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
