• Identify under performing agencies or territories and implement corrective action plans in partnership with Director of Sales.
• Deliver quarterly business updates to the Director of Sales, including sales performance, pipeline metrics, forecasts, growth initiatives, risks and major project activity.
• Assess agency penetration within key verticals including Healthcare, Behavioral Health, and Architectural markets, and develop strategies to increase specification activity and expand market share.

1. Specifier Engagement:

• Increase specification preference and market awareness for Visa Lighting solutions.
• Develop and maintain strategic relationships with architects, lighting designers, engineers and agency personnel.
• Identify and engage key specifiers, influencers, and decision makers to increase specification activity and project opportunities.
• Provide technical product support as needed.
• Represent Visa Lighting through customer presentations, product demonstrations, industry events, and continuing education programs.
• Establish and maintain strong customer relationships and goodwill.

1. Market, Project, and Design/Engineering Development

• Understand the dynamics of each distinct geographic market including distribution channels, specification practices, competitive positioning and purchasing influences.
• Lead regional project strategy by identifying, developing, tracking, and closing projects while coordinating with internal teams to maximize project success.
• Identify new market opportunities, undeserved regions and emerging vertical markets to drive growth.
• Collect and communicate market intelligence from specifiers, agents, and customers to support sales strategy, product development, pricing and business decisions.
• Support marketing initiatives including literature development, website content, trade shows, and promotional campaigns.
• Recommend process improvements, product enhancements, and new product introductions based on field experience and customer feedback.
• Maintain thorough, forward-looking understanding of customer needs, market trends, and competitive landscape to identify future growth opportunities.

1. Business Travel: Approximately 50% travel throughout the assigned territory.

• Complete timely field activity reports documenting customer visits, competitive intelligence, project opportunities and follow-up actions
• Attend agency meetings, customer visits, trade shows, industry conferences, and corporate meetings.

EDUCATION PREFERRED/SPECIAL NOTES:

• Bachelor of Science or Arts in Business, Administration, Marketing, Engineering, or related field.

EXPERIENCE PREFERRED/SPECIAL NOTES:

• Minimum of five (5) years’ experience in the lighting industry (examples: customer service, lighting applications, lighting design, specification sales, distributor sales)
• Minimum of two (2) years’ experience in regional sales management OR demonstrate thorough understanding of the regional sales management role and lighting industry intricacies.

SKILLS REQUIRED:

• Excellent organizational, time management, prioritization and multi-tasking skills.
• Strong written, verbal, presentation and interpersonal communication skills.

• Strong consultative selling and relationship management skills.
• Strong analytical, forecasting and problem-solving skills with ability to translate market data into actionable business strategies.
• Experience managing independent sales agencies and building high-performance partnerships.
• Proficient in Microsoft Office including Excel, PowerPoint, and Outlook.
• Self-motivated with the ability to work independently while contributing to a team environment.
• Ability to collaborate effectively across Sales, Marketing, Product Development, Engineering, Customer Service, and Operations.
• Executive presence and ability to influence agency principals, architects, lighting designers and key decision makers.
• Demonstrated ability to develop territory business plans, establish priorities, and achieve sales objectives.

PHYSICAL REQUIREMENTS:

• Regular lifting of up to 50-pound sample bags.
• Standing for prolonged periods of time at trade shows/events.
• Frequent travel, including extended periods of driving, air travel, carrying product samples, and overnight stays.

Originally posted on Himalayas