About This Role: Lumascape, part of the Hunter Industries family of companies, is seeking a
Regional Sales Manager who manages Lumascape's activities in an assigned region (TX, NM, OK, KS, MO, AR).
Manages multiple accounts (agency, specification, and/or public agency) and implements promotional strategies to secure incremental revenue for the business line. Directs the business-to-business relationships and identifies and develops new market opportunities to provide measured revenue growth. Provides support as the primary communicator to the North America Sales Director for information on their market's conditions and all area accounts and competition, pertinent to sales progress.
Demonstrates behavior consistent with the company's values of Customer Satisfaction, Innovation, Family, and Social Responsibility.
*Applicants should reside in the Dallas, TX area in order to best serve the territory.Essential Job Functions/Tasks: - Meets and achieves annual sales targets.
- Provides expert product knowledge and support regarding luminaires, lighting applications, systems, and related controls.
- Maximizes sales through developing relationships with agencies, specifiers, designers, distributors, contractors, and developers.
- Contacts agencies and/or specification community, as well as other specification lighting professionals on a regular basis. Creates demand for products at these levels to assist agencies with sales goals.
- Grows key agency relationships, understands their needs, identifies opportunities, and develops solutions without compromising company profits and market parity.
- Recommends agency changes as necessary and informs management of events, territory occurrences, and other pertinent information. Alerts management to any significant changes impacting the overall health of a region.
- Monitors and tracks major projects and takes action to increase product exposure and success.
- Travels frequently across the territory to engage with agencies, specifiers and influencers, including entertaining.
- Proposes and attends trade shows, promotional events, and other promotional activities as necessary.
- Joins and attends industry organizations and functions
- Contributes to the development and execution of product training programs (fly-ins) and promotional events with post event follow-up to measure and report promotional ROI.
- Works in conjunction with other departments to plan and implement stakeholder-specific sales activities, promoting a team atmosphere for meeting joint objectives.
- Actively manages and maintains CRM software in assigned territory, to ensure accurate Sales forecasting.
- Assists with field service and support as required.
- Manages expenditures within budget, saving money whenever possible, and seeking approval for items or events outside of approved budget. Submits timely expense reimbursement requests in line with company policy.
- Assists in collecting and provides market data for forecasts and reporting, which can encompass regional, competitive, and contractor pricing, as required.
- Teaches, coaches, and mentors other team members for understanding market dynamics while maximizing sales.
- Collaborates closely with North America Sales Director on all aspects of the above.
- Extensive Domestic and some International travel required.
Education/TrainingRequired or Preferred:- Bachelor's degree in Lighting, Business Administration, Marketing, or Architecture.
Experience Required or Preferred:- Minimum ten years of progressive experience preferred in professional sales or a technical support position with a preferred minimum of five years in the spec lighting industry.
What you Bring:- Knowledge of selling, pricing, marketing, and distribution models within the industry. Effective selling and presentation skills, with the demonstrated ability to attain sales goals through annual marketing plans and ongoing goal management. Ability to explain and sell the features and benefits of all Lumascape products and to conduct associated training and educational programs. Requires strong commitment to customer service.
- Technical knowledge of company and competitor products. Ability to perform field service, troubleshoot systems and recommend solutions, as well as demonstrate side by side product comparisons.
- Knowledge of finance and budgeting processes. Ability to prepare budgets and manage expenses within budget.
- Ability to establish and maintain highly effective internal and external working relationships and achieve a high level of customer satisfaction. Effective interpersonal, verbal, and written communication skills in English. Ability to leverage relationships and negotiate contracts.
- Ability to travel extensively, live in a strategic location within the territory, and work flexible hours.
- Computer skills with ability to use Windows programs and to perform word processing, spreadsheet, and CRM applications on a personal computer.
- Valid driver's license and driving record, and ability to drive, sufficient to meet requirements to be insured by company. Must have or be able to obtain a valid passport.
- Knowledge of consultative selling techniques, agency representatives, distribution channels, specification process, business management and marketing techniques.
- Aptitude for teaching/coaching/mentoring and facilitating training in both small and large groups.
- Must be goal orientated with the ability to meet or exceed sales objectives. Requires the ability to lead, plan, and organize for meeting objectives across assigned region(s).
- Product appropriate advanced level of knowledge preferred.
- Advanced coursework in business management, project management, IT-skills, or another related field preferred.
What We Offer:- Amazing corporate culture - we walk the walk when it comes to our values!
- FUN company events!
- Company donation matching and volunteer rewards
- Career development opportunities and profit sharing bonus
Follow us on LinkedIn, check out our rave reviews on Glassdoor, and learn more about our company culture on our career site: http://corporate.hunterindustries.com/careers The salary for this opportunity ranges from $115,000 - $140,000.
The Company complies with all federal/local/state regulations in regard to pay. The above represents the expected salary range for this job requisition. Compensation offered to the successful candidate will be determined by qualifications, prior experience, other job-related factors, and geographic location.
