Northeast Regional Sales Manager

Global Technology Firm is looking for a Northeast Regional Sales Manager

General Responsibilities:

Increase sales by servicing and growing sales at existing dealers as assigned by the VP Sales and/or Director of Sales as well as well as assisting with finding / closing new dealers in the territory. The Regional Manager is responsible for driving sales growth by developing relationships with dealers, independent sales representatives, architects and designers (A&D), end users, and distribution partners. The position manages territory performance, executes strategic sales initiatives, and identifies new business opportunities while ensuring exceptional customer support.

Key Responsibilities:

• Develop and execute territory sales plans to achieve or exceed annual revenue and profit goals.
• Manage relationships with:
  
  
  • Independent manufacturers' representatives
  • Office furniture dealers, D&B firms
  • Distribution partners
  • National accounts
  • Architects and designers (A&D)
  • End-user customers
• Recruit, train, and support independent rep agencies where applicable.
• Conduct joint sales calls with reps and dealers.
• Identify and develop new dealer and distribution opportunities.
• Track sales pipeline, forecasts, and market activity using CRM tools.
• Prepare accurate sales forecasts and business reviews.
• Analyze territory performance and implement corrective action when necessary.
• Coordinate product launches and promotional activities.
• Represent the company at industry trade shows and customer events.
• Provide competitive market intelligence and customer feedback to product management and leadership.
• Collaborate with marketing, customer service, and operations to ensure excellent customer experience.

Education, Experience, Skills and Abilities:

• Must reside within one (1) hour driving distance of a major airport in the following metro areas: New York, NY / New Jersey / Boston, MA / Washington, DC area / Philadelphia, PA - or be willing to relocate.
• Bachelor's degree in Business, Marketing, or a related field (preferred).
• 5-10+ years of B2B sales experience.
• Experience in commercial furniture, office products, workplace solutions, or related industries is REQUIRED.
• Proven history of exceeding sales targets.
• Experience managing independent manufacturers' representatives.
• Strong presentation and negotiation skills.
• Ability to analyze sales data and develop territory strategies.
• Proficiency with CRM software (Salesforce, Hubspot or similar) and Microsoft Office.
• Proficiency with AI-powered sales tools - or demonstrated willingness to learn and adopt them - for prospecting, account research, and outreach personalization.
• Willingness to travel (typically 20-50%).

Core Competencies:

• Commercial furniture market knowledge
• Strategic territory management
• Relationship building
• Sales leadership
• Dealer development and sales growth
• Business planning
• Forecasting
• Negotiation
• Problem solving
• Communication and presentation
• Cross-functional collaboration
• Independent rep network development
• Channel management
• Strategic account development
• Specification Sales

Key Performance Indicators (KPIs):

• Revenue growth
• Territory market share
• New dealer partners
• Rep performance
• Pipeline value
• Quote-to-order conversion rate
• Customer retention
• Forecast accuracy
• New product sales

Ref: #231-Eng Tampa