Regional Sales Manager, Western Canada

Company information

Hobart is the leading supplier of equipment, systems and service in the food industry. Hobart offers the broadest line of equipment including cooking, food preparation, refrigeration, bakery systems, warewashing and waste systems, and weighing, wrapping and labeling systems. Headquartered in Toronto, Ontario with branch offices in Halifax, Nova Scotia, Montreal, Quebec, Toronto, Ontario, Calgary and Edmonton, Alberta, and Vancouver, British Columbia.  The company employs 240 people.  Included in this number are over 125 service technicians providing nationwide service, effectively making Hobart Canada has the largest service organization among manufacturers in the food equipment industry.

Job Description

The Regional Sales Manager is accountable for sales performance across an assigned Canadian region, leading multiple Territory Sales Representatives, Managers and Specialists. The role sets regional strategy, allocates resources, develops talent, and drives consistent execution of Hobart Canada’s commercial priorities across end-user, dealer, and consultant channels.

The incumbent has direct accountability for achieving regional revenue growth, market share expansion, and profitability targets through effective leadership of Territory Sales Representatives and Territory Sales Managers within the assigned region.

Qualifications:

• College diploma or Bachelor’s Degree in Business Administration, Marketing or a related field or equivalent experience required; MBA or equivalent leadership development is an asset.
• Eight or more years of progressive B2B sales experience, including five or more years directly managing sales professionals and sales leaders responsible for achieving revenue and profitability targets.
• Demonstrated success leading multi-layer sales teams across a large geography or multiple channels.
• Strong commercial, financial, and analytical acumen.
• Excellent executive communication and stakeholder-management skills.
• Valid Canadian driver’s license and ability to travel across the region as required.
• Experience in commercial food equipment, capital equipment, or technical industrial sales.
• Track record of leading through change, integrations, or new go-to-market models.
• Ability to manage, motivate, develop and maintain effective working relationships with other employees, sales representatives, dealers and all customers.
• Strong data processing, organizational and record-keeping skills.
• Proven record of sales success and ability to meet sales objectives on an annual basis.
• Strong technical and mechanical aptitude.
• Ability to make informed decisions using available information on their own.
• Self-motivated, with high energy and works with a sense of urgency to surpass sales goals.
• Proficiency with customer relationship management systems such as Microsoft Dynamics CRM or similar platforms for lead and opportunity management.
• Strong competency with quoting and proposal tools, spreadsheet applications, and document creation software such as Auto Quotes.
• Proficient in MS Office (Excel, Word, PowerPoint & Outlook)
• Strong knowledge of sales principles, methods, practices, and techniques

Responsibilities:

Revenue Growth & Business Development

• Accountable for achieving annual revenue, profitability, and market share objectives for the assigned region.
• Develop and execute regional sales strategies designed to drive sustainable revenue growth.
• Identify and pursue new business opportunities, strategic accounts, and market expansion initiatives.
• Monitor regional sales performance and implement corrective actions when results are below expectations.
• Forecast sales results and provide accurate revenue projections.

 Leadership & Team Development

• Provide direct leadership, coaching, and performance management to Territory Sales Managers, Territory Sales Representatives, and Sales Specialists.
• Establish clear sales expectations, performance goals, and accountability measures for all direct reports.
• Conduct regular field visits, performance reviews, and coaching sessions to improve sales effectiveness.
• Develop succession plans and talent development programs to build organizational capability.
• Foster a culture of accountability, collaboration, customer focus, and results achievement.

 Territory Sales Manager Oversight

• Lead and support Territory Sales Managers in the development and execution of territory-specific sales plans.
• Monitor the effectiveness of Territory Sales Managers in coaching, developing, and managing their teams.
• Ensure consistent implementation of sales processes, performance standards, and commercial initiatives across all territories.
• Partner with Territory Sales Managers to address performance gaps and capitalize on growth opportunities.

 Strategic Customer Management

• Develop and maintain executive-level relationships with key customers, dealer partners, consultants, and strategic accounts.
• Participate in high-value sales opportunities and major account negotiations.
• Collaborate with marketing, operations, service, and finance teams to support customer growth and retention.

 Business Performance & Accountability

• Analyze sales performance metrics, market trends, and competitive activity to guide business decisions.
• Hold team members accountable for achieving individual, territory, and regional performance objectives.
• Ensure effective utilization of CRM tools, sales reporting systems, and forecasting processes.
• Communicate regional performance, opportunities, risks, and action plans to senior leadership.

Total Compensation:

In accordance with the provincial wage transparency requirements, the expected base compensation for this position is $105,000-$140,000/year base depending on relevant experience, technical competencies, certifications, etc. + annual incentive bonus.

In addition, all full-time employees are eligible for additional benefits, including but not limited to: Medical, Dental, Vision, STD/LTD/AD&D, Life Insurance, RRSP Matching, Pro-rated Vacation Entitlement, Paid Statutory Holidays, Employee Assistance, etc.

This posting is for a current vacancy.  We value diversity in the workforce and encourage all qualified candidates to apply.  Disability related accommodation during the recruitment process is available upon request.  We appreciate all responses and advise that only those candidates selected for an interview will be contacted. All applications will be reviewed without the use of AI.