Light Efficient Design
Cary, IL 60013
Description:
- The Western Regional Sales Manager is responsible for managing, evaluating and supporting the Sales Rep
Agencies
in each market. The Western Regional Sales Manager is responsible for, developing regional sales plans and
assisting
senior management with planning and developing regional sales plans and strategies. The Western RSM should
reside in
the territory near a major airport. (WA, OR, UT or AZ are preferred - not California). The territory being
managed
is California, Northern Nevada, Washington, Oregon, Idaho, Utah, Arizona and Hawaii. The territory may
change
depending on market conditions and the needs of the company.
Primary Responsibilities:
Manage, evaluate, and support sales reps
Complete area planning with each rep, target new Preferred Partners
Develop capabilities of sales reps through an active coaching/mentoring process
Travel within territory approximately 2-3 weeks per month
Manage sales reps to exceed yearly sales goal
Develop the sales region
Achieve sales, gross profit, and product mix goals for entire region
Report regional market trends and penetration for each sales rep
Develop succession plans for reps
Region expenses at or below annual budget levels
Assist senior management
Coordinate regional sales plan with national plans and goals
Intermediary between factory and sales reps
Identify opportunities for regional growth
Target and set up meetings with regional distributors who have DCs to stock our product
Identify high profile customers warranting increased levels of interaction and elicit support from
appropriate
personnel
Major Activites (Administration):
Report on region’s challenges and opportunities and sales performance monthly
Monitor sales rep performance, both quantitatively and qualitatively, monthly
Review with each agent principal quarterly to ensure goals for territory are being met and on track
Submit weekly call reports detailing significant opportunities quoted and action plan for calls made in the
territory
Major Activites (Selling):
Travel with reps to major accounts to assist in sales process
Identify critical accounts and opportunities to involve other key company employees (e.g., VP of Sales, VP
of
Marketing)
Develop and maintain relationships with key customers (e.g., regional sales manager of key distributors,
lighting
specialists at distributor accounts, branch managers of preferred partners)
Major Activites (Issue Resolution/Problem Solving):
Monitor and help expedite issues when required
Ensure communication between reps and customer service is appropriate and timely
Track and report issues that need to be addressed by management
Assist agents and distributors with RGA process to ensure they are completed in a timely manner
Major Activites (Meetings):
Attend Monthly SAM Meeting (sales and marketing meeting), either by phone or in person
Attend special project meetings when appropriate
Assist with new product development (NPD) when appropriatet
Assist with setting up NAED meetings as appropriate
Major Activites (Training):
Assist with sales training classes as necessary
Develop individualized training requirements and programs for your regions reps based on performance reviews
Major Activites (Travel):
Spend approximately 2-3 weeks per month in the region with your sales reps
Typically, 2-3 days per week in the territory, some weeks may exceed this
Additional travel may exist because of trade shows and other meetings
Major Activites (Planning):
Implement annual sales goals for your region which align with company goals
Develop annual plans, in conjunction with your sales reps, for development of new customers and for the sale
of new
products
Assist with the development of account plans with each of your sales reps focusing on further development of
their
largest customers and how to develop new customers or enter new channels (e.g., contractor, regional or local
ESCO
sales)
Major Activites (Coaching/Mentoring):
Follow up on the mentoring program for new reps in your region
Work closely with new reps to encourage them, ensure they focus on the correct customers, and help develop
their
skills
Develop action plan for each territory to include targeting new customers, and re-engaging with existing
preferred
partners
Expected use of time/ Approximate use of time by category:
50% selling in the region (calling on distributors)
30% calling on end users with or without a distributor partner
10% coaching and training reps
10% each for administrative, meetings, and training
Ideal Candidate may have all or most of the below:
Previous sales or sales management experience
Knowledge and pre-existing relationships with the electrical distributor channel in the Western Region
Previous experience in the lighting or electrical market is a plus
Education
4 Year College Degree
Location
In the territory near a major airport. (WA, OR, UT or AZ are preferred - not California)
