Regional Sales Manager, C&I–LSI Industries

LSI Industries Inc. seeks

RSM, Commercial & Industrial, Central Region 

Reports To:               VP Sales C and I

Summary

Sells products and develops specifications for manufacturer to distributor, consultant or end users by performing the following duties.  Develops manufacturer’s representatives as an extension of the sales team.  Works with all other channel managers and calls on all outlets of vertical market chains

Essential Duties and Responsibilities include the following: 

  • Maintains professional presence and uses discretion with actions and speech.
  • Knows our products and technologies. Gives us steady and reliable voice of the customer information about products, prices and trends. 
  • Compiles lists of prospective customers for use as sales leads.
  • Identifies important distributor customers in the region who can influence purchasing decisions. Maintains effective relationships with them and publicizes key information to LSI leaders.
  • Travels throughout assigned territory to call on regular and prospective customers (min 50%).
  • Displays or demonstrates product, using samples, catalogs, or electronic presentations, and emphasizes salable features.
  •  Helps with quotes, pricing and credit terms.
  • Helps LSI leaders understand new product market and gathers market intelligence.
  • Reviews date of delivery to customer, based on knowledge of own firm’s production and delivery schedules.
  • Prepares reports of business transactions and keeps expense accounts.
  • Coordinates customer training.
  • The RSM is the LSI executive with primary accountability for sales performance by the agencies in their territories.
  • Maintains and keeps current an action register of significant LSI quote pipelines by agency. Keeps agencies aware of your expectation of relentless follow-up for order commitments. Assist agencies as needed to close business and advocate market-level pricing that is relevant to the LSI quotation department to assist your agencies. 
  • Agencies have other manufacturer alternatives for LSI-type products. Work for clarity with the agency principal in each territory for where and how LSI will be used in their line card. Reinforce the agreements you have struck to make sure LSI gets its fair share. Incrementally, seek to up the ante of LSI’s role at each agency as time elapses. 
  • Develops and maintains relationships with purchasing contacts.
  • Attends trade shows.
  • Summarizes weekly activities. Writes monthly reports to LSI management about significant orders and important prospecting during the month. Also reports important customer feedback, competitor actions and notable agency accomplishments or concerns. (Do not make your monthly report a trip report)
  • Acts as advocate for the manufacturer’s representatives while working with distributors, end users and the plant.  Provides guidance and support.  Strengthens representative relationships and ensures they will go the extra mile when asked.
  • Delegates projects to the sales support team.  Builds positive relationships with peers and support team to ensure projects are completed to their expectations.
  • Supports corporate initiatives as directed.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Competencies:        

  • Maintain professional presence.
  • Be easy to meet and of pleasant demeanor.
  • Remain under emotional control when those around you are fitful and agitated.
  • Plan. Make trips productive by making appointments and travel arrangements in advance.
  • Know LSI lighting products as an expert.
  • Understand LSI controls so that you can speak fluently about where they have applicability.
  • Know whom to call at LSI for most field needs; maintain working relationships with them.
  • Know and adhere to rules that your agencies and customers require of their visitors.   

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

High school diploma or general education degree (GED) and two years of related industry experience and/or training.

Speaking and professional skills are at parity or better than the persons encountered in you work activities at electrical wholesalers, consulting engineering firms and agencies. 

Language Skills

Ability to read and comprehend simple instructions, short correspondence, and memos.  Ability to write simple correspondence.  Ability to effectively present information in one-on-one and small-group situations to customers, clients, and other employees of the organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, and commissions.

Reasoning Ability

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions and deal with several abstract and concrete variables.

Computer Skills

To perform this job successfully, an individual should have general computer skills, including knowledge of Microsoft Excel, Word, Outlook and PowerPoint software.

Certificates, Licenses, Registrations

Driver’s license required

Other Skills and Abilities

  • Excellent communication skills.
  • Ability to multi-task.
  • Ability to prioritize while ensuring all responsibilities are met.
  • Excellent organization and planning skills.
  • Build strategic relationships
  • Keen decision making skills

Other Qualifications

  • Comfortable making presentations to any audience.
  • Possess general knowledge about lighting products ours and competition
  • Comfortable making decisions while in the field.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
  • The employee is frequently required to stand; walk and sit.
  • The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl.
  • The employee must regularly lift and /or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. 
  • Specific vision abilities required by this job include close vision, distance vision, color vision and ability to adjust focus.
  • May require weekends and late hours 

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is frequently exposed to risk of electrical shock.
  • The employee is occasionally exposed to wet and/or humid conditions; high, precarious places; fumes or airborne particles; toxic or caustic chemicals; outside weather conditions and vibration. Employee will always use applicable safety ware for the activity undertaken. If the employee does not know with reasonable certainty that they can perform an action safely, they should not do it.
  • The noise level in the work environment is usually moderate.

Interested candidates should contact [email protected]

LSI Industries Inc. (www.lsi-industries.com<https://www.lsi-industries.com>) is a leading provider of IMAGE-enhancing interior & exterior lighting fixtures, lighting controls and graphic solutions that leverage its advanced technology, design and manufacturing capabilities. LSI primarily serves the needs of commercial/industrial, petroleum/convenience store, multi-site retail (auto dealerships, restaurants and national retail accounts), sports and entertainment market segments.
LSI trades on the NASDAQ exchange with ticker symbol LYTS.