Regional Sales Manager, Industrial

As Regional Sales Manager, Industrial (West) , you will be a key member of the Industrial sales team, responsible for driving growth and owning performance within an assigned geography. The mission of this role is to accelerate sales growth through our network of Manufacturer Representatives, Electrical Distributors, Specifiers, Contractors, and End Users. Leveraging consultative selling techniques, the Regional Sales Manager will deliver measurable revenue growth by building strong relationships and providing tailored solutions that address customer needs. Success in this role will be defined by achieving sustained growth across new and existing accounts, supported by a deep understanding of the market, products, and a solution-focused approach.

Who will I report to? Director of Sales, Industrial

Where is my territory? Country is split between East and West

Compensation: Total OTE $180,000

Location: Ideally located in the Western U.S.; remote position with travel throughout the territory.

What roles am I accountable for?

1. Sales Growth (50%)

• Generate revenue growth by identifying and securing new opportunities across assigned markets, leveraging both direct and distribution channels
• Build relationships with Manufacturer Representatives, Electrical Distributors, Specifiers, Contractors, and End Users, ensuring alignment with company goals and growth strategies
• Drive prospecting efforts, from lead generation to closing deals, through a consultative sales approach
• Present company value proposition ensuring complete understanding of the value of the company’s products and services and our company uniques
• Represent the company at trade shows, conferences and other related sales and customer functions
• Expand our customer base through prospecting, account qualification and implementation of new methods and techniques
• Generate meetings and follow up on marketing qualified and sales qualified leads
• Serve as a trusted resource and product expert for our partners by providing ongoing education on the features, benefits, and differentiators of our solutions.

Account Management (35%)

• Become an expert in our product offerings and a trusted advisor for our representatives and customers
• Educate/train Manufacturer Representatives
• Increase partnership value by identifying opportunities to expand product adoption within existing accounts
• Ensure alignment with customer goals to cultivate repeat business and establish accounts as long-term revenue drivers
• Communicate with Inside sales and Customer service team to effectively and efficiently support agencies and customers

Territory Strategy (15%)

• Design and implement a comprehensive market strategy to maximize effectiveness and drive impact within assigned region
• Align with the marketing team to develop and refine sales strategies & messaging
• Monitor competition, actively maintain industry knowledge, and follow current developments; sharing industry insights with other team members
• Engaged participation in weekly team meetings (L10s) and one-on-ones with manager
• Provide reports on activities, market conditions and customer feedback
• Maintain accurate CRM records to build data-informed sales strategies, track pipeline health, and drive decision making

Key Measurables

• Market feedback
• Revenue growth
• Increased customer engagement
• Meetings with key stakeholders

How do we show up every day?

• Positive Attitude
• See challenges as growth opportunities. Keep an optimistic mindset. Create an uplifting environment.
• Does the Right Thing
• Genuine care for our customers. Go above and beyond expectations.
• Always Learning
• Problem-solvers who continuously learn. Insatiable thirst for personal & professional growth.
• Gets It Done (GSD)
• Fast-paced, follow through on commitments. Do what it takes to get the right work done as a team.
• Detailed Oriented
• Intentional and dedicated to excellence in all that we do.

What will I need to succeed?

• Must align with our Core Values
• Background in engineered lighting solutions required.
• Must have a valid driver’s license and ability to travel (estimated 50-75% of the time regionally)
• Proven hunter mentality- self-motivated to seek out new opportunities, open doors, and contribute to filling sales pipelines.
• Driven to create impact through proactive outreach, smart territory management, and effective time and schedule ownership
• Consultative sales approach
• Excellent negotiation and persuasive skills for the purposes of closing deals, driven by results
• Good networking skills and the ability to handle numerous prospects and contacts at many levels
• Ability to explain product features and benefits in a way that stands out over competing brands
• Passionate about selling and finding ways to satisfy customers’ needs
• Superior professional presence and business acumen; excellent skills in communication, presentations, and negotiation
• Strong written and oral communication skills
• Strong attention to detail and organizational skills
• Strong computer skills, including experience working with CRM systems
• Strong execution, follow-through and problem-solving skills
• Quick learner with ambitious work ethic with a passion to succeed in the lighting industry