Regional Sales Manager (RSM) Custom Capital Equipment - West Region

Job Description Territory: Western United StatesReports to: Director of SalesEmployment Type: Full-time, W-2Location: Remote within assigned region or on-site at LACO HQ in Salt Lake CityTravel: 50%+ (regular, planned customer visits)Role OverviewThe Regional Sales Manager (RSM) is responsible for owning, managing, and growing the full sales pipeline within their assigned U.S. territory by selling custom-engineered leak testing and vacuum system solutions.This role has end-to-end ownership of opportunities, from initial marketing lead follow-up and discovery through proposal development, terms and contract negotiation, and close. The RSM operates with a high degree of autonomy while maintaining strict discipline around CRM usage, forecasting, and pipeline reporting.This is a field-based, relationship-driven role requiring frequent travel (50%+) to customer sites to support complex technical selling and long-term account development.Key ResponsibilitiesPipeline Ownership & ReportingOwn the entire regional sales pipeline, from marketing-qualified lead to booked revenueMaintain accurate, timely, and complete opportunity data in the CRM (HubSpot preferred)Funnel all customer communications, notes, meetings, and deal activity through the CRMProvide regular pipeline forecasts, deal strategy updates, and territory reports to sales leadershipManage opportunities with a disciplined, stage-based sales process Customer Engagement & Territory CoverageMaintain a consistent cadence of customer visits (current customers and prospects)Travel 50%+ of the time within assigned territory to:Build and deepen customer relationshipsConduct on-site discovery and system reviewsIdentify upsell, expansion, and new project opportunitiesDevelop and execute a territory growth plan aligned with company objectives Lead Management & ProspectingFollow up on inbound marketing leads and trade show leads in a timely, professional mannerQualify leads based on technical fit, urgency, budget, and decision processDrawing on relationships forged by Business Development Managers, actively prospect new customers, OEMs, and strategic accounts within target industriesConvert marketing interest into qualified, actionable sales opportunities Sales Execution & NegotiationLead customer discovery conversations focused on:Quality risk and cost-of-failureProduction throughput and constraintsCompliance and validation requirementsCollaborate with Product and Sales Engineers on:Technical scopingSystem configurationPerformance requirementsPresent and defend proposals that clearly articulate value, ROI, and total cost of ownershipLead pricing discussions and large contract negotiations, including commercial terms, scope, and delivery considerationsClose business while protecting margin and long-term customer value Internal Collaboration & HandoffPartner closely with:Sales EngineeringBusiness Development ManagersInside SalesService and SupportEnsure clean, complete handoff of sold projects to execution and service teamsAct as the voice of the customer internally, sharing market feedback and competitive insightsIdeal Candidate ProfileExperience7+ years of B2B sales experience in capital equipment, automation, test & measurement, or engineered systemsProven experience owning a full sales pipeline and forecastDemonstrated success using a CRM as the system of record (HubSpot strongly preferred)Experience managing: Long sales cycles (6–18+ months), High-value deals ($100k–$1M+), Complex commercial and contractual negotiationsPrior experience working alongside sales engineers or application engineersExperience with vacuum and/or leak detection equipment industry is a plus Skills & AttributesStrong consultative selling and discovery skillsHigh level of organization and CRM disciplineComfortable leading technical and commercial conversationsAbility to navigate engineering, operations, quality, and procurement stakeholdersWilling and able to travel 50%+ on a consistent basisOwnership mindset with strong follow-through and accountabilityCompensation & Performance ExpectationsMajority will be Base Salary plus a margin-adjusted commissionOn-Target Earnings (OTE): $150,000–$210,000Performance measured on: Revenue attainment, Margin discipline, Pipeline health and forecast accuracy, nd Territory development and account growthShift: 5 days a week Monday-Friday Full-Time. Flexible work schedules with opportunity for a 9/80 work schedule with alternating Fridays off.Benefits package includes medical, dental, vision, short term disability, life insurance, and 401K with match, paid holidays, paid time off, continuing education opportunities including tuition reimbursement program, periodic company parties, and lunches.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.EOE, including disability/veterans.Company DescriptionLACO specializes in designing and manufacturing specialized and custom vacuum and leak testing equipment serving domestic and international markets. At LACO, the systems that we manufacture are unique to our customers' needs and our processes are critical to the success of our systems and customer satisfaction.LACO Technologies is committed to driving excellence and innovation. We value growth and development of our employees and strive to foster a culture of continuous learning and improvement.At LACO Technologies we strive to give our employees a great work-life balance. We offer our employees the opportunity to participate in a 9/80 work schedule giving our employees every other Friday off. This benefit, along with our flexible scheduling options and generous PTO offering makes LACO a company worth considering for employment.We are a leading-edge technology company serving the Aerospace, Automotive, Medical/Pharmaceutical, and other technology industries. LACO's customers are the likes of SpaceX, Apple, NASA, Northrop Grumman, Lockheed, Boeing, and Merck. Come work where you will get a small company feel with big company opportunities, benefits, and technology.Company DescriptionLACO specializes in designing and manufacturing specialized and custom vacuum and leak testing equipment serving domestic and international markets. At LACO, the systems that we manufacture are unique to our customers' needs and our processes are critical to the success of our systems and customer satisfaction.\r\n\r\nLACO Technologies is committed to driving excellence and innovation. We value growth and development of our employees and strive to foster a culture of continuous learning and improvement.\r\n\r\nAt LACO Technologies we strive to give our employees a great work-life balance. We offer our employees the opportunity to participate in a 9/80 work schedule giving our employees every other Friday off. This benefit, along with our flexible scheduling options and generous PTO offering makes LACO a company worth considering for employment.\r\n\r\nWe are a leading-edge technology company serving the Aerospace, Automotive, Medical/Pharmaceutical, and other technology industries. LACO's customers are the likes of SpaceX, Apple, NASA, Northrop Grumman, Lockheed, Boeing, and Merck. Come work where you will get a small company feel with big company opportunities, benefits, and technology.