At least 3 years of direct sales management experience
Bachelor's degree required
Strong industry knowledge in lamps, fixtures, or controls
Proven record of achieving aggressive revenue targets with rep agents.
Responsibilities
Lead and develop the Western Area sales team to meet revenue goals.
Cultivate relationships with agencies, distributors, and specifiers.
Provide training on products, policies, and business systems to partners.
Analyze local market conditions to develop stock and flow strategies.
Build specifier relationships through training and industry engagement.
Strengthen contractor partnerships to ensure product preference.
Promote new products and seek opportunities in construction markets.
Collaborate with sales leadership to set agency sales targets and plans.
Identify and develop new sales channels and customer bases.
Implement long-term agency strategies in the territory.
Benefits
Opportunities for professional growth within senior sales leadership.
Access to training and development resources.
Dynamic work environment with a focus on market growth.
Collaboration with a network of industry experts and partners.
Full Job Description
Description
We have a company looking for a strong outside sales leader to manage our Western sales area through the electrical distribution, specification, and developer markets. This role is considered part of our senior sales leadership team so experience managing a rep agent network and experience in lighting (lamps, fixtures, or controls) is required.
Lead and develop the company's Western Area sales team and ensure they achieve assigned revenue goals.
Establish and cultivate business and professional relationships with our agencies, distributor partners and specifiers to execute planned initiatives.
Provide product, policy, promotion and business system training for agents and distributor partners.
Develop targeted stock and flow strategies for our agencies by analyzing and understanding local market conditions and existing distribution business models.
Develop strong specifier relationships within the territory through product training, lunch and learns and industry associations.
Develop strong contractor relationships within the territory and use them to solidify the company as their preferred downlight solution.
Heavily promote new products and seek opportunities and applications within the new construction and retrofit markets. Communicate our successes to the field and work with agents and distributors on joint sales calls to their customers.
Call on end-users and developers to create demand for company products.
Work with the sales leadership team and product groups to develop agency sales targets as well as implement plans to help each agency achieve these goals.
Develop new sales channels and customers when appropriate.
Make recommendations for and implement long-term agency strategies in assigned territory.
Must-Have Skills, Experience, & Education:
Minimum of 10 years of lighting industry sales success
Minimum of 3 years of direct salespeople management experience
Bachelors degree.
Strong knowledge of lighting industry (lamps, fixtures, or controls)
Experience achieving aggressive revenue targets by partnering with Lighting Manufacturer's Representatives.
