Regional Sales Manager

Regional Manager

This individual contributor role leads and manages Valmont's independent sales representative (agent) network for the lighting and transportation product line across the Southern United States. Key market segments include Transportation/DOT, Municipal, and Utility Lighting.

This role is accountable for delivering profitable revenue growth by developing and executing regional strategies, optimizing sales channel performance, and expanding relationships with key customers and influencers. The Regional Manager partners cross-functionally to align product, pricing, and go-to-market strategies while serving as the voice of the customer within the organization. Acting as the business leader for the territory, this position drives market positioning, channel effectiveness, and long-term growth initiatives.

This position's primary location must be within the Southern U.S or Omaha, NE.

Essential Functions:

• Travel domestically within the assigned territory up to 50%
• Consistently achieve or exceed revenue and profitability targets
• Develop and execute comprehensive territory and account strategies across all target segments
• Lead, manage, and optimize the independent sales representative network to ensure strong market coverage and performance
• Coach and develop sales representatives to improve pipeline management, conversion rates, and overall effectiveness
• Evaluate and realign sales representative coverage as needed to maximize market potential
• Deliver accurate forecasting, pipeline visibility, and actionable market intelligence
• Build and maintain strong relationships with key customers, specifiers, and decision-makers
• Drive specification activity, bid participation, and project conversion across targeted markets
• Partner with internal teams (product management, operations, pricing) to align on customer needs and business objectives
• Provide structured market and customer feedback to influence product development and continuous improvement
• Support new product introductions and accelerate adoption across the sales channel
• Represent the company at sales meetings, customer engagements, and industry events

Other Important Details about the Role:

• Serve as the primary commercial leader and point of contact for key accounts within the region
• Drive new business development while strengthening and expanding existing relationships
• Own territory forecasting, pricing strategy, and quote execution to ensure competitiveness and margin discipline
• Lead opportunity and proposal development, including customer segmentation, stakeholder mapping, and win strategy
• Manage all aspects of the independent sales representative relationship, including goal setting, performance management, and strategic alignment
• Resolve conflicts across customers, representatives, and internal stakeholders with a solutions-oriented approach
• Identify and execute cross-selling opportunities across the broader product portfolio
• Coordinate and deliver training initiatives for sales representatives in partnership with internal teams
• Conduct pre-bid and post-bid analysis to improve win rates and inform future strategy
• Develop and maintain quarterly territory and account plans; monitor performance and adjust strategies accordingly
• Leverage CRM and sales analytics tools to track pipeline health, improve forecast accuracy, and enable data-driven decisions

Required Qualifications of Every Candidate (Education, Experience, Knowledge, Skills and Abilities):

• Bachelor's degree preferred with 6+ years of experience in sales or sales management with increasing territory/account responsibility; or Associate's degree with 8+ years of relevant experience; or 10+ years of relevant experience
• Proven experience managing independent sales representatives (agent networks)
• Demonstrated success developing and executing territory and account growth strategies
• Experience in value-based selling and specification-driven sales environments
• Strong leadership, communication, and cross-functional collaboration skills
• Demonstrated ability to manage complex negotiations and drive favorable business outcomes
• Strong business acumen with the ability to balance customer needs and company objectives
• Excellent written and verbal communication skills, including the ability to present to diverse audiences
• Ability to manage multiple priorities and operate effectively in a fast-paced, dynamic environment
• High level of professionalism, integrity, and accountability for results
• Ability to travel up to 50% domestically and maintain a valid U.S. driver's license

Highly Qualified Candidates Will Also Possess These Qualifications:

• 10+ years of sales or sales management experience
• Strong understanding of the lighting and transportation market, specification process, and channels of distribution
• Established relationships within the DOT, municipal, and utility market segments
• Experience working with contractors, engineers, specifiers, and other key influencers
• Background in infrastructure-related or specification-driven product categories
• Demonstrated success growing market share through independent sales representative (agent) channels

Working Environment and Physical Efforts:

Most of the overnight domestic travel, which represents approximately 50% of the year, is within the assigned territory. Work is typically performed in an office or vehicle setting when traveling to meet with customer. The incumbent is regularly required to sit for extended periods of time, as well as talk and listen on the phone and in personal conversations or meetings. Environment is fast paced and demanding most of the time. The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms while working in the office with various files and forms and while working on the computer. The employee is occasionally required to move about the office. Incumbent must utilize proper ergonomic safeguards such as monitor height and positions, keyboard location and height and proper wrists rests. The employee must occasionally lift and/or move up to 15 pounds in working with large files, binders, and computer equipment. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability or protected veteran status. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Valmont offers employees and their families a comprehensive Total Wellbeing benefit package to ensure their individual and family's overall wellness needs are met. Some offerings are dependent upon the role, work schedule, or location and can include the following:

• Healthcare (medical, prescription drugs, dental and vision)
• 401k retirement plan with company match
• Paid time off
• Employer paid life insurance
• Employer paid short-term and long-term disability including maternity leave
• Work Life Support
• Tuition Reimbursement up to $5,250 per year
• Voluntary programs like tobacco cessation, Type 2 diabetes reversal, one-on-one health coaching, mortgage services and more

Valmont does not discriminate against any employee or applicant in employment opportunities or practices on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran status, disability or any other characteristic protected by law. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

If you have a disability and require any assistance in filling out the application for employment email View email address on click.appcast.io.