What are the responsibilities and job description for the Regional Sales Manager position at The Lignum Group?
About the Role
The Regional Sales Manager – Data Center Sales represents The client Access Floors out in the market in a professional manner exhibiting the sales and technical skills required to position The client as the preferred manufacturer and supplier of access floor systems, containment systems, and value-added products.
What You’ll Do
- Promotes the sale of The client products to meet or exceed the sales budget.
- Identifies opportunities early to provide maximum visibility of the order pipeline.
- Creates preferences for The client products through specification promotion.
- Establishes positive relationships with owners, architects, contractors, dealers, and other key influencers.
- Successfully manages the budget/bid process by understanding the project requirements, specifications and project scope. Provides competitive pricing direction. Follows up on outstanding bids to stay engaged with the sales process and to help close the sale.
- Provides presentations on The client products with the goal of growing the market penetration rate of buildings designed with underfloor service distribution.
- Assists both the architectural and engineering communities with specifications, project details, lessons learned and best practices, helping to position The client as the go-to company for The client products.
- Prepares project cost estimates to effectively evaluate bid price recommendations.
- Makes pricing decisions based on the competitive environment, factory loading, margin targets, and other considerations.
- Manages distribution in assigned territory, maintaining a The client market share greater than 65%.
- Assists in positioning The client dealers to be the preferred supplier and installer of The client products.
- Establishes and maintains trust between The client dealers in multiple distribution markets.
- Establishes and maintains open lines of communication with The client dealers, ensuring a mutually beneficial relationship built on good communication and trust.
- Works with The client’s Customer Service Representatives (CSR) to ensure that dealers are getting the necessary support for pricing requests, material requests, delivery requests, etc., to the dealer’s satisfaction.
- Maintains project tracking in SalesForce CRM. Records pricing, contacts, and key activities for all projects.
- Participates in The client monthly call with Sales Director to review projects, information, strategies, issues, and concerns as necessary and relative to the projects, the region, the competition, dealers, and/or the individual.
- Reviews monthly sales, booking, and backlog reports.
- Actively participates in membership organizations that will benefit The client, enabling networking opportunities and the ability to create quality business relationships.
- Provides cross territory support to other Regional Sales Managers in the promotion of The client products.
- Maintains awareness of individual contribution to and impact of the quality, safety, environmental, and product compliance policies and activities; reports all quality issues, unsafe acts, and unsafe conditions to the proper personnel.
What You’ll Bring
- Minimum 5 years’ experience in a similar sales position.
- Experience in the architectural and/or data center field is highly preferred.
- Experience in product sales into Data Center environment preferred.
- Self-motivated team player with excellent communication skills, presentation skills, and listening ability providing for business opportunities and the ability to establish and maintain long term relationships with key Customers, Architects, Contractors and Dealers.
- Proficient in all Microsoft Office applications (Word, Excel, Power Point) and Outlook.
- Position requires travel as necessary across assigned region and to The client Corporate based out of home office.
- Ability to interpret architectural plans and specifications.