Regional Sales Manager II - West

RBW is a contemporary lighting design and manufacturing studio leading the industry in LED fixtures for hospitality and workplace. Our purpose is to realize the unlimited potential of lighting. Through a collaborative process of exploration, discovery and improvement with our customers and partners, we craft thoughtful light fixtures. We believe in the power of light to create atmosphere.

As the West Regional Sales Manager you will be responsible for meeting or exceeding the bookings quota of the West territory. You will be part of a growing team of RSM’s who drive business and build RBW’s brand presence across North America. As a brand ambassador, you will educate specifiers about RBW’s products and capabilities to ensure customer success and repeat business.

Your success will be measured through monthly sales activities, meeting or exceeding the territory bookings quotas, and your ability to support less experienced team members.

• Responsible for successfully meeting or exceeding bookings quotas, and territory strategies in line with RBW’s Vision, Mission and Values and business programs
• Recruit and onboard sales rep agencies where needed both in key territories and new growth markets, leveraging industry relationships
• Support the North American Sales Director with annual budget planning and strategic recommendations
• Create a comprehensive territory business plan to drive account revenue and repeat customers as well as pursue new growth opportunities
• Plan accurate bookings forecasts based on real time market data, insights and analysis
• Lead territory sales campaigns with the marketing team in planning and executing events to build brand awareness among specifiers
• Grow bookings in each territory with presentations, product training, and events
• Establish, maintain and leverage relationships through sustained and strategic interactions
• Maintain a robust brand presence for RBW within design communities and serve as a key industry contact
• Join professional organizations and participate in key industry events
• Maintain 100% data accuracy in Netsuite CRM
• Become an RBW product expert by achieving an 80% or greater in technical skills matrix within 90 days of start date
• Work collaboratively and efficiently with the Customer Success and Inside Sales teams to achieve a high level of customer satisfaction

• 5-15 years of sales experience in the decorative lighting or related A&D industry, with proven track record of exceeding bookings targets
• Demonstrated experience successfully managing independent manufacturer rep agencies and driving performance through these partnerships
• Strong presentation and relationship-building skills with architects, designers and specifiers, with the ability to negotiate and establish long‑term partnerships
• Ability to work independently, manage time effectively, and prioritize tasks to meet sales targets and deadlines
• Self‑motivated, goal‑oriented, and results‑driven
• 50‑60% travel required throughout West US territory to visit clients, attend trade shows, and other business‑related events
• Proficiency in using CRM software, Google Workspace, and other sales tools
• Demonstrated career stability with average tenure of 24+ months in last two sales roles
• Strong problem‑solving skills and ability to work in a fast‑paced environment
• Perform additional duties, projects, or responsibilities as assigned by management to support overall business objectives
• Strategic thinking and business acumen with ability to identify market opportunities

• Established relationships with A&D firms and independent rep agencies in the West US region
• Extensive experience with specification‑driven sales processes in commercial and hospitality lighting
• Track record managing sales territories of $3M+ in annual bookings
• Bachelor’s degree in Business, Sales or Architectural Design related field
• Experience presenting at CEU events or lunch‑and‑learns to design professionals
• Previous mentorship or training experience with junior sales professionals

As a full‑time employee you will be able to participate in our benefit package…