Company Description
Rubber-Inc. is a long-standing warehouse distributor serving the automotive, commercial, and off-the-road industries since 1939. With locations in Chicago, IL; Durand, WI; St. Louis, MO; Charlotte, NC; and Wareham, MA, we provide tools, equipment, tire repair materials, and supplies tailored to industry needs. Supported by a knowledgeable customer service team and an expert outside sales force, we pride ourselves on delivering the right solutions to today’s service challenges. Our commitment to rapid and effective problem-solving has fostered enduring business relationships through generations.
Position Summary
Rubber Inc. is seeking an experienced, results-driven sales leader to manage and grow our sales operations across Ohio, Indiana, Michigan, Kentucky, and Pennsylvania. The Regional Sales Manager (RSM) is responsible for retaining and growing revenue within their assigned region while building a high-performing team of Account Managers.
This is a player-coach role. The RSM leads from the front — actively engaged in cold calling, new business development, and key account selling — while simultaneously training, coaching, and developing their team to become effective and efficient sales professionals. The ideal candidate holds their team to a high standard of accountability and is not afraid to make difficult personnel decisions when results demand it.
Success in this role requires deep experience in the automotive tire aftermarket industry, strong business acumen, and the ability to inspire and develop others. The RSM must be equally comfortable in the field closing deals as they are in the office analyzing data and building strategy.
Core ResponsibilitiesTeam Leadership & Development
• Recruit, hire, onboard, and manage a team of outside Account Managers across the region.
• Train and develop team members on both product knowledge and consultative sales techniques, with the goal of building a team of efficient, effective sales leaders.
• Coach Account Managers through joint sales calls, ride-alongs, and regular one-on-one sessions focused on skill development and pipeline review.
• Set clear performance expectations and hold team members accountable for achieving individual and regional revenue goals.
• Take swift and decisive action on personnel matters, including disciplinary action and termination when performance or conduct warrants it.
• Contribute to internal sales training initiatives and share best practices across the broader sales organization.
New Business Development
• Lead from the front in prospecting and cold calling — actively demonstrating the behaviors and work ethic expected of the team.
• Identify, target, and develop new accounts within the region, opening new territories as opportunities arise.
• Make sales presentations to key customers independently and alongside company representatives.
• Assist in identifying, evaluating, and onboarding new products and vendor partnerships.
Account Retention & Growth
• Develop and execute account growth strategies that drive upsell, cross-sell, and share-of-wallet expansion across the region.
• Conduct regular business reviews with key accounts, presenting performance data and recommending strategies for continued growth.
• Run territories as needed during periods of vacancy or high demand to ensure continuity of customer service.
• Procure materials and resources necessary to support key account programs.
Strategy, Reporting & Operations
• Prepare and deliver regular sales reports covering volume, pipeline, potential opportunities, and proposed account base expansion.
• Review market analyses to determine customer needs, competitive pricing, and discount structures, including updates to key account pricing.
• Assist in the development and implementation of marketing strategies, company programs, and sales goals.
• Monitor and evaluate competitor activity, products, and market positioning, and communicate insights to the Director of Sales.
• Plan and represent Rubber Inc. at customer meetings, industry trade shows, and other company events.
• Maintain accurate records in CRM for all team activity, opportunities, and account details.
• Perform any other duties deemed necessary or appropriate by the company.
Required Qualifications
• 5+ years of B2B field sales experience with a demonstrated track record of closing and growing accounts.
• 5+ years of sales management experience, including hiring, developing, and managing outside sales teams.
• Proven ability to lead from the front — actively prospecting, cold calling, and selling alongside the team.
• Experience in the automotive tire aftermarket industry or a closely related distribution channel strongly required.
• 3+ years of experience with budget control and sales forecasting.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM platforms.
• Exceptional verbal and written communication skills; comfortable presenting to ownership groups, buying groups, and large audiences.
• Strong analytical skills — able to interpret sales data and translate insights into action.
• High school diploma or equivalent required; bachelor's degree in Business, Marketing, or a related field preferred.
• Valid driver's license with a clean driving record.
• Ability to travel extensively, including overnight and multi-day trips.
Key Competencies
• Hunter Mentality — Leads by example with urgency, persistence, and a relentless drive to develop new business.
• Coaching & Development — Diagnoses individual skill gaps and delivers targeted coaching that produces measurable improvement.
• Accountability — Sets clear expectations, tracks results, and holds the team responsible for performance outcomes.
• Executive Presence — Builds credibility and trust with dealer owners, GMs, and key decision-makers.
• Business Acumen — Understands margin dynamics, pricing strategy, and financial drivers for both the company and its customers.
• Adaptability — Adjusts approach based on market conditions, customer needs, and team dynamics.
• Organizational Skills — Manages a broad territory, multiple relationships, and complex priorities with discipline and follow-through.
Compensation & Benefits
Compensation is competitive and commensurate with experience. The total package includes:
Base salary + annual performance bonus
Company car program
Expense reimbursement for travel & entertainment
Health, dental, and vision insurance
401(k) with company match
Paid time off and company holidays
