Position Summary Balco is seeking a dynamic, motivated, and results-driven Regional Sales Manager to lead and grow sales of our architectural product lines across the Western Half of the United States. This is a high-impact leadership role for a sales professional who thrives in the architectural building products space and is energized by building teams, driving growth, and influencing complex construction projects from design through installation.
The RSM will lead a network of direct sales professionals and independent manufacturer representatives while serving as a key market ambassador for Balco's portfolio of architectural engineered products for the construction industry. Categories include expansion joint systems, stair nosings, entrance mats & grids, photoluminescent egress systems, etc. The ideal candidate combines strong sales leadership with technical acumen to guide product selection based on project-specific conditions, ensuring Balco solutions are specified and installed successfully in competitive bid environments. This role combines strategic leadership, hands-on selling and technical support, and rigorous performance management to deliver profitable growth and exceptional customer experiences.
Responsibilities - Drive year-over-year revenue growth to meet or exceed sales budgets across assigned territories and product lines.
- Build, coach, and lead a high-performing sales organization consisting of direct sales employees and independent manufacturer representatives, setting clear goals and driving accountability across both groups.
- Provide technical guidance and support to sales team members and customers, including analyzing project conditions, recommending appropriate Balco products (e.g., expansion joint systems, stair nosings, photoluminescent egress markings), and assisting with submittals and specifications.
- Develop and implement competitive strategies to increase Balco specification rates and market share, including targeted initiatives with architects, contractors, and distributors.
- Maintain deep knowledge of the competitive landscape, including products, pricing, and market dynamics, to win specification and project opportunities.
- Track and report on sales performance, market trends, and competitive activities using CRM tools; prepare weekly, monthly, and quarterly reports.
- Deliver sales and product knowledge presentations to architects, contractors, trade groups, and other stakeholders.
- Lead and support complex negotiations to secure profitable, strategic opportunities.
- Partner closely with Customer Service, Technical Services, and internal leadership to ensure outstanding execution and customer satisfaction.
- Establish clear expectations, regularly track, and review performance metrics, proactively address gaps through coaching and development plans, and recognize/reward wins and best practices.
- Expand and strengthen relationships with existing customers, contractors, distributors, architects, design engineers, and other key influencers across the full sales territory.
- Ensure compliance with all safety requirements, including OSHA 10 standards for jobsite visits.
- Travel to meet customers, prospects, sales team members, attend trade shows, and other industry events. Travel expectations ~30%.
- This role may require other job duties to be performed.The above statements are intended to describe the general nature and level of work performed by employees assigned to this role. They are not to be construed as an exhaustive list of all job duties performed by the personnel in this role.
Qualifications (Knowledge & Skills) - Hands-on experience with expansion joint systems, stair nosings, photoluminescent egress, or similar specialty products strongly preferred.
- Demonstrated track record of building and leading sales teams to consistently meet or exceed aggressive growth targets in competitive markets.
- Strong executive presence with excellent verbal and written communication skills.
- Highly relationship-driven with the ability to influence across multiple stakeholders and decision-makers.
- Strategic thinker with an entrepreneurial mindset and a strong customer-first approach.
- Skilled negotiator comfortable managing complex, multi-party sales scenarios.
- Confident presenter capable of delivering impactful sales and technical presentations.
- Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM/order management systems, including Salesforce.
- Able to communicate effectively and professionally with team members and customers verbally and in writing.
- Able to complete work accurately and on time.
- Able to work collaboratively with direct team members, or across departments, and work independently as needed.
- Able to effectively lead a team by providing direction, measuring quality of work, giving feedback, and managing performance.
- Candidates who apply for positions that require driving must have a valid U.S. driver's license and clean driving record. An MVR and proof of insurance will be required as part of the pre-employment background check process.
Education - High school diploma required.
- Bachelor's degree in Business, Marketing, or related field preferred.
Experience - 5+ years of progressive experience in sales, with at least 2 years in a leadership role.
Work Environment - Field: This position requires the ability to visit construction sites from time to time and utilize the required Personal Protective Equipment (PPE), i.e.: hard hat, eye/face protection, hearing protection, steel toes, etc.
- Remote: This is remote role. Remote employees are required to have a dedicated work space where they can conduct business and have private conversations.
Other Requirements - Must be able to use hands and have finger dexterity
- Must be able to reach, bend, kneel, and crouch occasionally
- Must be able to safely lift 40 pounds
CSW Industrials offers a competitive Total Rewards package including:- Annual Performance Bonus Program
- 401(k) $1-$1 match, up to 6%
- Employee Stock Ownership Plan (ESOP)
- Health insurance
- Dental insurance
- Disability insurance
- Life insurance
- Flexible spending account
- Health savings account
- Vision insurance
- Paid time off
- Parental leave
- Employee assistance program
- Tuition reimbursement
Compensation: CSW Industrials has an effective process for assessing market data and establishing salary ranges to ensure we remain competitive. Within the range, individual pay is determined by work location and additional job-related factors. The pay scale is subject to change depending on business needs. In addition to base pay, employees may be eligible for pay incentives based on overall corporate and individual performance or at the discretion of the CSW Board of Directors. Sales roles are eligible for a sales bonus.
