Regional Sales Manager

PURPOSE

The Regional Sales Manager (RSM) – Canada is responsible for driving sales growth through a hybrid dealer and direct sales model. This role requires a strong technical sales approach, product knowledge, and negotiation skills to manage and expand the dealer network while also developing direct customer relationships in key markets. The ideal candidate will take a strategic approach to business development, leveraging technical demonstrations, customer engagement, and market intelligence to maximize sales opportunities and expand Kärcher Municipal's footprint in Canada.

PURPOSE

The Regional Sales Manager (RSM) – Canada is responsible for driving sales growth through a hybrid dealer and direct sales model. This role requires a strong technical sales approach, product knowledge, and negotiation skills to manage and expand the dealer network while also developing direct customer relationships in key markets. The ideal candidate will take a strategic approach to business development, leveraging technical demonstrations, customer engagement, and market intelligence to maximize sales opportunities and expand Kärcher Municipal's footprint in Canada.

This is a highly visible, results-driven role requiring strong leadership, problem-solving, and relationship-building skills to ensure dealer success and direct sales growth.

Essential Duties And Responsibilities

• Sales Growth & Business Development
• Develop and execute a sales strategy to achieve territory revenue targets.
• Drive dealer-led and direct sales across municipal, industrial, and commercial markets.
• Identify new business opportunities, cultivate relationships, and expand market presence.
• Build a pipeline of municipal tenders, private sector projects, and dealer-driven sales.
• Dealer Network Expansion & Management
• Strengthen relationships with existing dealers and recruit new, high-potential dealers.
• Train, support, and provide sales tools to maximize dealer performance.
• Conduct monthly dealer check-ins, ensuring engagement in forecasting, quotes, and demos.
• Implement dealer incentive programs and promotional strategies to drive sales growth.
• Direct Sales & Key Account Management
• Manage direct sales opportunities with municipalities, government agencies, and industrial customers.
• Build and maintain strong relationships with key decision-makers and procurement teams.
• Lead contract negotiations and pricing strategies for high-value accounts.
• Ensure a high level of customer satisfaction through post-sales engagement and follow-ups.
• Product Knowledge & Technical Demonstrations
• Conduct hands-on equipment demonstrations showcasing Kärcher Municipal's product capabilities.
• Develop a deep understanding of product applications and competitive advantages.
• Train dealers and customers on product features, operation, and maintenance.
• Work with technical support and aftersales teams to ensure product reliability and performance.
• Strategic Market Planning & Intelligence
• Analyze regional sales data, market trends, and competitor activities to identify growth areas.
• Develop and execute territory sales plans and market expansion strategies.
• Provide regular sales forecasts and business updates to leadership.
• Collaborate with marketing to develop region-specific campaigns and dealer promotions.
• Negotiation & Pricing Strategy
• Develop and implement pricing and sales strategies tailored to market conditions.
• Ensure dealer pricing and discounts are aligned with business objectives.
• Negotiate contracts, bids, and tenders with municipalities and large-scale customers.
• Reporting & Sales Performance Tracking
• Submit weekly and monthly sales reports tracking bookings, forecasts, and opportunities.
• Maintain accurate CRM records of customer interactions, pipeline status, and demo activity.
• Provide quarterly business reviews (QBRs) with dealers to ensure ongoing engagement and performance.
• Cross-Functional Collaboration
• Work closely with inside sales, marketing, product management, aftersales support, and service.
• Assist in trade shows, industry events, and dealer summits.
• Partner with the service and parts teams to ensure top-tier customer support.

QUALIFICATION

• 5+ years of sales experience in municipal equipment, industrial machinery, or capital equipment.
• Proven experience in dealer management and direct sales.
• Strong technical sales and demonstration skills.
• Ability to analyze market trends and develop regional sales strategies.
• Experience in contract negotiations, pricing, and tender submissions.
• Excellent communication and relationship-building skills.
• Proficiency in CRM and sal