Regional Sales Manager – South Central US
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Job Description
Regional Sales Manager growing Lumascape architectural lighting sales across TX, NM, OK, KS, MO, and AR. Managing agency relationships, promotions, forecasting, and territory travel.
Responsibilities:
- Manage Lumascape activities in an assigned region covering TX, NM, OK, KS, MO, and AR
- Manage agency, specification, and public agency accounts and implement promotional strategies to secure incremental revenue
- Direct business-to-business relationships and identify and develop new market opportunities
- Communicate market conditions, account information, competition, and sales progress to the North America Sales Director
- Meet and achieve annual sales targets
- Provide expert product knowledge and support regarding luminaires, lighting applications, systems, and related controls
- Develop relationships with agencies, specifiers, designers, distributors, contractors, and developers
- Create product demand and assist agencies with sales goals
- Grow key agency relationships, identify opportunities, and develop profitable solutions
- Recommend agency changes and inform management of territory occurrences
- Monitor major projects and increase product exposure and success
- Travel frequently across the territory to engage agencies, specifiers, and influencers
- Propose and attend trade shows, promotional events, industry organizations, and functions
- Contribute to product training programs and promotional events, including post-event ROI reporting
- Collaborate with other departments on stakeholder-specific sales activities
- Manage CRM software and maintain accurate sales forecasting
- Assist with field service and support
- Manage expenditures within budget and submit timely expense reimbursement requests
- Collect and provide regional, competitive, and contractor pricing data for forecasts and reporting
- Teach, coach, and mentor team members on market dynamics and sales
- Collaborate closely with the North America Sales Director
- Perform extensive domestic and some international travel
Requirements:
- Bachelor’s degree in Lighting, Business Administration, Marketing, or Architecture
- Minimum ten years of progressive experience preferred in professional sales or a technical support position
- Preferred minimum of five years in the spec lighting industry
- Knowledge of selling, pricing, marketing, and distribution models within the industry
- Effective selling and presentation skills, with demonstrated ability to attain sales goals through annual marketing plans and ongoing goal management
- Ability to explain and sell features and benefits of Lumascape products and conduct training and educational programs
- Strong commitment to customer service
- Technical knowledge of company and competitor products
- Ability to perform field service, troubleshoot systems, recommend solutions, and demonstrate side-by-side product comparisons
- Knowledge of finance and budgeting processes
- Ability to prepare budgets and manage expenses within budget
- Ability to establish and maintain effective internal and external working relationships
- Effective interpersonal, verbal, and written communication skills in English
- Ability to leverage relationships and negotiate contracts
- Ability to travel extensively, live in a strategic location within the territory, and work flexible hours
- Computer skills using Windows programs, word processing, spreadsheet, and CRM applications
- Valid driver's license and driving record sufficient to be insured by company
- Must have or be able to obtain a valid passport
- Knowledge of consultative selling techniques, agency representatives, distribution channels, specification process, business management, and marketing techniques
- Aptitude for teaching, coaching, mentoring, and facilitating training in small and large groups
- Goal-oriented with ability to meet or exceed sales objectives
- Ability to lead, plan, and organize across assigned regions
- Product-appropriate advanced level of knowledge preferred
- Advanced coursework in business management, project management, IT skills, or related field preferred
Benefits:
- FUN company events
- Company donation matching and volunteer rewards
- Career development opportunities
- Profit sharing bonus
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