Regional Sales Manager- Central

PRIMARY RESPONSIBILITY:

The Sales Manager owns revenue performance, specification influence, and agency execution within the assigned territory.  This role partners closely with independent sales agencies to drive profitable growth, improve pipeline visibility, and expand regional market share. As the primary commercial leader for the region, the Sales Manager delivers strategic market insights and actionable performance updates to the management team.

MAJOR DUTIES:

Manage all sales activity for the assigned region, including but not be limited to the following:

1. Agency management:  Manage all sales activity for the assigned independent sales representatives (Agents).
1. Create a sales plan for each Agent.
2. Monitor and support execution of sales plan results.
3. Participate in the development and communication of the Agent’s annual sales goals.
4. . Own revenue performance for assigned region and deliver against annual sales targets.
5. Bi-annual, or as circumstances warrant, prepare and present assigned market analysis. (Trends, sales potential, competitors, agency, and Visa performance)
6. Train and motivate agency personnel on product, presentation, and Visa’s value proposition.
7. Support agents by evaluating projects with budget limitations, Visa product recommendations, installation recommendations.
8. Understand project dynamics including but not limited to budget pricing, competitive bid information, agent’s position, job information, etc.
9. Evaluate Agent performance for hiring and termination purposes.
10. Communicate and enforce company policies in the field.
11. Establish disciplined pipeline reporting with assigned Agents and obtain and document accurate, forward looking project data.
12. Conduct quarterly business reviews with each Agent to evaluate performance, pipeline health, conversion rates and strategic initiatives.
13. Identify underperforming territories and implement corrective action plans in alignment with Director of Sales
14. Deliver quarterly performance updates to Director of Sales including pipeline metrics, forecast projections, growth initiatives, risk assessment and large projects tracking.
15. Assess agency penetration within key verticals ( Healthcare, Behavioral Health, Architectural) and develop targeted growth strategies to expand market share.

1. Specifier engagement:
1. Generate awareness and excitement of Visa products and brand within the general specifier and lighting community.
2. Build and maintain relationships with sales representatives, specifiers, contractors, distributors, and end users.
3. Provide technical support for all products, as required.
4. NOTE: This section is duplicated in section 3 – do not think it is needed here in section 2.Participate in the planning and management of agent and specifier training sessions.
5. Establish and maintain customer goodwill.

1. Market, Project, and Design/Engineering Development:
1. Understand the dynamics of each distinct geographic market (i.e. package vs. line item/contractor vs. distributor vs. agent controlled / competing representatives and associated competing lighting manufactures).
2. Proactively identify, develop, track, and close projects. Participate in team effort to close projects.
3. Provide market feedback from key specifiers and agents for new product design, product improvements, and appropriate pricing.  
4. Provide input and support for marketing projects such as literature reviews, website improvements, trade show booth development.
5. Provide input and support for process and product changes, improvements, and new introductions.
6. Maintain thorough, forward-looking understanding of market needs and competitive landscape. 
7. Collect, analyze, and communicate market intelligence including specification trends, competitive activity, pricing pressure, regional data, and vertical market shifts or opportunities.

1. Business Travel:
1. 50% Travel within region per approved sales plan or as required by the Director of Sales.
2. Submit a trip summary for each territory visited.
3. Collect and communicate data and input from the field including competitor activity, customer trends, pricing trends, etc.
4. Participate in the selection and management of agency trade shows and events.
5. Attending agency events, national trade shows and industry conferences as assigned.                                          

EDUCATION PREFERRED:

• Bachelor of Science or Arts in Business, Administration, Marketing, Engineering, or related field.

EXPERIENCE REQUIRED:

• Minimum of five (5) years’ experience in the lighting industry (examples: customer service, lighting applications, lighting design, specification sales, distributor sales)
• Minimum of (2) years’ experience in regional sales management OR demonstrate thorough understanding of the regional sales management role and lighting industry intricacies.

SKILLS REQUIRED:

• Excellent skills in organization, time management, multi-tasking, written and verbal communication.

• Good problem-solving skills.
• Proficient in Microsoft Office.
• Ability to work in a team environment.
• Executive presence and ability to influence agency principles and key specifiers.
• Ability to set and prioritize goals.

PHYSICAL REQUIREMENTS:

• Regular lifting of up to 50-pound sample bags.
• Standing for prolonged periods of time at tradeshows/events.
• Rigors of Travel