LACO Technologies · 1 week ago
Regional Sales Manager (RSM) Custom Capital Equipment - Northeastern USA
United States
Full-time
Remote
Senior Level
$150K/yr - $210K/yr
7+ years expLACO Technologies is seeking a Regional Sales Manager (RSM) to manage and grow the sales pipeline for custom-engineered leak testing and vacuum system solutions in the Northeastern USA. The role involves end-to-end sales ownership, requiring frequent travel to customer sites for technical selling and account development.
Machinery ManufacturingManufacturingSupply Chain Management
Responsibilities
Own the entire regional sales pipeline, from marketing-qualified lead to booked revenue
Maintain accurate, timely, and complete opportunity data in the CRM (HubSpot preferred)
Funnel all customer communications, notes, meetings, and deal activity through the CRM
Provide regular pipeline forecasts, deal strategy updates, and territory reports to sales leadership
Manage opportunities with a disciplined, stage-based sales process
Maintain a consistent cadence of customer visits (current customers and prospects)
Travel 50%+ of the time within assigned territory
Build and deepen customer relationships
Conduct on-site discovery and system reviews
Identify upsell, expansion, and new project opportunities
Develop and execute a territory growth plan aligned with company objectives
Follow up on inbound marketing leads and trade show leads in a timely, professional manner
Qualify leads based on technical fit, urgency, budget, and decision process
Drawing on relationships forged by Business Development Managers, actively prospect new customers, OEMs, and strategic accounts within target industries
Convert marketing interest into qualified, actionable sales opportunities
Lead customer discovery conversations focused on: Quality risk and cost-of-failure, Production throughput and constraints, Compliance and validation requirements
Collaborate with Product and Sales Engineers on: Technical scoping, System configuration, Performance requirements
Present and defend proposals that clearly articulate value, ROI, and total cost of ownership
Lead pricing discussions and large contract negotiations, including commercial terms, scope, and delivery considerations
Close business while protecting margin and long-term customer value
Partner closely with: Sales Engineering, Business Development Managers, Inside Sales, Service and Support
Ensure clean, complete handoff of sold projects to execution and service teams
Act as the voice of the customer internally, sharing market feedback and competitive insights
Qualification
Required
7+ years of B2B sales experience in capital equipment, automation, test & measurement, or engineered systems
Proven experience owning a full sales pipeline and forecast
Demonstrated success using a CRM as the system of record
Experience managing long sales cycles (6–18+ months)
Experience managing high-value deals ($100k–$1M+)
Experience managing complex commercial and contractual negotiations
Prior experience working alongside sales engineers or application engineers
Strong consultative selling and discovery skills
High level of organization and CRM discipline
Comfortable leading technical and commercial conversations
Ability to navigate engineering, operations, quality, and procurement stakeholders
Willing and able to travel 50%+ on a consistent basis
Ownership mindset with strong follow-through and accountability
Preferred
Experience with vacuum and/or leak detection equipment industry is a plus
HubSpot strongly preferred
Benefits
Medical
Dental
Vision
Short term disability
Life insurance
401K with match
Paid holidays
Paid time off
Continuing education opportunities including tuition reimbursement program
Periodic company parties
Lunches
Company
LACO Technologies
LACO Technologies specializes in design and manufacturing of a wide range of vacuum and leak testing systems.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Craig Ward
Chief Financial Officer
Company data provided by crunchbase