Light Efficient Design
Description:
- The position manages, evaluates and supports the rep agencies in each market, develops regional sales plans, and assists senior management with planning and development of regional sales plans and strategy. RSM should reside in the territory near a major airport. Preference is for Colorado. Initial territory is Colorado, New Mexico, Nebraska, Kansas, Iowa, Western and Eastern Missouri, and Wyoming. This may change as needs of the company and market conditions change.
Primary Responsibilities:
Manage, evaluate and support our network of independent 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 twice a month.
Manage sales reps to exceed yearly sales goal.
Develop the region:
Achieve sales and product mix goals for entire region.
Report regional market trends and penetration for each sales rep.
Develop succession plans for reps.
Maintain 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 activities:
Selling:
Travel with reps to major accounts to assist in sales process.
Identify critical accounts and opportunities to involve other key company employees (i.e. VP of Sales, VP of Marketing).
Develop and maintain relationships with key customers (e.g. branch managers, sales managers of key distributors, lighting specialists at distributor accounts).
Administration:
Report on region’s challenges and opportunities and sales performance on a weekly and quarterly basis .
Monitor sales rep performance, both quantitatively and qualitatively, on a monthly basis.
Review with each agent principal quarterly to ensure goals for territory are being met and on track.
Meetings:
Attend Quarterly SAM Meetings (sales and marketing meeting).
Attend special project meetings when appropriate.
Assist with new product development (NPD) when appropriate.
Assist with setting up NAED meetings as appropriate.
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).
Coaching/Mentoring:
Mentor new sales 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:
50% selling in the region (calling on distributors)
40% calling on end users and electrical contractors with or without a distributor partner
10% coaching and training reps
Candidate Requirements:
Previous sales or sales management experience.
Knowledge of the electrical distributor channel in the Region.
Existing relationships with key electrical distributors.
Previous experience in the lighting or electrical market.
4 Year Degree College Degree.
