Regional Sales Manager

Dekko; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Comprehensive benefits

Diversity & inclusion

Supportive leadership

Job summary

Dekko seeks a Regional Sales Manager to drive sales and new business in the lighting sector, leading a team of Independent Manufacturer’s Representatives across the West Coast. You will set sales goals, develop plans with reps, and propel top-line growth while maintaining strong customer relationships.

You will train staff, quote large projects, manage budgets, and evaluate agents. Travel about half the time to support customers and partner with marketing on new product introductions.

Qualifications

• Proven sales and negotiation experience required.
• Strong organizational and communication skills.
• Ability to travel 50% of the time.

Responsibilities

• Oversee sales performance of independent reps within the territory.
• Train and support agency personnel on product knowledge and sales skills.
• Quote large projects and manage budgets and bids.
• Evaluate and hire/terminate agents; build strong relationships with reps and end users.
• Manage regional sales activities and report market data and trends.
• Support marketing with pricing input and new product introductions.
• Plan and manage agency trade shows and trainings; travel as needed.
• Contribute to budgeting and policy decisions for Sales & Marketing.

Skills

Sales expertise

Negotiation

Public speaking

Multitasking

Travel 50%+

3–5 years sales experience

Lighting channel knowledge

CRM proficiency

Microsoft Office

Technical aptitude

Spanish (nice-to-have)

Education

Bachelor’s degree in Business/Sales/Marketing

Tools

CRM software

Microsoft Word

PowerPoint

Excel

Job description

The Regional Sales Manager role is a dynamic, hands-on position focused on driving sales and new business opportunities while maintaining strong customer relationships within the lighting industry. You will manage a team of Independent Manufacturer’s Representatives, ensuring they meet and exceed sales performance goals.

Must haves: Lighting industry experience

Location: West Coast

Additional Compensation: Performance-based bonus/variable component

What you'll do:

• Sales Performance Management: Oversee and manage the sales performance of independent sales representatives within the assigned territory. Conduct bi-annual reviews, or as needed, to assess strengths and weaknesses, including competitor and representative analysis. Develop and communicate annual sales goals, collaborate with representatives on sales plans, and drive profitable top-line growth.
• Training and Development: Train, motivate, and support agency personnel on product knowledge and sales skills, following a "train the trainer" model. Provide technical support for all products as required.
• Quoting and Budget Management: Quote large projects or smaller jobs with budget constraints and/or special requirements. Understand all aspects of each quoted order, including budget pricing, competitive bids, agent positioning, and job information.
• Agent Evaluation: Assess agent performance for hiring and termination decisions. Build and maintain strong relationships with sales representatives, specifiers, contractors, distributors, and end users.
• Regional Sales Management: In collaboration with the Director of Sales, manage all sales activities within the assigned region. Establish and maintain customer goodwill.
• Market Understanding and Intelligence Gathering: Comprehend the dynamics of each distinct market, including package vs. line item, contractor vs. distributor vs. agent-controlled, and competing representatives and lighting manufacturers. Collect and report field data, including competitor activities, customer trends, and pricing trends.
• Opportunity Development: Research and follow-up on project opportunities. Provide input and support for process changes, product improvements, and new product introductions.
• Marketing Support: Support marketing-led research and participate in new product development activities, literature reviews, and pricing and specification input for new products.
• Trade Show and Training Participation: Participate in the planning and management of agency trade shows, agent, and specifier training sessions. Travel within the region as per the approved sales plan or as required by the Vice President of Specification Sales.
• Budgeting and Policy Input: Provide input for the Sales & Marketing Department’s budgeting and policy decisions. Research, update, and submit biannual market analysis reports for each territory in the assigned region. Prepare and present regional reports biannually.
• Additional Responsibilities: Demonstrate strong problem-solving skills and the ability to work effectively in a team environment. Maintain a positive personality and demeanor. Set and prioritize goals effectively. Perform other job duties as assigned.

About you:

• Proven expertise in sales and negotiation.
• High energy and enthusiasm with a growth-oriented mindset.
• Exceptional organizational skills and the ability to multitask effectively.
• Strong communication skills, both written and verbal, with excellent interpersonal abilities.
• Willingness and ability to travel at least 50% of the time.
• A minimum of 3 to 5 years of relevant sales experience.
• Experience across multiple lighting sales channels.
• Competent public speaker, capable of representing the company at trade shows and professional events.
• Proficiency in computer skills, including Customer Relationship Management (CRM) software.
• Experience with Microsoft Word, PowerPoint, and Excel.
• Strong technical aptitude.
• The ability to communicate in both English and Spanish is a valued strength, however, not required.

Education:

Bachelor's degree in Business, Administration, Sales/Marketing or related field is preferred.

What We Will Give You:

• Competitive Compensation: We offer a competitive salary that reflects your skills and experience, along with performance-based bonuses.
• Comprehensive Benefits: Our benefits package includes health insurance, dental and vision coverage, retirement plans, including a fully funded company pension, and wellness programs to keep you and your family healthy and secure.
• Diversity and Inclusion: Join a company that celebrates diversity and is committed to creating an inclusive workplace. We provide equal opportunities for all employees and foster a culture of respect and belonging.
• Supportive Leadership: Our leadership team is dedicated to your success. You’ll receive guidance, feedback, and support to help you excel in your role.

Dekko is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.