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Regional Sales Manager
Eastern U.S.
This position exists to drive performance across a scaling Manufacturer’s independent sales agency network. The Regional Territory Sales Manager is accountable for ensuring agencies are properly aligned, actively engaged, and producing consistent specification and revenue results within assigned markets.
This is a field-based leadership role focused on execution, accountability, and market control—not passive support.
Scope of Responsibility
The Regional Territory Sales Manager has direct responsibility for territory output by managing agency behavior, field activity, and market presence. Success is measured by agency effectiveness, pipeline health, and conversion from specification to awarded business.
Core Accountabilities:
- Agency Oversight & Enablement
- Serve as the primary field authority for assigned independent sales agencies
- Establish expectations around agency activity, priorities, and follow-through
- Conduct regular in-person agency visits, strategy sessions, and pipeline reviews
- Lead joint sales calls to reinforce positioning, pricing discipline, and closing strategy
- Identify underperforming agencies, coverage gaps, or structural territory issues and recommend corrective actions
- Support onboarding, training, and ramp-up of new agencies or major accounts
Market Execution:
- Drive specification through direct engagement with architects, designers, engineers, and distributors
- Deliver product trainings, technical presentations, and continuing education sessions
- Maintain consistent visibility at job sites, design studios, and industry events
- Participate in project meetings, site walkthroughs, and issue resolution as needed
- Territory Intelligence & Reporting
- Monitor territory performance through activity metrics, pipeline data, and agency output
- Provide leadership with timely market feedback, competitive insights, and opportunity risks
- Adjust territory tactics based on agency performance and market response
- Maintain a high travel cadence to support consistent field presence
Candidate Profile
This role is intended for an individual who is comfortable leading without ambiguity and managing through influence and accountability.
Required attributes include:
- Demonstrated experience working with or managing independent sales agencies
- Ability to command both technical product discussions and commercial negotiations
- Strong organizational discipline and follow-through
- Independent decision-making aligned with company objectives
- Background in architectural lighting, specification-driven sales, or complex B2B products
Compensation & Support
- Base salary aligned with experience and territory scope
- Open-ceiling, performance-based commission
- Paid time off and sick leave
- Travel expenses and healthcare reimbursement