Regional Sales Manager - West Coast

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Regional Sales Manager - West Coast Location: West Coast Region; SFO, PDX, SEA (Travel Required) About Imperative Logistics Imperative Logistics' Mission Critical division delivers highly specialized logistics solutions for time-sensitive, high-value shipments across industries where precision, responsiveness, and reliability are essential; including healthcare, aerospace, technology, electronics, and entertainment. With more than 25 years of experience, the business has built a strong reputation for operational excellence, white-glove service, and customer partnership in complex shipping environments. As the organization continues to scale, we are expanding our national commercial team with high-caliber sales leaders who can accelerate growth, develop strategic customer relationships, and drive performance across key markets. This is an opportunity to join a results-oriented, entrepreneurial company that values accountability, autonomy, and internal advancement while investing in the people and capabilities needed to win. JOB SUMMARY The Regional Sales Manager is a field-based sales leader and player‑coach responsible for driving pipeline development, new business acquisition, and revenue growth across a defined West Coast territory. This role leads and develops a team of up to 5 Outside Sales Representatives while maintaining direct responsibility for strategic accounts and high‑impact opportunities. This position is mission‑critical to domestic sales performance with strong opportunity to cross‑sell Imperative's broader logistics and international solutions. Success requires hands‑on leadership, disciplined pipeline management, and the ability to coach sales professionals while actively engaging customers in the field. The ideal candidate thrives in a high-accountability, growth-focused environment, enjoys time in front of customers, and knows how to balance execution with development of a small but impactful sales team. ESSENTIAL JOB FUNCTIONS Regional Sales Leadership & Team Development Lead, coach, and develop a team of up to 5 Area/Outside Sales Representatives to achieve territory coverage and revenue targets. Act as a player‑coach, remaining actively involved in prospecting, client meetings, joint calls, and closing strategic opportunities. Set clear expectations for performance, pipeline management, activity levels, and territory execution. Conduct regular one‑on‑one coaching sessions focused on results, skill development, and consultative selling effectiveness. Foster a culture of accountability, collaboration, and continuous improvement. Sales Execution & Regional Growth Own regional sales performance and pipeline health across the West Coast territory, consistently delivering revenue goals and supporting territory expansion. Drive growth through effective territory planning, strategic account development, and opportunity prioritization. Spend significant time in the field (approximately 3 days per week) conducting ride‑alongs, joint meetings, and direct customer engagement to accelerate deal progression. Maintain strong executive‑level relationships with key accounts to support retention, cross‑sell, and long‑term growth. Support opportunity advancement throughout the full sales cycle, from qualification through close. Pipeline, Account & Performance Management Monitor performance using KPIs, activity metrics, forecasting, and pipeline analytics. Ensure CRM accuracy and disciplined pipeline management, including consistent categorization and forecasting standards. Identify performance gaps or pipeline risks quickly and provide direct, actionable feedback. Provide leadership with regular insights into regional trends, wins, challenges, and growth opportunities. Apply a process‑driven approach while adapting strategies to market conditions and business priorities. Cross‑Functional Collaboration Partner closely with internal stakeholders (leadership, operations, customer success, and support teams) to deliver seamless service and exceptional customer experience. Support regional initiatives by aligning sales execution with broader business objectives. QUALIFICATIONS AND EDUCATION REQUIREMENTS Required 3+ years of B2B outside sales experience, including sales leadership or team‑lead responsibilities. Proven success driving new business, managing pipelines, and leading revenue growth in a defined territory. Experience in logistics, transportation, supply chain, or other B2B services environment preferred. Strong coaching mindset with the ability to lead through influence and hands‑on involvement. Willingness and ability to travel extensively within the region (approximately 3 days per week). Experience working within a CRM system is required; Salesforce experience is preferred but not required. Valid driver's license and ability to travel by car and air. Preferred Prior experience managing small, high-impact sales teams (1-5 reps). Exposure to cross‑selling multi‑service