Regional Sales Manager - Lumascape (Northeast)

We are seeking a highly motivated and experienced sales professional to join our team. The Regional Sales Manager manages Lumascape’s activities in an assigned region; manages multiple accounts (agency, specification, and/or public agency) as the lead Account Manager and implements promotional strategies to secure incremental revenue for the business line.

Primary focus is management of business-to-business relationships and identifying and developing new market opportunities to provide measured revenue growth. Provides support as the primary communicator to the Sales Director for information on their market’s conditions and all area accounts and competition, pertinent to sales progress.

*Applicants should reside in the tri-state area, within a commutable distance to NYC.

Essential Job Functions/Tasks:

• Maximizes sales through agencies, specification, distributors, contractors, and developers by calling on key clients within customer base. Develops relationships, monitors major projects, and takes action to increase product exposure and success.
• Contacts agencies and/or specification community, as well as other specification lighting professionals on a regular basis. Creates a demand for products at these levels to assist agencies with sales goals.
• Executes customer training programs, trade shows, promotional events, and maintains Lumascape CRM software in assigned territory.
• Performs field service and support as required. May administer warranty policies and procedures in line with company policy.
• Recommends customer 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 customer’s business environment.
• Proposes individual budget requirements. 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. May administer warranty policies and procedures in line with company policy.
• Creates and implements structured business proposals. Analyzes market dynamics and communicates findings to pertinent teams and individuals. Informs management of customer trends.
• Grows key customer relationships, understands their needs, identifies opportunities, and develops solutions without compromising company profits and market parity.
• Develops and ensures execution of customer training programs and promotional events with post event follow-up to measure and report promotional ROI. Works in conjunction with other departments to plan and implement customer-specific sales activities, promoting a team atmosphere for meeting joint objectives.
• Teaches, coaches, and mentors other team members for understanding market dynamics while maximizing sales.
• Manages sales activities within assigned region, including sales forecasts, regional net pricing recommendations, and budgetary responsibility, communicating status updates to Sales Director.
• Is the business manager for an assigned region, responsible for decision-making that includes analysis and understanding of the ROI of aggregate operations within the territory.
• Develops insights & recommendations to improve sales performance targets in collaboration with fellow sales team members.

Education/Training Required or Preferred:

• Bachelor’s degree in Lighting, Business Administration, Marketing, or Architecture.

Experience Required or Preferred:

• Minimum fifteen years of progressive experience preferred in professional sales or a technical support position with a preferred minimum of ten 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 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 certifications preferred.
• Advanced coursework in business management, project management, IT-skills or another related field preferred.

What We Offer:

• Comprehensive benefits package including medical, dental, vision, 401K matching, EAP, and more.
• Amazing corporate culture - we walk the walk when it comes to our values!
• FUN company events!
• Professional development opportunities, profit sharing bonus, and MORE!!

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

Lumascape, acquired by Hunter Industries and our Family of Companies in 2019, is a leading global manufacturer of exterior architectural, landscape and underwater lighting. First founded in Australia in 1991, our offices now span multiple continents, and we have a global export network of more than 40 countries, and 50 specialist representatives in the United States alone.

Hunter Industries is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, disability, gender, gender identity or expression, military and veteran status, national origin, race, religion, sexual orientation, or any other applicable legally protected status or characteristic.

The base salary for this opportunity ranges from $107,650 to $162,250

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.

Job Type: Full-time

Pay: $107,650.00 - $162,250.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Mileage reimbursement
• Paid time off
• Professional development assistance
• Travel reimbursement
• Tuition reimbursement
• Vision insurance
• Work from home

Compensation package:

• Commission pay
• Profit sharing

Schedule:

• 8 hour shift
• Evenings as needed

Travel requirement:

• Travel

Work Location: In person