Pinnacle Architectural Lighting® designs and manufactures luminaires that enhance visual and functional spaces in modern architecture while minimizing energy consumption. From the Luminous Geometry of EDGE® with its clean, simple elemental lines; to the flexible energy efficient sources of LUCEN® with Convertible LED. All products are made in the USA and are tailored for any project budget. We are currently looking for a Regional Sales Manager.
General Purpose:
The primary responsibility of the Regional Sales Manager is to meet or exceed sales to budget for the region by developing and maintaining agency, key specifier, end-user relationships; and be the primary contact for the brand within the territory. This is accomplished through the effective management and execution of the regional plan and growing Pinnacle profitability, mind-share, and discretionary business within the rep network.
The role involves the ability to lead and direct the inside sales in a manner that results in timely and responsive customer service to the agent base, and ability to communicate across all levels and departments within the organization. The RSM is also expected to act as project leader accountable for execution of company sales initiatives as developed & set forth by the NSM/VP Sales.
As the company continues to set aggressive growth goals, the individual should possess passion to succeed and be the best in the industry, a very high level of self-discipline, motivation, and integrity. A working knowledge of the lighting sales representative network and electrical industry is preferred. The successful candidate will possess the ability to negotiate and navigate the complexities across sales channels, and experience with and understanding of specification grade architectural lighting.
Essential Duties/Responsibilities:
Field Sales Management
- Implement sales strategy and achieve sales goals for the region by forecasting requirements, preparing annual budget, planning most effective use of time in the region, and managing expenditures
- Build annual strategic market penetration plan by agent by product outlining clear objectives for growth targets
- Train agents on Pinnacle products, technologies, and applications
- Motivate, train and manage agents in order to achieve the territory’s stated objectives, including implementation of selling initiatives, joint customer visits and the coordination of replacement for underperformers
- Work closely with various specifiers and agents to promote and secure Pinnacle specifications and orders
- Direct large quotation strategies on a project by project basis
- Continually monitor representation to ensure it is optimized throughout the region
- Act as liaison between customers and company to work out details regarding services, products, and problems
- Maintain sense of urgency while responding promptly to all complaints from customer and follow up internally to ensure accountability & problem resolution
- Initiate corrective actions as necessary to address trends of non-compliance in product line
- Complete special projects as requested by management
- Be visible and accessible as sales leader; mentor to rest of sales organization; maintain high morale in the department and positive attitude on daily basis
- Comply with Corporate goals, objectives and policies
Strategic / Planning
- Conduct quarterly reviews of regions with upper management to address current performance to goal, and discuss/review rep changes, concerns, objections, and opportunities
- Provide consistent product and market trends, and collateral input to engineering, new product development, and marketing as requested
- Develop collaborative relationships with other Sales, Operations, Engineering, and Marketing personnel to more effectively increase and sustain sales growth, increase customer satisfaction and quickly resolve issues
- Represent Pinnacle at trade meetings, organizations, shows, and agent or company events as required throughout the year
- Stay up to date on industry trends by participating in educational opportunities; reading professional publications; maintaining personal networks
Communication
- Strong presentation, verbal and written communications skills required
- Submit timely call reports to provide market intelligence, concerns, trends, and new opportunities to sales management
- Ability to rely on experience to make profitable decisions in the field
- Can manage multiple tasks / projects without sacrificing deadlines
Job Qualifications:
- College degree preferred. Five years of applicable experience in sales may act in lieu of a college degree.
- Experience with quotations/pricing management software tools, including such ERP systems as SAP, Oracle, JD Edwards, or People-Soft required.
- Experience in the lighting, electrical, or construction industry highly preferred.
- Basic or advanced computer skills.
- Problem solving skills.
- Must be a very detail oriented individual
- Must be well organized
- Outstanding interpersonal and communication skills, and the ability to effectively interface and team with personnel at all levels
- Must be able to prioritize and multi-task
- Ability to work individually and as part of a team
- Ability to follow verbal or written directions
- Knowledge of Pinnacle Architectural Lighting products and markets a plus but not required.
- Proficiency in standard office software
- Demonstrate the ability to handle administrative details and routine day-to-day issues independently, without direct supervision
- Considerable tact, discretion and integrity to effectively interface with personnel at all levels internally and externally, including the ability to handle information of a highly confidential and/or sensitive nature
- Must have a positive attitude and a professional demeanor
Working Conditions:
Working conditions are normal for a manufacturing environment that includes some hot or cold temperatures. Work involves frequent lifting and bending to handle products up to 40 pounds. Machinery operation requires the use of safety equipment to include but not limited to; eye safety glasses, gloves, hearing protectors, work boots, and hardhats.
Benefits:
Salary commensurate with experience, excellent benefits, including health and dental insurance, paid holidays, tuition reimbursement program, employee matched 401k and paid vacations.
Status:
Full Time, Exempt, Salary position
Note:
This job description is not intended to be an exhaustive list of all duties, responsibilities or qualifications associated with the job.
For consideration contact Helisa Levinthal, HR Manager, [email protected]