Regional Sales Manager - Western Region

The Western Regional Sales Manager is responsible for managing, evaluating and supporting the Sales Rep Agencies in each market. The Western Regional Sales Manager is responsible for, developing regional sales plans and assisting senior management with planning and developing regional sales plans and strategies. The Western RSM should reside in the territory near a major airport. (WA, OR, UT or AZ are preferred - not California).

The territory being managed is California, Colorado, Northern Nevada, Washington, Oregon, Idaho, Utah, Arizona, and Hawaii. The territory may change depending on market conditions and the needs of the company.

• Manage, evaluate, and support sales reps
• Complete area planning with each rep, target new Preferred Partners
• Develop capabilities of sales reps through an active coaching/mentoring process
• Travel within territory approximately 2-3 weeks per month
• Manage sales reps to exceed yearly sales goal
• Develop the sales region
• Achieve sales, gross profit, and product mix goals for entire region
• Report regional market trends and penetration for each sales rep
• Develop succession plans for reps
• Region expenses at or below annual budget levels
• Assist senior management
• Coordinate regional sales plan with national plans and goals
• Intermediary between factory and sales reps
• Identify opportunities for regional growth
• Target and set up meetings with regional distributors who have DCs to stock our product
• Identify high profile customers warranting increased levels of interaction and elicit support from appropriate personnel

• Report on region’s challenges and opportunities and sales performance monthly
• Monitor sales rep performance, both quantitatively and qualitatively, monthly
• Review with each agent principal quarterly to ensure goals for territory are being met and on track
• Submit weekly call reports detailing significant opportunities quoted and action plan for calls made in the territory

• Travel with reps to major accounts to assist in sales process
• Identify critical accounts and opportunities to involve other key company employees (e.g., VP of Sales, VP of Marketing)
• Develop and maintain relationships with key customers (e.g., regional sales manager of key distributors, lighting specialists at distributor accounts, branch managers of preferred partners)

• Monitor and help expedite issues when required
• Ensure communication between reps and customer service is appropriate and timely
• Track and report issues that need to be addressed by management
• Assist agents and distributors with RGA process to ensure they are completed in a timely manner

• Attend Monthly SAM Meeting (sales and marketing meeting), either by phone or in person
• Attend special project meetings when appropriate
• Assist with new product development (NPD) when appropriate
• Assist with setting up NAED meetings as appropriate

• Assist with sales training classes as necessary
• Develop individualized training requirements and programs for your regions reps based on performance reviews

• Spend approximately 2-3 weeks per month in the region with your sales reps
• Typically, 2-3 days per week in the territory, some weeks may exceed this
• Additional travel may exist because of trade shows and other meetings

• Implement annual sales goals for your region which align with company goals
• Develop annual plans, in conjunction with your sales reps, for development of new customers and for the sale of new products
• Assist with the development of account plans with each of your sales reps focusing on further development of their largest customers and how to develop new customers or enter new channels (e.g., contractor, regional or local ESCO sales)