Regional Sales Manager

The Sales Manager is responsible for managing key customer accounts and leading a team of Account Executives within an assigned geographic region. This role ensures transparency, drives accountability, and optimizes the end-to-end customer journey by executing responsibilities directly and through the account team.

Principal Duties and Responsibilities: 

• Lead and supervise a team of Account Executives, providing guidance, support, and performance management.
• Oversee and manage assigned customer accounts with professionalism and efficiency, adhering to best practices in technical sales.
• Achieve annual sales targets through effective account planning, pipeline management, and customer engagement.
• Follow the Drew Marine Sextant Sales Process to manage sales opportunities through defined stages, using HubSpot as the designated CRM platform.
• Maintain accurate and timely records of all customer interactions within the Drew CRM to ensure transparency, streamline workflows, and support both internal communication and customer relationship management.
• Ensure complete and consistent CRM data entry as a core responsibility of the role.
• Perform additional duties and contribute to special projects as assigned.

Required / Desired Knowledge, Experiences and Skills:

• Bachelor's degree in Marine, Chemical, or Mechanical Engineering, or equivalent academic background with a minimum of 8 years of experience in a comparable sales role.
• Strong organizational and analytical abilities, with demonstrated capability to lead, motivate, and communicate effectively across teams.
• Proficient in using various software platforms with solid experience in computer-based tools and digital systems.
• Team-oriented, innovative, and creative, with a proactive mindset.
• Senior-level communication and presentation skills, capable of engaging at all organizational levels.
• Deep understanding of sales processes, CRM systems, and strategic account methodologies.
• Comfortable operating in a digital-first, post-COVID sales environment with virtual engagement tools.
• Ability to articulate the value of emerging technologies and evolving industry trends to strategic customers.
• Proven responsibility in driving consistent, team-based sales processes and strategic account management practices.
• Demonstrated ability to develop and execute multi-year account plans with clear objectives and actionable steps.
• Skilled in building comprehensive business cases and conducting ROI analyses to support complex, long-term investments.
• Experience in identifying growth opportunities ("white space") within existing accounts through data-driven account analysis.
• Capable of navigating complex, global organizational structures and understanding internal decision-making dynamics.
• Strong business acumen, including familiarity with P&L and balance sheet fundamentals.
• Proven ability to build deep and effective customer relationships across strategic, financial, operational, and technical functions.
• Experience managing cross-cultural relationships across multiple time zones in a global business environment.
• Skilled in cultivating internal champions and stakeholder advocates within customer organizations.
• Demonstrated resilience and adaptability in managing account relationships through customer leadership transitions.
• Ability to influence and gain cooperation across cross-functional teams, both locally and globally.
• Expertise in strategic account management, value quantification, negotiation, and stakeholder alignment.
• Experience in negotiating complex contracts involving multiple parties, currencies, and legal jurisdictions.
• Competence in structuring innovative commercial solutions, including partnerships, risk-sharing, and performance-based agreements.
• Proven ability to manage large, multi-national accounts with multiple sites and diverse product lines.
• Sound technical knowledge of relevant products and applications in the assigned business segment.
• Deep understanding of industry regulations, operational dynamics, and market trends affecting customer operations.
• Strong project management skills, both individually and in cross-functional, multi-location contexts.
• Persistent and resilient, capable of managing extended sales cycles (9–18 months) with multiple decision stages.
• Experience in overseeing complex implementations across regions and business units while maintaining stakeholder alignment and deal momentum.

Education/Certifications:

• Bachelor's degree in Marine, Chemical, or Mechanical Engineering or any other graduation with at least 8 years experience in a equivalent sales role 
• Must have valid driver's license

Conditions of Employment:

• Must pass a pre-employment background check
• Must pass occupational health screening

Physical Working Environment:

This position requires travel (Amount of travel varies depending on region).

The above statements are intended to describe the general nature of work being performed by people assigned to this classification.  They are not to be construed as an exhaustive list of all responsibilities, duties and skills required of employees so classified.

Drew Marine is a global leader providing technical solutions and services to the marine industry with a comprehensive line of advanced marine chemicals, and equipment.  Supported by a worldwide network of service engineers, and global supply chain delivering to more than 900 ports, we have a portfolio of products and services including: Water Treatment, Fuel Treatment, Maintenance Cleaners, Welding & Refrigeration, Engineered Systems & Products, Onboard Test Kits, and Analytical Services

Drew Marine provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type. All employment decisions at Drew Marine are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.