Regional Sales Manager - Eastern Market

Light Corp; Tate Township (OH); On-site; USD 90,000 - 130,000; Full time

Job summary

Light Corp is seeking a Regional Sales Manager to sustain and grow relationships with top 10-20 dealers and A&D firms across the Eastern United States. You will manage rep groups, set revenue goals, and drive strategic objectives by developing new business, expanding existing accounts, and influencing dealers, A&D partners, and independent reps.

The ideal candidate is relationship-driven with strong commercial instincts, market awareness, pricing, and profitability focus to drive sustainable

Qualifications

• Bachelor’s degree or equivalent work experience
• 3–5 years of successful B2B sales experience in commercial furniture or contract interiors preferred
• Knowledge of dealer distribution channels and experience selling through dealers/independent reps
• Strong presentation, communication, and relationship-building skills

Responsibilities

• Maintain and expand relationships with top dealers and A&D firms in the Eastern United States
• Set and achieve revenue goals; manage assigned rep groups in territory
• Develop new business opportunities and expand existing accounts
• Collaborate with dealers, A&D partners, and reps; provide pricing and market intelligence
• Conduct quarterly business reviews, forecast territory performance, and support LightCorp’s goals

Skills

Relationship building

New business development

Account expansion

Forecasting & planning

Pricing & profitability

Education

Bachelor’s degree in business/related field

Tools

CRM

Job description

The Regional Sales Manager maintains and expands relationships with the top 10-20 dealers and A&D firms throughout our Eastern 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