Northeast Regional Sales Manager - Contract Furniture

Description Our most important asset is our people. Who we are, what we do, how we do it and why we are passionate are all centerpieces of why we succeed. We are proud to be recognized: Among Americans Best Midsize Employers by Forbes in 2021, 2022 and 2024 As a Chicago Tribune Top Workplace for four consecutive years (2021-2025) This role will be remote-based in the Northeast, near a major metropolitan area such as New York City, Boston, Washington DC, or Philadelphia. This position is not eligible for employment-based visa sponsorship. Role Summary As the Northeast Regional Sales Manager - Contract Furniture , reporting to the EVP Sales - Contract Furniture, you will partner with five independent representative organizations to grow regional sales, strengthen dealer relationships and win profitable projects. Through coaching, purposeful field engagement and strong cross-functional collaboration, you will become a trusted day-to-day resource for rep groups and dealers, helping them confidently position Fellowes products and deliver an unrivaled customer experience. You will develop market-specific growth strategies, expand dealer engagement and provide project insights that support forecasting and business planning. Success in this role requires strong relationship-building skills, sound business judgment and the ability to influence independent sales partners. In This Role, You Will… Coach and develop sales partners. Support five independent rep groups across the Northeast, increasing Fellowes' visibility and engagement with reps, dealer sales representatives and dealer designers. Work alongside local reps, respecting their relationships and market knowledge while helping them become more effective. Build market-specific growth plans. Tailor your approach to local relationships, dealer dynamics, competitive conditions and product opportunities. Coordinate strategies for multi-location dealerships with rep groups, other Fellowes Regional Sales Managers and senior leadership. Expand dealer engagement. Increase the number of dealer sales representatives and designers who specify, quote and sell Fellowes products. Build relationships across the dealership, including owners, sales managers, customer service, installers, warehouse teams and accounting. Lead business reviews that drive action. Conduct quarterly reviews with rep groups to evaluate sales performance, product mix, quoting activity, pipeline, sample placement, sales incentives and dealer growth opportunities. Help reps and dealers win profitable projects. Guide product selection, competitive positioning and pricing strategy. Use established tools and approval guidelines to evaluate discounts, incentives and rep commissions, escalating pricing exceptions with clear recommendations. Strengthen forecasting and demand visibility. Stay close to significant projects and share timely market and project insights with Sourcing and Supply Chain, including early-stage opportunities as details develop. Manage regional investments thoughtfully. Oversee travel, dealer events and sample spending with clear business objectives and attention to return on investment. Manage dealer rebate and incentive programs through monthly statements and quarterly reviews. Create opportunities for product engagement. Use Fulton Market visits, product launches, dealer events, samples and eligible incentive programs to build interest and specification activity. Demonstrate effective selling through confident, compelling product presentations. Own the customer experience. Take responsibility for customer issues, gather the full picture and partner with internal teams to develop practical solutions. Bring a collaborative mindset and a willingness to ask, "What can I do to help?" Travel with purpose. Initial travel may reach 75% as you meet rep teams and learn each market. Ongoing travel is expected to average 50%-60%, focused on projects, growth opportunities and territories needing support. The Fellowes Value Proposition You will help reps and dealers communicate the advantages of partnering with Fellowes: Solutions that help dealers win projects while maintaining or improving profitability. An industry- and category-leading lifetime warranty, including labor coverage when warranty issues occur. Industry-leading 48-hour lead times. An Unrivaled Customer Experience that removes friction and helps dealers deliver for their customers. What You Bring to the Team Six or more years of contract furniture industry experience, with demonstrated capabilities and results. A strong understanding of the dealer channel and independent manufacturer representative model. The ability to coach and influence independent sales organizations without direct authority. The ability to quickly learn Fellowes and competitive products and apply that knowledge to specifications, pricing and project strategy. Experience with project selling, competitive positioning, discounting and margin management. Strong presentation, listening, communication and relationship-building skills. Sound business judgment, critical thinking, financial awareness and disciplined preparation. Willingness and ability to travel extensively throughout the Northeast. A bachelor’s degree in Business, Marketing, Interior Design or a related field is preferred, or an equivalent combination of education and relevant industry experience. The hiring range for this position is $120,00 - $130,000 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills and experience, among other factors. Annual incentives will also be provided as part of the compensation package, in addition to a full range of medical, financial and/or other benefits, dependent on the level and position offered. An overview of our benefits offering is available here: Fellowes Benefits Overview. Fellowes Brands - A Family Business Since 1917 For over a century, Fellowes has been committed to positively impacting people through our culture, relationships and solutions. We have evolved toward relevance with each decade and generation, responding to a constantly changing world. Today, we are on an ambitious journey to grow our influence and impact in enhancing and maximizing work experiences worldwide. We are a "Brand on the Move" and remain committed to finding new ways to help people work better and feel better. Visit our Careers Site: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Fellowes, Inc. does not accept unsolicited resumes from any agencies that have not signed a mutual service agreement. All unsolicited resumes will be considered Fellowes' property, and Fellowes will not be obligated to pay a referral fee. This includes resumes submitted directly to hiring managers without contacting the Talent Acquisition Department. #J-18808-Ljbffr