Dekko · 1 day ago

Regional Sales Manager

Texas, United States

Full-time

Onsite

Mid Level

3+ years exp

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ElectronicsLighting

Hiring Manager

Samantha Binning

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Responsibilities

Sales Performance Management: Oversee and manage the sales performance of independent sales representatives within the assigned territory. Conduct bi-annual reviews, or as needed, to assess strengths and weaknesses, including competitor and representative analysis. Develop and communicate annual sales goals, collaborate with representatives on sales plans, and drive profitable top-line growth.

Training and Development: Train, motivate, and support agency personnel on product knowledge and sales skills, following a 'train the trainer' model. Provide technical support for all products as required.

Quoting and Budget Management: Quote large projects or smaller jobs with budget constraints and/or special requirements. Understand all aspects of each quoted order, including budget pricing, competitive bids, agent positioning, and job information.

Agent Evaluation: Assess agent performance for hiring and termination decisions. Build and maintain strong relationships with sales representatives, specifiers, contractors, distributors, and end users.

Regional Sales Management: In collaboration with the Vice President of Specification Sales, manage all sales activities within the assigned region. Establish and maintain customer goodwill.

Market Understanding and Intelligence Gathering: Comprehend the dynamics of each distinct market, including package vs. line item, contractor vs. distributor vs. agent-controlled, and competing representatives and lighting manufacturers. Collect and report field data, including competitor activities, customer trends, and pricing trends.

Opportunity Development: Research and follow-up on project opportunities. Provide input and support for process changes, product improvements, and new product introductions.

Marketing Support: Support marketing-led research and participate in new product development activities, literature reviews, and pricing and specification input for new products.

Trade Show and Training Participation: Participate in the planning and management of agency trade shows, agent, and specifier training sessions. Travel within the region as per the approved sales plan or as required by the Vice President of Specification Sales.

Budgeting and Policy Input: Provide input for the Sales & Marketing Department’s budgeting and policy decisions. Research, update, and submit biannual market analysis reports for each territory in the assigned region. Prepare and present regional reports biannually.

Additional Responsibilities: Demonstrate strong problem-solving skills and the ability to work effectively in a team environment. Maintain a positive personality and demeanor. Set and prioritize goals effectively. Perform other job duties as assigned.

Qualification

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Lighting industry experienceSales performance managementCustomer Relationship Management (CRM)Public speakingMicrosoft Office SuiteTechnical aptitudeSales negotiationOrganizational skillsInterpersonal skills