Regional Sales Manager - West Coast​/Architectural & Healthcare Lighting

Visa Lighting is a leading brand in performance lighting for commercial, educational, hospitality, healthcare, and behavioral health facilities. All of our innovative, high-quality products including luminaires, mirrors, and controls are designed, engineered, manufactured, and assembled at our headquarters in Milwaukee, WI. We provide tangible value in our products to the customer, support continual improvement opportunities for our workforce and demonstrate commitment to community measured by our stewardship of the environment and promotion of social responsibility.

Our philosophy of employee empowerment enables us to be considered as a great place to work as defined by our employees.

The Regional Sales Manager is responsible for driving sales growth, increasing specification influence, and maximizing agency performance throughout the assigned territory.

This position serves as Visa Lighting’s primary commercial leader within the region by partnering and developing independent sales agencies, strengthening relationships with specifiers including architects and lighting designers, while delivering accurate sales forecasts, actionable market intelligence and strategic business recommendations to the leadership team. The Regional Sales Manager is accountable for achieving annual sales objectives, expanding market share, improving pipeline visibility and strengthening Visa Lighting’s presence throughout the assigned territory.

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

Manage all sales activity for the assigned independent sales representatives (Agents).

• Develop and maintain an annual business plan for each assigned sales agency.
• Monitor execution of business plan and provide support to achieve objectives.
• Collaborate with agency principals to establish annual sales goals and growth strategies.
• Own revenue performance for assigned region and achieve annual sales targets.
• Prepare and present territory business reviews at least biannually, or as needed, including trends, sales performance, competitive analysis, agency performance and growth opportunities.
• Train and motivate agency personnel on Visa products, value proposition and sales strategy.
• Support agents with project evaluation, product selection, budget support and installation recommendations.
• Develop a thorough understanding of project dynamics including budgets, competitive positioning, bid strategy and agency involvement.
• Evaluate Agent performance and provide recommendations regarding appointments, territory alignment and termination.
• Communicate and enforce company policies and sales programs 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 agency to evaluate performance, pipeline health, conversion rates and strategic initiatives.
• Identify under performing agencies or territories and implement corrective action plans in partnership with Director of Sales.
• Deliver quarterly business updates to the Director of Sales, including sales performance, pipeline metrics, forecasts, growth initiatives, risks and major project activity.
• Assess agency penetration within key verticals including Healthcare, Behavioral Health, and Architectural markets, and develop strategies to increase specification activity and expand market share.
• Increase specification preference and market awareness for Visa Lighting solutions.
• Develop and maintain strategic relationships with architects, lighting designers, engineers and agency personnel.
• Identify and engage key specifiers, influencers, and decision makers to increase specification activity and project opportunities.
• Provide technical product support as needed.
• Represent Visa Lighting through customer presentations, product demonstrations, industry events, and continuing education programs.
• Establish and maintain strong customer relationships and goodwill.

• Understand the dynamics of each distinct geographic market including distribution…