Regional Sales Manager Northeast

We're looking for a Regional Sales Manager to help expand our footprint, support reseller partners, and deliver exceptional results across the Northeast region. In this role you will drive revenue growth, exceed sales targets, build and strengthen partner relationships, lead channel strategy and market expansion efforts and collaborate cross-functionally to support customer success. This position must be based in the Northeast region and requires up to 75% travel.

The Roland DGA Family
Roland DGA Corporation serves North and South America as the sales, marketing, distribution and service arm for Roland DG Corporation of Hamamatsu, Japan. Roland DG is a worldwide leader in wide-format inkjet printers for the sign, textile and personalization markets; engravers for awards, giftware, signage and direct part marking; and desktop 3D printers and milling machines for the dental CAD/CAM, product prototyping and medical industries. Roland DGA is a nine-time winner of the Orange County Register Top Workplace Award. We prioritize our positive culture and a creative, team-oriented environment, and offer an attractive benefits package including continuing education and 401k matching. If you are goal oriented and driven to grow both personally and professionally, then this is the company for you.

POSITION PURPOSE
Reporting directly to the Director of Sales, the RSM is a field-based sales position providing quality sales and support to our end users and resellers within a given geographic territory. 

ESSENTIAL FUNCTIONS AND BASIC DUTIES
• Achieve Sales Quota: Meet or exceed the assigned annual sales quota by leveraging the channel ecosystem to drive revenue growth and market expansion.
• Partner Relationship Management: Build and maintain strong relationships with key resellers, distributors, and channel partners. Ensure consistent communication and alignment on sales goals, marketing strategies, and product updates.
• Sales Goal Alignment: Work closely with channel partners to help them achieve their sales objectives, focusing on monthly, quarterly, and annual sales targets across product lines and services.
• Channel Strategy Development: Develop and execute a comprehensive channel strategy that includes identifying new partnership opportunities, expanding existing relationships, and improving partner performance.
• Sales Enablement: Provide channel partners with the resources and tools necessary to sell the company’s products effectively.
• Market Expansion: Identify and pursue opportunities to expand market share by onboarding new channel partners, particularly in untapped regions or verticals. Evaluate potential partners to ensure they align with the company’s goals and values.
• Performance Monitoring & Accountability: Set clear performance expectations for channel partners, track their progress, and hold them accountable for meeting their sales goals. Provide regular feedback and performance reviews.
• Joint Marketing Initiatives: Collaborate with the marketing team and channel partners to design and implement joint marketing campaigns and promotions that drive product awareness and lead generation.
• Sales Forecasting & Reporting: Monitor and analyze sales data, pipeline activity, and partner performance. Provide accurate sales forecasts and regular reports to management, identifying trends and areas for improvement.
• Conflict Resolution: Mediate and resolve any conflicts between channel partners and internal teams to maintain smooth operations and ensure consistent partner satisfaction.
• Travel & Trade Shows: Attend industry trade shows, conferences, and partner events to represent the company, build relationships, and showcase product offerings. Travel as needed to support partners in the field.
• Cross-functional Collaboration: Collaborate with internal teams, including product management, marketing, and customer support, to ensure channel partners have the necessary resources and information to succeed.
• Cost & Budget Management: Control expenditures related to channel management, ensuring that partner incentives, marketing activities, and sales efforts stay within budget.
• Competitive Intelligence: Stay informed about market trends, competitor activity, and industry developments. Provide insights to internal teams on how to adapt strategies to stay competitive in the market.
• Additional Responsibilities: Take on additional projects or responsibilities as needed to support overall company goals, including participating in strategy sessions, team development, or special initiatives.

PERFORMANCE MEASUREMENTS
• Performance is measured by percentage attainment of assigned revenue quota as outlined in Sales Compensation Plan.

QUALIFICATIONS

EDUCATION/EXPERIENCE:
• Bachelor’s Degree or higher preferred and/or 5+ years of successful outside sales or sales management experience, preferably in the inkjet printing industry

SKILLS/ABILITIES:
• Proven track record of success in channel sales or partner management roles.
• Strong relationship-building and communication skills.
• Ability to develop and execute channel strategies that drive revenue growth.
• Experience with sales forecasting, pipeline management, and CRM tools.
• Solid understanding of the industry, competitive landscape, and market dynamics.
• Ability to travel frequently and manage time effectively across multiple partners and regions.
• Regular travel is required for this position, with an expectation of up to 75% travel depending on business demands. 
• Valid driver’s license
• Required to be based in the Northeast region.

SALARY RANGE: $100,000 - $110,000 + variable compensation up to $60,000

PHYSICAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

TALKING: Especially where one must frequently convey detailed or important instructions or ideas accurately, loudly, or quickly.

AVERAGE HEARING: Able to hear average or normal conversations and receive ordinary information.

REPETITIVE MOTIONS: Movements frequently and regularly required using the wrists, hands, and/or fingers.

AVERAGE VISUAL ABILITIES: Average, ordinary, visual acuity necessary to prepare or inspect documents or products, or operate machinery.

PHYSICAL STRENGTH: Sedentary work; sitting most of the time.  Exerts up to 10  lbs. of force occasionally.  (Almost all office jobs.)

WORKING CONDITIONS

NONE: No hazardous or significantly unpleasant conditions.  (Such as in a typical office.)

MENTAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

REASONING ABILITY: Ability to apply logical or scientific thinking to define problems, collect data, establish facts, and draw conclusions.
Able to interpret a variety of technical instructions and can deal with multiple variables.

MATHEMATICS ABILITY: Ability to compute discount, interest, profit, and loss; commission markup and selling price; ratio and proportion and percentage.
Able to perform very simple algebra.

LANGUAGE ABILITY: Ability to read periodicals, journals, manuals, dictionaries, thesauruses, and encyclopedias.  
Ability to prepare business letters, proposals, summaries, and reports using prescribed format and conforming to all rules of punctuation, grammar, diction, and style.
Ability to conduct training, communicate at panel discussions and to make professional presentations.

INTENT AND FUNCTION OF JOB DESCRIPTIONS

Job descriptions assist organizations in ensuring that the hiring process is fairly administered and that qualified employees are selected.  They are also essential to an effective appraisal system and related promotion, transfer, layoff, and termination decisions.  Well constructed job descriptions are an integral part of any effective compensation system.  

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included.  Peripheral tasks, only incidentally related to each position, have been excluded.  Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions.  In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all-inclusive.  Additional functions and requirements may be assigned by supervisors as deemed appropriate.  

In accordance with the Americans with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals.  However, no accommodations will be made which may pose serious health or safety risks to the employee or others or which impose undue hardships on the organization.

Job descriptions are not intended as and do not create employment contracts.  The organization maintains its status as an at-will employer.  Employees can be terminated for any reason not prohibited by law.