ensuring clarity and consistency.
• Deliver on customer commitments across all regions, reinforcing trust and long-term value.

Success Measures

• Consistently meeting or exceeding opportunity targets from strategic, MSA, regional, and targeted local accounts.
• Delivering high-quality opportunities across daily base and large loss segments to achieve budget objectives.
• Driving full adoption and disciplined execution of account activation plans across all regions.
• Demonstrating BDM accountability, performance management, and coaching that drives sustained opportunity growth.
• Achieving annual revenue and growth targets tied to strategic, MSA, local, and regional account activation.

SUPERVISORY RESPONSIBILITY:

This role leads and develops a regional team of Business Development Managers (BDMs), holding the team accountable for activation, opportunity generation, and performance against budget.

QUALIFICATIONS & REQUIREMENTS

Required:

• 5+ years in sales, including 2+ years in sales training / enablement and/or people management.
• Demonstrated learning-and-development experience -- training design and delivery.
• Experience managing or coaching field teams, with a track record of holding others accountable.
• Strong data fluency: CRM, pipeline analytics, and dashboards / Excel.
• Excellent communication, coaching, and facilitation skills.
• Bachelor's degree or equivalent experience.
• Willingness to travel approximately 30--40%.

Preferred:

• Restoration, construction, or field-services industry experience.
• Sales enablement or L&D certification (e.g., a recognized enablement credential or ATD / CPTD).
• Experience leading multi-state or geographically distributed teams.

Core Competencies: Coaching & development; accountability and results-orientation; data-driven decision-making; communication & influence; change leadership; cross-functional collaboration.

EDUCATION:

Bachelor's degree or equivalent experience.

WORK ENVIRONMENT & PHYSICAL JOB DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

The physical demands described here 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.

The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers, reach with hands and arms, talk and hear. The employee is required to regularly move and walk around the office.

TRAVEL:

Approximately 30--40% of time. Some out-of-area and overnight travel is expected for training, meetings, and field engagement across the assigned region.

COMPENSATION:

BluSky offers a competitive base salary, a bonus plan for qualified positions, and a comprehensive benefits package that includes: a matching 401(k) plan, health insurance (medical, dental and vision), paid time off, disability, equipment appropriate to the position (i.e.: laptop, smart phone, etc.), and corporate apparel allowance.

BluSky also offers extended benefits such as: Hybrid Work, Employee Assistance Program, Accident & Critical Illness Coverage, Professional Development, and more.

EEOC:

BluSky is dedicated to the principles of equal employment opportunity. BluSky prohibits unlawful discrimination against applicants or employees on the basis of age 40 or over, race, sex, color, religion, national origin, disability, genetic information, sexual orientation, or any other applicable status protected by Federal, State, or local law.

It is and will continue to be the policy of BluSky that all persons are entitled to equal employment opportunity based on their individual qualifications, performance, and potential without regard for any protected status, as required by state and federal law.