Regional Markets Sales Manager - Central

Light Corp; Grand Haven (MI); On-site; USD 95,000 - 135,000; Full time

Job summary

LightCorp is seeking a Regional Markets Sales Manager for the Central region. The role focuses on expanding dealer and A&D relationships, managing rep groups, and driving revenue within the Central United States. Strong presentation and relationship skills are essential.

The ideal candidate has 3–5 years of B2B sales experience, familiarity with commercial furniture or related interiors channels, and a proven ability to meet quotas and profitability targets.

Qualifications

• Bachelor’s degree or equivalent work experience in business-related fields.
• 3–5 years of successful B2B sales experience, ideally in contract interiors or related industry.
• Knowledge of dealer distribution channels and experience selling through dealers/rep groups.
• Highly organized with strong written and verbal communication skills.
• Ability to develop compelling sales presentations and meet travel expectations.

Responsibilities

• Maintain and expand relationships with top dealers and A&D firms in the Central US.
• Manage assigned rep groups, set and achieve revenue goals, and complete strategic objectives.
• Develop new business opportunities and influence dealers, A&D partners, and reps.
• Create and implement sales strategies to improve adoption, specification, and close rates.
• Monitor territory activity, forecast, and provide pricing and market intelligence.
• Allocate 60–70% time in-territory with dealers; 30–40% in home office for planning and CRM updates.

Skills

Relationship-building

Strategic sales

B2B sales

Forecasting

CRM software

Education

Bachelor’s degree or equiv in Business Admin / Marketing / Communications

Job description

Regional Markets Sales Manager - Central

September 15, 2026

Position Summary:

The Regional Market Sales Manager maintains and expands relationships with the top 10–20 dealers and A&D firms throughout the Central United States territory. This role also manages assigned rep groups in the territory, sets and achieves revenue goals, and completes strategic account objectives. The ideal candidate is a highly relationship-driven sales professional who can develop new business, expand existing accounts, and influence dealers, A&D partners, and independent reps. They combine strong commercial instincts with an understanding of market dynamics, pricing, and profitability to drive sustainable territory growth.

Preferred Education and Experience:

• Bachelor’s degree in business administration, Marketing, Communications, Interior Design, or equivalent work experience


• Minimum of 3-5 years of successful B2B sales experience, preferably within commercial furniture, architectural products, or a related contract interiors industry


• Knowledge of the commercial furniture industry and dealer distribution channel; experience selling through dealers and/or independent rep groups strongly preferred


• Highly detail-oriented and organized


• Strong written and verbal communication skills


• Ability to create and deliver compelling sales presentations


• Proven ability to build and grow relationships with customers, dealers, and channel partners; ability to meet the travel and market-presence requirements of the role


• Achieves assigned annual sales quota in designated territory, with key dealer accounts and independent dealer Rep groups


• Meets assigned expectations for profitability as outlined in business plan


• Achieves strategic territorial objectives defined by company leadership and the One-Page Strategic Plan


• Develop and implement sales strategies and programs to improve adoption, specification, and close rates within key dealer accounts


• Proactively uncover, develop, and close new business opportunities within the dealer channel growth


• Drive revenue growth through key dealer accounts by increasing specification activity, engagement, pipeline development, forecast accuracy, and profitable sales growth; identify, prospect, and develop new dealer, A&D, end-user, and project opportunities within the assigned territory

Essential Job Functions and Skills include, but are not limited to, the following:

• Conduct regular quarterly business reviews and joint sales calls with dealers and independent rep groups


• Create annual growth plans for key dealer accounts and align forecasting to provide accurate sales reporting


• Utilize analytical thinking and business acumen to evaluate pricing opportunities, margins, competitive positioning, and market conditions


• Lead, support, and drive the sales activities required to achieve growth through assigned independent rep groups


• Review dealer sales trends, market share, profitability, and competitive intelligence


• Partner with dealers to qualify RFQ/RFP opportunities and develop competitive proposals within the assigned territory


• Collaborate cross-functionally to ensure a high level of customer satisfaction while supporting LightCorp’s goals and objectives


• Monitor and evaluate competitive activity and provide product positioning, market, and pricing intelligence to Sales Operations


• Maintain a market-first work schedule, with approximately 60%–70% of working time spent in the assigned territory engaging with dealers, A&D firms, rep groups, end users, and project stakeholders, and 30%–40% spent in the home office completing territory planning, forecasting, CRM updates, proposal development, internal meetings, and follow-up activities; allocation may vary based on business needs

Success measures for the role will incorporate the following:

• Revenue Growth to budget


• Contribution Margin Performance to budget


• Forecast Accuracy


• Specification Wins


• New Business Opportunities & Pipeline Created (backlog)


• Conversion Rates (win rate)


• Territory Market Share Growth