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REGIONAL SALES MANAGER (SOUTHEAST)

Vacuum & Leak Testing Capital Equipment (Remote / Field-Based)

Preferred Candidate Locations: Atlanta, GA | Charlotte, NC | Dallas–Fort Worth, TX

Territory: Southeastern USA (TX to KS to DE to FL)

Employment Type: Full-time, W-2

Reports To: Director of Sales

Travel: 50%+ (regular, planned customer visits)

On-Target Earnings (OTE): $150,000–$210,000

Work Location: Remote within assigned region or on-site at LACO HQ in Salt Lake City

MAKE YOUR MARK: OWN A TERRITORY SELLING VACUUM & LEAK TESTING SYSTEMS

If you’re a senior, field-based sales professional who thrives in complex, long-cycle capital equipment sales, this is a true territory-owner role—high autonomy, high accountability, and meaningful upside.

You’ll sell custom-engineered leak testing and vacuum system solutions into manufacturing environments where quality risk, cost-of-failure, throughput, compliance, and validation drive buying decisions.

Experience selling vacuum systems and/or leak testing technology is strongly preferred and will significantly accelerate success in this role.

ROLE OVERVIEW (WHAT YOU’LL OWN)

The Regional Sales Manager (RSM) owns, manages, and grows the full sales pipeline within the assigned U.S. territory by selling custom-engineered leak testing and vacuum system solutions.

You will own opportunities end-to-end—from initial lead follow-up and discovery through proposal development, commercial terms, negotiation, and close—while partnering closely with Sales Engineering and internal teams.

This is a relationship-driven, consultative field role requiring frequent travel (50%+) to customer sites to support complex technical selling and long-term account development.

WHO THIS ROLE IS NOT FOR

This role is designed for experienced, field-based sellers who are comfortable leading complex, technical deals. It is not a fit for candidates whose background is primarily:

• Transactional or short-cycle sales environments
• SaaS or software-only sales with limited hardware or system complexity
• Inside sales or roles with minimal customer-site travel
• Catalog, price-driven, or order-taking selling
• Early-career sales roles without ownership of large, long-cycle opportunities

Success in this role requires comfort with 6–18+ month sales cycles, high-value deals ($100k–$1M+), and leading technical and commercial conversations through close.

KEY RESPONSIBILITIES

Pipeline Ownership & Forecasting

• Own the entire regional sales pipeline, from marketing-qualified lead to booked revenue
• Use the CRM as the professional system of record for pipeline, forecasts, and deal strategy (HubSpot strongly preferred)
• Maintain accurate customer notes, communications, and next steps
• Provide regular pipeline forecasts, deal strategy updates, and territory reports
• Drive opportunities using a disciplined, stage-based sales process

Customer Engagement & Territory Coverage (Field-Based)

• Maintain a consistent cadence of customer visits across current customers and prospects
• Travel 50%+ within the territory to build relationships, conduct discovery, and identify new opportunities
• Develop and execute a territory growth plan aligned with company objectives

Lead Management & Prospecting

• Follow up on inbound marketing and trade show leads in a timely, professional manner
• Qualify opportunities based on technical fit, urgency, budget, and decision process
• Actively prospect new OEMs, strategic accounts, and manufacturing customers
• Convert inbound interest into qualified, actionable sales opportunities

Sales Execution & Negotiation

• Lead discovery conversations focused on quality risk, cost-of-failure, throughput, and compliance requirements
• Collaborate with Sales Engineers on technical scoping, configuration, and performance requirements
• Present and defend proposals that articulate value, ROI, and total cost of ownership
• Lead pricing discussions and complex contract negotiations
• Close business while protecting margin and long-term customer value

Internal Collaboration & Handoff

• Partner closely with Sales Engineering, Business Development Managers, Inside Sales, and Service teams
• Ensure a 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

IDEAL CANDIDATE PROFILE

Experience

• 7+ years of B2B sales experience in capital equipment, automation, test & measurement, or engineered systems
• Proven ownership of a full sales pipeline and forecast
• Experience managing long sales cycles (6–18+ months) and high-value deals ($100k–$1M+)
• Experience working alongside sales or application engineers
• Vacuum and/or leak detection equipment experience strongly preferred

Skills & Attributes

• Strong consultative and technical selling skills
• High organization and CRM discipline
• Comfortable engaging engineering, operations, quality, and procurement stakeholders
• Willing and able to travel 50%+ consistently
• Ownership mindset with strong follow-through and accountability

COMPENSATION & PERFORMANCE EXPECTATIONS

• Majority Base Salary plus margin-adjusted commission
• On-Target Earnings (OTE): $150,000–$210,000
• Performance measured on: Revenue attainment, margin discipline, pipeline health and forecast accuracy, and territory development/account growth
• Shift: 5 days a week Monday–Friday Full-Time. Flexible work schedules with opportunity for a 9/80 schedule with alternating Fridays off.
• Benefits include medical, dental, vision, short-term disability, life insurance, 401(k) with match, paid holidays, paid time off, continuing education and tuition reimbursement, periodic company parties, and lunches.

Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. EOE, including disability/veterans.