Regional Sales Manager - Central (3767)

About IRONCLAD Powered by Mersino

IRONCLAD Powered by Mersino is a national provider of liquid storage, dewatering, and environmental rental solutions serving the energy, industrial, petrochemical, municipal, and construction markets. Formed through the merger of Ironclad Environmental and Mersino Dewatering, the combined company operates a multi-branch network across the United States, delivering rental fleet, engineered water management, pumping, bypass, and liquid containment solutions to customers who depend on uptime, safety, and technical expertise.

About the Role

The Regional Sales Manager (RSM) is responsible for driving profitable revenue growth across an assigned region by leading, coaching, and developing a team of Outside Sales Representatives while building a consistent, disciplined sales strategy across multiple branch locations.

This role combines sales leadership, field coaching, strategic account development, pipeline management, and market expansion. The RSM will work closely with Regional Vice Presidents, Branch Managers, Operations, Inside Sales, Estimating, and other sales leaders to identify opportunities, strengthen customer relationships, improve sales execution, and ensure the region achieves its revenue and growth objectives.

The ideal candidate is a hands-on sales leader who understands that effective leadership happens in the field. They can coach an experienced sales team, develop emerging talent, analyze performance and pipeline data, and step into key customer opportunities when needed.

What You'll Do

Lead & Develop the Regional Sales Team

• Lead, coach, and develop Outside Sales Representatives across multiple branch locations within the assigned region.
• Establish clear sales expectations, goals, and accountability while providing ongoing coaching and performance feedback.
• Spend meaningful time in the field with sales representatives through customer visits, jobsite meetings, ride-alongs, and account planning.
• Identify individual development needs and create actionable plans to improve prospecting, account management, technical selling, and closing skills.
• Support onboarding and development of new sales representatives to accelerate productivity and technical knowledge.
• Build a culture of accountability, collaboration, customer focus, and consistent sales execution.

Drive Revenue & Market Growth

• Develop and execute regional sales strategies designed to achieve revenue, margin, and growth objectives.
• Identify opportunities to expand market share within existing territories and enter underserved markets.
• Partner with sales representatives to develop new business through targeted prospecting and strategic account development.
• Identify high-value customers, projects, and market segments with potential for significant regional growth.
• Support the pursuit of large, complex, or strategic opportunities involving dewatering, bypass pumping, liquid containment, rental equipment, and related services.
• Help expand customer relationships across multiple Ironclad product and service lines.

Pipeline & Performance Management

• Maintain visibility into regional pipeline activity, forecasts, customer opportunities, and sales performance.
• Conduct regular pipeline and account reviews with the sales team.
• Ensure opportunities and customer activity are accurately maintained within the CRM.
• Monitor sales KPIs and identify performance trends, gaps, and opportunities for improvement.
• Evaluate territory coverage and account penetration to ensure sales resources are aligned with the highest-value opportunities.
• Provide accurate sales forecasts and regional performance updates to leadership.

Strategic Account & Customer Development

• Develop relationships with key regional customers and decisionmakers.
• Partner with sales representatives on strategic customer meetings, negotiations, presentations, bids, and major project opportunities.
• Help customers understand Ironclad's full range of capabilities and identify opportunities to provide broader, turnkey solutions.
• Support the resolution of customer concerns and ensure strong communication throughout the sales and project lifecycle.
• Maintain awareness of competitor activity, market conditions, pricing trends, and emerging customer needs.

Cross-Functional Leadership

• Partner closely with Regional Vice Presidents and Branch Managers to align sales strategy with branch capacity, fleet availability, operational capabilities, and financial goals.
• Collaborate with Inside Sales, Estimating, Engineering, Project Management, and Operations to develop accurate and competitive customer solutions.
• Ensure effective handoffs from sales through project execution.
• Partner with Operations and Finance when needed to support change orders, billing, collections, and overall account performance.
• Promote communication and collaboration across branches to maximize regional resources and opportunities.

Safety & Culture

• Promote a strong safety culture and ensure sales activities align with company safety expectations.
• Demonstrate and reinforce Ironclad's values through leadership, accountability, and customer interactions.
• Lead by example in representing the company professionally with customers, employees, and industry partners.

What You'll Bring

Required Qualifications

• 5+ years of progressive B2B sales experience, preferably within industrial services, construction, equipment rental, pumping/dewatering, environmental services, or a related industry.
• 2+ years of experience leading, coaching, or developing sales professionals.
• Demonstrated success achieving revenue goals and growing territories or markets.
• Strong understanding of prospecting, account development, pipeline management, forecasting, and consultative selling.
• Ability to coach both experienced sales professionals and developing talent.
• Strong business acumen with an understanding of revenue, margin, pricing, and customer profitability.
• Ability to build relationships with customers ranging from field-level contacts to senior decision-makers.
• Strong written and verbal communication, presentation, negotiation, and leadership skills.
• Experience using CRM systems and Microsoft Office, including Excel.
• Ability and willingness to travel regularly throughout the assigned region.

Preferred Qualifications

• Experience in dewatering, bypass pumping, pump/equipment rental, liquid containment, industrial services, or environmental solutions.
• Experience leading sales across multiple branch locations or territories.
• Experience selling complex, project-based solutions involving Operations, Engineering, Estimating, or Project Management.
• Established relationships within construction, industrial, petrochemical, municipal, or related markets.
• Bachelor's degree in business, Construction Management, Engineering, or a related field, or equivalent industry experience.

What Success Looks Like

In this role, success means:

• Growing the Region: Consistently achieving regional revenue, margin, and growth objectives while expanding Ironclad's presence in key markets.
• Building a Strong Sales Team: Developing accountable, technically knowledgeable sales professionals who consistently prospect, build pipeline, and close profitable business.
• Creating a Healthy Pipeline: Maintaining strong opportunity coverage, accurate forecasting, disciplined CRM activity, and clear account strategies.
• Expanding Customer Relationships: Increasing penetration within existing accounts while developing new customers and cross-selling Ironclad's full range of solutions.
• Leading From the Field: Staying connected to customers, branches, and sales representatives rather than managing exclusively through reports and meetings.
• Operating as One Team: Building strong partnerships between Sales, Operations, Branch Leadership, Estimating, Engineering, and other support functions to deliver the right solution for the customer.

Work Environment & Physical Requirements

• Field and branch-based leadership role with regular travel throughout the assigned region.
• Approximately 50%-75% travel, depending on territory and business needs.
• Regular customer and jobsite visits, including active construction and industrial environments.
• Extended periods of driving, computer use, meetings, reporting, and CRM activity.
• Must be able to comply with all customer and company safety requirements while visiting jobsites.

Why Join IRONCLAD Powered by Mersino?

Build Something Bigger.

Ironclad is growing, and that growth creates opportunities for leaders who want to build teams, markets, and careers.

As a Regional Sales Manager, you'll have the opportunity to:

• Build a High-Performing Team: Coach and develop sales professionals across a growing regional network.
• Own Regional Growth: Help shape sales strategy and directly influence revenue and market expansion.
• Sell More Than Equipment: Lead a team delivering engineered pumping, dewatering, bypass, rental, and liquid containment solutions to complex customer challenges.
• Make a Visible Impact: Work directly with regional and branch leadership in an environment where strong performance creates opportunities for continued advancement.

Equal Employment Opportunity

IRONCLAD Powered by Mersino is an equal opportunity employer. We are committed to providing a workplace free from discrimination and harassment and to making employment decisions based on qualifications, performance, business needs, and other legitimate factors.