Regional Sales Manager - Central Region at Vode Lighting… · Chicago

Company Description

Vode Lighting is an international manufacturer of minimalistic architectural lighting systems that responsibly enhance public, commercial and educational interior spaces.

Our business is predicated on helping designers realize their vision for the built environment while being mindful of Earth’s environment. From these considerations, we engineer lighting solutions that are at once beautiful and practical, elegant and efficient.

Every aspect of building design is being challenged by energy initiatives, so we design products that consume fewer resources and are themselves highly recyclable.

We strive to maximize the good materials (aluminum) and minimize the bad (lead, mercury, plastic, paint). As a small company, the environmental impact of our products is negligible, but the impact of our beliefs need not be. We believe the earth is it.

And because our aim is to unify spaces with light, not decorate them with fixtures, our lighting systems – be they ambient, display or task – are minimalist in design.

At Vode, minimalist design isn’t a slavish devotion to Cool. It is a direct and highly engineered response to the architectural marketplace. We’ve been asked for low-profile, high-performance, energy-efficient, scalable, durable luminaires.....And that’s what we make.

We are looking for smart leaders with a strong work ethic, who work well in teams and individually, are well organized and highly self-motivated. Working for Vode is a great opportunity in a fun environment in an exciting industry undergoing dynamic change!

Job Description

Regional Sales Manager – Central U.S.

Reports to: VP Sales

Overall Expectations:

Lead the growth of top-line revenue in the Central region of the business, with increased sales growth, profitability and market share. The position will be based in Chicago or Houston and reports to the Vice-President of Sales. The role is responsible for the selection of lighting representatives within the Central region, education and motivation of the representatives, to further their ability to guide customers and industry professionals to the right innovative lighting solutions for their projects, offering unique perspectives on their businesses and industry, striving to be a highly regarded lighting expert, excelling in two-way communication, empowering our customer’s value drivers, and understanding the economic drivers of our customer’s business.

General Responsibilities:

• Responsible for the Central US sales territory.

• Proactively seek and establish new accounts and customers.

• Develop creative and unique programs to achieve sales targets while maintaining net profit.

• Conduct market evaluation for new accounts and customers.

• Hands-on approach to serving existing and prospective customers.

• Provide technical expertise on product applications to customers and representatives.

• Guide industry professionals, specifiers and agents to the right lighting solutions for their projects and applications.

• Establish and exceed sales goals for the region, including personal sales targets.

• Select, train and develop independent sales representatives.

• Be the focal point in assisting representatives in closing projects.

• Work closely with all internal functions, including regular reports, and sales projections.

• Maintain prospects and quote updates and status within CRM program.

• Partner with sales representatives in developing on-going initiatives to drive sales in lower performing markets.

• Aware of industry trends and competitive activity within the territory and thereby communicate to Vode management trends, distribution patterns, consumer and trade attitudes, competitive practices and product performance.

• Participate, attend and coordinate trade shows, benefits, and industry functions.

• Provide training, information/documentation support, and trouble-shooting assistance in coordination with the Sales Support team.

• Provide accurate and timely reporting.

Expectations:

• Sales management perspective, growing a sales organization by coaching, developing, motivating, and recruiting sales representative partners, while holding them accountable for performing the highest possible levels of achievement. Together, have the proven ability to build strong management competencies in assuring revenue and profit goals are met, with the most desirable outcome of strengthening the development of talent, independent sales partners, in the Central region.

• Spend time on direct sales and able to find and develop new business.

• Close deals on behalf of representative sales partners and circumvent delayed closings, lost sales, stalls, mulling and put-offs.

• Work effectively from a home office.

• Meet the challenge of how to work effectively with remote sales partners so they are focused on the job at hand, while providing the necessary sales support.

• Selling consultatively, differentiating Vode from the competition, identifying compelling reasons to buy and gaining early traction.

• Qualifying leads and prospective business effectively, and able to discern sales partner leads that are wishful thinking, inappropriate quotes and proposals, delayed closing and wasted time.

• Ability to present effectively, at the appropriate time, knowing when to step up and lead and when to support and follow.

• Strong account management skills: with strong relationship building; 2-way communication with decision makers; ascertain the real budgets; handle customer organizational politics; leverage time effectively; close business w/o pressing and having a balanced urgency; and not alienate people but follow-up often.

• Approach sales from the hunter perspective and not the fisher perspective.

• Have an eye on how to shorten the sales cycle and closing more sales.

• Sell based on value. Differentiate the product. Like discussing money and terms of the deal.

Qualifications

• Strong knowledge of architectural lighting.

• Working knowledge of all aspects of the lighting manufacturing business.

• Able to communicate project and product details to various audiences, levels of customers and independent sales representatives.

• Extremely organized.

• Outstanding relationship building skills.

• Entrepreneurial thinking to drive innovative sales.

• 7 plus years sales management experience of independent sales force within the lighting industry

• Understand market channels, lighting customer classifications and competition.

• 50-75% regional overnight travel within Central territory.

• Proven track record of producing results independently.

Additional Information

Benefits and Compensation

Commensurate with experience. To include the following components: Base salary, incentive plan, and employee benefit program. Reimbursement of all company-approved business and travel-related expenses.

• Salaried position
• Vacation and sick leave
• Yearly bonus
• Health and Dental plans
• 401K plan with matching funds

Ready to join us? Email your cover letter and resume with "Central Region Sales Manager" in the subject line.