Regional Sales Manager

Job Category
:
Regional Sales (Rg Sales, Hlthcre, Mgr)

Requisition Number
: REGIO
001305

• Posted:
  February 6, 2026
• Full-Time

Showing 1 location

Glendale, WI 53209, USA

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.

• Manage all sales activity for the assigned region, including but not be limited to the following:
• Agency management:
  Manage all sales activity for the assigned independent sales representatives (Agents).
• Create a sales plan for each Agent.
• Monitor and support execution of sales plan results.
• Participate in the development and communication of the Agent’s annual sales goals.
• Own revenue performance for assigned region and deliver against annual sales targets.
• Bi-annual or as circumstances warrant, prepare and present assigned market analysis (Trends, sales potential, competitors, agency, and Visa performance).
• Train and motivate agency personnel on product, presentation, and Visa’s value proposition.
• Support agents by evaluating projects with budget limitations, Visa product recommendations, installation recommendations.
• Understand project dynamics including but not limited to budget pricing, competitive bid information, agent’s position, job information, etc.
• Evaluate Agent performance for hiring and termination purposes.
• Communicate and enforce company policies in the field.
• Establish disciplined pipeline reporting with assigned Agents and obtain and document accurate, forward looking project data.
• Conduct quarterly business reviews with each Agent to evaluate performance, pipeline health, conversion rates and strategic initiatives.
• Identify underperforming territories and implement corrective action plans in alignment with Director of Sales.
• Deliver quarterly performance updates to Director of Sales including pipeline metrics, forecast projections, growth initiatives, risk assessment and large projects tracking.
• Assess agency penetration within key verticals (Healthcare, Behavioral Health, Architectural) and develop targeted growth strategies to expand market share.
• Generate awareness and excitement of Visa products and brand within the general specifier and lighting community.
• Build and maintain relationships with sales representatives, specifiers, contractors, distributors, and end users.
• Provide technical support for all products, as required.
• Participate in the planning and management of agent and specifier training sessions.
• Establish and maintain customer goodwill.
• 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).
• Proactively identify, develop, track, and close projects. Participate in team effort to close projects.
• Provide market feedback from key specifiers and agents for new product design, product improvements, and appropriate pricing.
• Provide input and support for marketing projects such as literature reviews, website improvements, trade show booth development.
• Provide input and support for process and product changes, improvements, and new introductions.
• Maintain thorough, forward-looking understanding of market needs and competitive landscape.
• Collect, analyze, and communicate market intelligence including specification trends, competitive activity, pricing pressure, regional data, and vertical market shifts or opportunities.
• Business Travel: 50% Travel within region per approved sales plan or as required by the Director of Sales.
• Submit a trip summary for each territory visited.
• Collect and communicate data and input from the field including competitor activity, customer trends, pricing trends, etc.
• Participate in the selection and management of agency trade shows and events.
• Attending agency events, national trade…