Regional Sales Director, Territory Sales

The posting, as Fictiv wrote it

About MISUMI Americas

MISUMI Americas, a division of MISUMI Group, is a leading provider of standard, configurable, and custom manufacturing solutions. By integrating a vast catalog of components with a world-class digital manufacturing platform, MISUMI Americas empowers engineers and procurement teams to accelerate innovation across the entire product lifecycle. With operations in the San Francisco Bay Area and Chicago, the company serves as a vital partner for the most innovative companies in the Americas.

The Regional Sales Director is the frontline leader of a territory squad of six to eight field account executives plus sales support, inside the national Territory Field Sales organization, the primary revenue engine of MISUMI Americas. This is the layer where strategy becomes execution: the Director owns a defined territory sales plan and a team of quota-carrying AEs, and personally engages the most strategic customers.
Much of today's territory motion reflects MISUMI's catalog heritage: responsive, transactional, and product-led. The Director coaches the team to sell the full solution (Custom, Configurable, and Standard components), expanding share of wallet in the installed base and building durable, consultative relationships with plant and engineering leadership. Success is equal parts people leadership (hiring, coaching, and developing sellers) and in-the-field selling alongside them on the accounts that matter most.
This role reports to the Vice President, Territory Sales, and partners with the Emerging Accounts team on coverage and account development across the territory.

Areas of Responsibility

• Lead & Develop the Territory Team
• Build, lead, coach, and scale a high-performing squad of 6–8 field account executives and sales support across a defined territory.
• Recruit, develop, and retain top sales talent in partnership with HR; upgrade the team against a clear performance bar.`
• Coach AEs on applying technical, product, and customer knowledge to influence design and purchase decisions and drive high post-sale satisfaction.
• Run a consistent coaching cadence (ride-alongs, deal reviews, and 1:1s) tied to pipeline and attainment.
• Own the Territory Sales Plan
• Own the territory revenue number: forecast accuracy, pipeline coverage, and quota attainment across the squad.
• Set and manage territory coverage, account tiering, and AE quotas in partnership with the VP, Territory Sales.
• Establish operating rigor: CRM/Salesforce discipline, pipeline inspection, win/loss review, and KPI tracking.
• Identify when a territory or seller needs intervention and act early with a clear plan.
• Full-Solution, Value-Based Selling
• Drive the shift from transactional, catalog-led selling to consultative, value-based selling across the team.
• Coach the squad to sell the entire solution offering (Custom, Configurable, and Standard components) rather than defaulting to the historical standard-catalog motion.
• Embed the MEDD

[…]
lti-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog.

• Fluency in the MRO and plant-floor buyer and the behaviors being transformed.
• Comfort applying AI and modern sales tools to seller productivity and account prioritization.

Leadership Character

• A player-coach: energized by developing sellers and being in the field, not managing from a desk.
• Grit and bias to action; comfortable experimenting, learning fast, and leading through change.
• Direct, honest, and accountable; owns outcomes and takes challenge well.

Physical Demands

• Standard office/remote work environment with extended periods of computer use, video calls, and phone work. Regular field activity requires the ability to travel by air and ground, visit customer plant floors and manufacturing facilities (which may require standing, walking, and personal protective equipment), and attend trade shows and industry events. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Travel

• Ability to travel approximately 50% annually in-territory and across the U.S. for customer visits, ride-alongs with account executives, trade shows and industry events, and team meetings and off-sites.

The OTE range for this role is $240,000 - $280,000 USD based on experience
We’re actively seeking teammates who:

• Bring diverse perspectives and experience to our culture and company.
• Excel at being part of a strong, empathetic team.
• Thrive in an environment emphasizing respect, honesty, collaboration, and growth.
• Have an ‘always learning’ mindset that celebrates learning, not just wins.
• Help us continue to build a world-class organization that values the contributions of all of our teammates

We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities, and veterans.