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. 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 1. 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. 2. 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. 3. 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. 4. 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. 5. 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. 6. 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. 7. 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. 8. 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…

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