Central Regional Sales Manager

Position Description

At a Glance

 

Legrand has an exciting opportunity for a Central Regional Sales Manager to join the Lighting Sector Focal Point Sales Team in Chicago, IL. Collaborating with the Central Area Vice President, this person will be responsible for developing and maintaining key specifiers, customer relationships and connectivity, while growing market share in critical market segments in Chicago and Central Regions.

 

The Central Regional Sales Manager is responsible for leading the sales development in the central region of North America within the lighting design community in this market. The successful candidate will be responsible for maximizing sales volumes and will work along with sales representatives and specifiers in the stated region.

 

We are seeking a talented, energetic, and passionate individual with a proven track record of success in the lighting industry, and a high degree of integrity. This person must have the desire to make a real difference in the industry.

 

What Will You Do?

• The sales territory includes the Central Region of North America with a focus in the Chicago and mid-west area.
• Responsible for product specifications through the development of relationships with specifiers and sales representatives.
• Understand lighting industry, product and market trends.
• Create and maintain strong relationships with all relevant parties, companies, institutions, and people, paying attention to market needs.
• Fully understand and confidently navigate the complexity of the Chicago and central sales network.
• Grow profitable sales in the Central Region. Achieve annual and quarterly deployment targets set for number (#) and generated revenue ($).
• Identify and generate new opportunities and build the Focal Point, LLC brand.
• Responsible for launching all new products into the market - Confidently and knowledgeably present new products, highlighting their features and benefits.
• Technical understanding of Lighting Fixtures and product application - Answer customer requests regarding products, budgetary pricing, and technical modifications.
• Understand market pricing and competitive landscape.
• Responsible for achieving the customer and territory forecast.
• Build strong internal relationships with engineering, customer service, purchasing, finance, Marketing and other key members of the organization.
• Determine customer product needs while in the field and aligning those needs with existing products and new products under development.
• Target and contact key Architects, Lighting designers, specifiers and develop positive relationships to secure specifications and sales of our integrated lighting solutions.
• Regularly report on key accomplishments and monitor key metrics to identify areas for improvement.
• Maintain customer and prospect data including contacts, status on outstanding commitments, meeting notes, etc. Weekly reporting to leadership at Focal Point for automated marketing and future CRM implementation.
• Responsible for agent training on all new products, as well as ongoing support with presenting and selling products and services to agent in a manner to maximize sales.
• Responsible for obtaining market feedback/research on new product concepts and reporting this data to Marketing and Product Managers for the successful development of new products.

Qualifications

Required Skills

 

Qualifications:

• Must demonstrate an exceptional understanding of various aspects of the architectural lighting.
• Must have knowledge of I.E.S. standards for lighting and lighting design.
• Should act as the resident expert on issues such as design aesthetics, market trends, photometry.
• Possesses strong technical skills as it relates to new technologies.
• Must have excellent presentation and public speaking skills.
• Strong organizational skills, with the ability to manage multiple priorities and business relationships.
• Willing to travel 60%.
• The ideal candidate will have an understanding of strategic planning, sales and marketing experience. This individual must be able to provide astute business guidance as well as establish goals, formulate strategies, execute plans, and achieve the ultimate results. 

Competencies:

• Must possess strong leadership, relationship-building, and relationship management skills.
• Must have outstanding oral, written and verbal communication/presentation skills, as well as strong negotiation skills and closing techniques.
• Must possess strong