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 relationship-building skills.
• Proficiency in CRM and sales reporting tools (SAP Business One preferred).
• Willingness to travel extensively within Canada.
• Bilingual (English/French) is a plus.

Skills & Competencies

• Customer-Focused: Able to communicate technical concepts clearly to all levels of customers and internal teams.
• Strong Presentation Skills: Ability to lead training sessions, demonstrations, and technical presentations.
• Problem-Solving Mindset: Able to analyze and resolve complex service issues efficiently.
• Hands-On Approach: Willingness to work directly with equipment, perform demos, and train operators.
• Self-Motivated & Independent: Takes initiative to improve service operations and technical training.
• Technical Writing Ability: Able to create service manuals, guides, and training materials.

Work Environment & Travel

• Travel up to 70% within the assigned region, visiting dealers and key accounts.
• Attend industry trade shows, conferences, and municipal procurement events.
• Conduct on-site equipment demos and training sessions.

Key Performance Indicators (KPIs):

✔ Revenue Growth – Achieve or exceed regional sales targets.
✔ Dealer Engagement – Ensure 100% active participation from assigned dealers.
✔ CRM & Forecast Accuracy – Maintain up-to-date and accurate sales pipeline data.
✔ Customer & Dealer Satisfaction – Strengthen relationships and resolve issues efficiently.

Why Join Us?

Karcher Municipal North America is a global leader in municipal equipment solutions. This is a unique opportunity to take on a high-impact role, leading strategic sales initiatives, managing dealer relationships, and expanding the brand’s presence in the Canadian market.