Regional Sales Manager, SMB – NY/NJ

Remote from: USA
Annual salary: Undisclosed
Salary information is not provided for this position. Check our Salary Directory to estimate the average compensation for similar roles.
Department: Sales
Employment type: Full Time,
Job posted: 16 Jun 2026
Apply before: 16 Jul 2026
Experience level: Midweight
Views / Applies: 19 / 6

About company

About Impel

Automotive AI that powers your omnichannel retail experience.

Computer Software
2014

Actively Hiring

AI Summary

This is an outside sales role for a Regional Sales Manager focused on the SMB segment in the NY/NJ area. The position involves direct selling and partner sales, with a heavy emphasis on prospecting and closing new business. The successful candidate will manage a territory, work with automotive dealers, and utilize Salesforce for tracking. Travel is required up to 70%, and the role demands a self-starter with strong communication and closing skills.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role requires high travel (70%), aggressive prospecting, and quota-driven sales in a competitive market, making it challenging.

Salary Analysis

AI Insight The offered salary is not specified, but based on market data for a Regional Sales Manager in SMB, the median is around $100,000 base plus commission. The range varies widely based on experience and territory.

Key Skills

Sales B2B CRM Salesforce Prospecting Territory Management Automotive SaaS Negotiation Travel

Cover Letter Sample

Dear Hiring Manager,

I am writing to express my interest in the Regional Sales Manager, SMB position at Impel. With over 5 years of outside sales experience in the automotive and SaaS sectors, I have a proven track record of exceeding quotas and building strong partner relationships. My ability to prospect, manage a pipeline, and close deals aligns perfectly with your requirements.

I am particularly drawn to this role because of the opportunity to introduce innovative products to key decision-makers and drive growth in the NY/NJ territory. My experience with Salesforce and territory management ensures I can hit the ground running. I am eager to bring my self-motivation and enthusiasm to your team.

Thank you for considering my application. I look forward to the possibility of discussing how my skills can contribute to Impel's success.

Sincerely, [Your Name]

Possible Interview Questions

Describe your experience with outside sales and how you manage a high-travel schedule.

In my previous role, I covered a multi-state territory requiring up to 70% travel. I used a systematic approach to plan visits, prioritize accounts, and leverage Salesforce to track activities. I maintained energy by staying organized and focusing on high-potential opportunities.

How do you approach prospecting and building a pipeline from scratch?

I start by researching target accounts using tools like LinkedIn and ZoomInfo. I then use a multi-channel outreach strategy (calls, emails, social) to engage decision-makers. I set clear milestones and consistently follow up to move prospects through the funnel.

Can you give an example of a time you exceeded your sales quota?

Last year, I exceeded my annual quota by 30% by identifying an underserved segment in my territory. I developed a tailored pitch and collaborated with marketing for localized campaigns, resulting in 15 new accounts.

How do you handle objections from automotive dealers?

I listen carefully to understand their concerns, then reframe the value proposition. For example, if price is an issue, I highlight ROI and long-term benefits. I also use case studies from similar dealers to build credibility.

Describe your experience with Salesforce and how you use it to manage your pipeline.

I use Salesforce daily to log activities, update opportunities, and forecast. I create custom reports to track key metrics like conversion rates and deal stages. This helps me prioritize follow-ups and identify bottlenecks.

Location: New York/New Jersey preferred

Travel: up to 70%

The Regional Sales Manager position is an outside sales role primarily focused on direct selling, with some partner sales opportunities. The RSM will manage all aspects of the sales process, with a primary focus on net new business, prospecting, and closing opportunities. The successful candidate will achieve sales goals and generate overall on-target earnings from commissions.

Partnering with automotive dealers, brands, or groups in a territory to introduce the products and programs to key decision-makers.
In-depth knowledge of all company products and programs
Ability to manage a pipeline with multiple accounts and partners.
Proven success in prospecting, building a pipeline, and moving opportunities through the sales cycle.
Ability to present first-hand knowledge of competition, competitive issues, and products.
Attending and participating in sales meetings and trade shows.
Accurately and consistently track all communications and details in Salesforce.
Ability to aggressively drive partners to maximize sales through best practices, support, and training.

Qualifications

BA/BS degree or equivalent combination of education and work experience.
Demonstrated success in outside sales experience or in a Sales Manager role.
Strong knowledge of the automotive
Sales experience in technology (SaaS) preferred.
Proficient in Salesforce, Microsoft Office, and Google Platforms.
The ideal candidate is an extremely motivated, self-starter, always eager to learn and improve.
Must be able to work effectively in a team environment.
Must maintain the highest level of professionalism andintegrity as a representative of the Impel brand.
Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.
Success in qualifying opportunities involving multiple key decision-makers.
Frequent overnight travel is required, often up to several hours of driving per day.
Self-motivated, with high energy and an engaging level of enthusiasm.