Northeast Regional Sales Manager
Northeast Regional Sales Manager · Marine Electronics
Key Responsibilities
1. Partnership generation · strike new strategic partnerships.
This company already has a collection of fantastic B2B partnerships. We are the exclusive / preferred third-party marine
technology sales, installation, and service provider to the following businesses:
o OEMs. Sabre Yachts, Back Cove Yachts, Southport Boats
o Dealers. DiMillos*, Boston Yacht Sales, Oyster Harbor Marine*
o Safe Harbor Yards. Front Street Shipyard*, Kittery Point, Wentworth By the Sea, Hawthorne Cove*
o Other Yards: Cape Ann Marina*, MacDougalls*, Falmouth Marine*, Vineyard Haven Marina, and many others
2. A small but important part of this job is to identify the small number (2 – 3) of important additional, highly valuable
partnerships, and strike deals with them.
2a. Pipeline generation, part one · cultivate partnerships to generate demand.
1. Map each partner: identify the key executive decision makers; the key day to day executors; the ‘behind the scenes’
people who make the business and partnership work
2. Segment the partners into priority 1, 2, and 3, based on their potential strategic + financial value to the Company
3. Develop fantastic relationships with the key players at each partner. Understand what’s important to them and how
our partnership fits into their objectives. Create value for them.
4. Visit partners regularly. Be on-site, be seen. Set targets for how often you are on site at each partner and execute
against those targets.
5. Drive proactive sales / channel management initiatives with each partner. Identify ways to not simply capture the
existing demand for marine technology work at each partner, but also to drive new demand for marine technology work
among the partners’ customer base.
6. Treat all leads generated by partner to the very highest standards. Give them a fantastic experience, regardless of
whether or not it leads to a sale.
2b. Pipeline generation, part two · drive direct demand.
1. Events. Represent the Company at the key boat shows and events locally. Maximize our presence and source demand.
2. Boat owner + captains. Cultivate direct relationships to generate work and drive word of mouth
3. Demand capture · Sales
• Convert the leads that are generated. Follow up on lead quickly, talk to / meet with customer, create ‘solution’ to their
problem that we can effectively and profitably deliver against
• Keep customer updated on progress from job start to completion. Communicate regularly and transparently
• Upsell the customer, as appropriate, over the course of the job
• Visit the boat at completion, review the work, ensure customer is satisfied, invoice and collection payments
• Follow-up with customer a few weeks after payment to ensure they are having a positive experience
Support. You won’t be on your own; you are part of a team
1. Partnership support.
• We have identified a set of terms / structures that work successfully for these partnerships in New England
• We are starting to develop best practices for partnership management and ‘activation’ -- you’ll be able to both
draft off that work and contribute to the thinking and development
• Damon will be a key thought / work partner here — and has lots of experience in partnership strategy,
development, and execution. And Tim has been executing successfully against this playbook in New England
2. Marketing support. We do not have a full-time marketer today, but we use and will continue to use consultants and
agencies, as well as our own efforts (us all pitching in on areas where we have skills) to get the key marketing jobs done
in the near term. And in the medium term – likely sometime in 2026 – we'll be hiring a dedicated marketer
Key Responsibilities
1. Partnership generation · strike new strategic partnerships.
This company already has a collection of fantastic B2B partnerships. We are the exclusive / preferred third-party marine
technology sales, installation, and service provider to the following businesses:
o OEMs. Sabre Yachts, Back Cove Yachts, Southport Boats
o Dealers. DiMillos*, Boston Yacht Sales, Oyster Harbor Marine*
o Safe Harbor Yards. Front Street Shipyard*, Kittery Point, Wentworth By the Sea, Hawthorne Cove*
o Other Yards: Cape Ann Marina*, MacDougalls*, Falmouth Marine*, Vineyard Haven Marina, and many others
2. A small but important part of this job is to identify the small number (2 – 3) of important additional, highly valuable
partnerships, and strike deals with them.
2a. Pipeline generation, part one · cultivate partnerships to generate demand.
1. Map each partner: identify the key executive decision makers; the key day to day executors; the ‘behind the scenes’
people who make the business and partnership work
2. Segment the partners into priority 1, 2, and 3, based on their potential strategic + financial value to the Company
3. Develop fantastic relationships with the key players at each partner. Understand what’s important to them and how
our partnership fits into their objectives. Create value for them.
4. Visit partners regularly. Be on-site, be seen. Set targets for how often you are on site at each partner and execute
against those targets.
5. Drive proactive sales / channel management initiatives with each partner. Identify ways to not simply capture the
existing demand for marine technology work at each partner, but also to drive new demand for marine technology work
among the partners’ customer base.
6. Treat all leads generated by partner to the very highest standards. Give them a fantastic experience, regardless of
whether or not it leads to a sale.
2b. Pipeline generation, part two · drive direct demand.
1. Events. Represent the Company at the key boat shows and events locally. Maximize our presence and source demand.
2. Boat owner + captains. Cultivate direct relationships to generate work and drive word of mouth
3. Demand capture · Sales
• Convert the leads that are generated. Follow up on lead quickly, talk to / meet with customer, create ‘solution’ to their
problem that we can effectively and profitably deliver against
• Keep customer updated on progress from job start to completion. Communicate regularly and transparently
• Upsell the customer, as appropriate, over the course of the job
• Visit the boat at completion, review the work, ensure customer is satisfied, invoice and collection payments
• Follow-up with customer a few weeks after payment to ensure they are having a positive experience
Support. You won’t be on your own; you are part of a team
1. Partnership support.
• We have identified a set of terms / structures that work successfully for these partnerships in New England
• We are starting to develop best practices for partnership management and ‘activation’ -- you’ll be able to both
draft off that work and contribute to the thinking and development
• Damon will be a key thought / work partner here — and has lots of experience in partnership strategy,
development, and execution. And Tim has been executing successfully against this playbook in New England
2. Marketing support. We do not have a full-time marketer today, but we use and will continue to use consultants and
agencies, as well as our own efforts (us all pitching in on areas where we have skills) to get the key marketing jobs done
in the near term. And in the medium term – likely sometime in 2026 – we'll be hiring a dedicated marketer