Regional Sales Manager - Central Region

Job Description

Regional Sales Manager – Central U.S.

Reports to
: VP Sales

Lead the growth of top-line revenue in the Central region of the business, with increased sales growth, profitability and market share. The position will be based in Chicago or Houston and reports to the Vice-President of Sales. The role is responsible for the selection of lighting representatives within the Central region, education and motivation of the representatives, to further their ability to guide customers and industry professionals to the right innovative lighting solutions for their projects, offering unique perspectives on their businesses and industry, striving to be a highly regarded lighting expert, excelling in two-way communication, empowering our customer’s value drivers, and understanding the economic drivers of our customer’s business.

• Responsible for the Central US sales territory.
• Proactively seek and establish new accounts and customers.
• Develop creative and unique programs to achieve sales targets while maintaining net profit.
• Conduct market evaluation for new accounts and customers.
• Hands‑on approach to serving existing and prospective customers.
• Provide technical expertise on product applications to customers and representatives.
• Guide industry professionals, specifiers and agents to the right lighting solutions for their projects and applications.
• Establish and exceed sales goals for the region, including personal sales targets.
• Select, train and develop independent sales representatives.
• Be the focal point in assisting representatives in closing projects.
• Work closely with all internal functions, including regular reports, and sales projections.
• Maintain prospects and quote updates and status within CRM program.
• Partner with sales representatives in developing on‑going initiatives to drive sales in lower performing markets.
• Aware of industry trends and competitive activity within the territory and thereby communicate to Vode management trends, distribution patterns, consumer and trade attitudes, competitive practices and product performance.
• Participate, attend and coordinate trade shows, benefits, and industry functions.
• Provide training, information/documentation support, and trouble‑shooting assistance in coordination with the Sales Support team.
• Provide accurate and timely reporting.
• Sales management perspective, growing a sales organization by coaching, developing, motivating, and recruiting sales representative partners, while holding them accountable for performing the highest possible levels of achievement.
• Spend time on direct sales and able to find and develop new business.
• Close deals on behalf of representative sales partners and circumvent delayed closings, lost sales, stalls, mulling and put‑offs.
• Work effectively from a home office.
• Meet the challenge of how to work effectively with remote sales partners so they are focused on the job at hand, while providing the necessary sales support.
• Selling consultatively, differentiating Vode from the competition, identifying compelling reasons to buy and gaining early traction.
• Qualifying leads and prospective business effectively, and able to discern sales partner leads that are wishful thinking, inappropriate quotes and proposals, delayed closing and wasted time.
• Ability to present effectively, at the appropriate time, knowing when to step up and lead and when to support and follow.
• Strong account management skills: with strong relationship building; 2‑way communication with decision makers; ascertain the real budgets; handle customer organizational politics; leverage time effectively; close business w/o pressing and having a balanced urgency; and not alienate people but follow‑up often.
• Approach sales from…