Regional Sales Manager – Central Region

Position title: Regional Sales Manager – Central Region

Department: Sales

Location: Regional

Reports to: Vice President of Sales

Overall function

Reporting directly to the Vice President of Sales - North America, the Regional Sales Manager will have the responsibility of developing and managing key A&D accounts, focusing primarily on Hospitality for the Central Region: Chicago Illinois, Ohio, Michigan Indiana, Minnesota, Kentucky, Illinois, Wisconsin, Missouri, Iowa. It is our goal to have our regional sales managers build strong direct relationships with hotel groups/properties, lighting designers, specifiers, architects and FF& E purchasing in addition to our sales representative firms.

Responsibilities

  • Develop the overall strategies to meet or exceed sales goals and objectives
  • Hiring, training and management, of representative agencies in the territory
  • Formulate key account plan for top 25 accounts
  • Build and maintain a strong project pipeline in line with the sales budget
  • Provide leadership in the specification and selling process
  • Provide reports as required
  • Use planning and management skills to effectively coordinate activities of agency sales teams to maintain performance and achievement of growth
  • Enhance relationships with key client decision makers and influencers
  • Accurately develop and promote the Astro brand image with all customers and potential customers
  • Develop and manage sales visits to key markets and accounts while maintaining budget
  • Travel independently and with rep agencies to develop relationships with key decision makers
  • Work closely with marketing to enhance marketing and sales materials for the sales territory and sales agencies
  • Consistently provide accurate market feedback to identify trends, assist with product development and product pricing

Personal Attributes

Ideally based in the Chicago Metropolitan area, the candidate must be a goal driven, resourceful, selfstarter, having excellent communication, organization, and follow-up skills with the ability to work independently and in conjunction with area sales representative firms. Strong relationships in the A&D community are a pre-requisite, and the capability to build and nurture new sales relationships while promoting the Astro brand appropriately is essential. The role requires a dedicated, ethical, and resourceful professional with an entrepreneurial passion for building markets and strong relationships. The expectation is that the sales manager is on the road on average 3 days per week meeting with clients giving presentations, promoting and assisting the specification process and building a strong project pipeline.

Experience

  • Excellent written, verbal, negotiating and communication skills
  • 3-5 years of sales management experience in the A&D market with established relationships in the Hospitality end-user markets
  • Key account management experience
  • Demonstrated attention to detail, organizational ability, and follow-up skills
  • Ability to work effectively with minimal supervision
  • Intermediate to advanced proficiency with Microsoft Office
  • Ability to present self and Astro in a professional manner
  • 35% of time spent making daily sales calls within a 100-mile radius from the individuals home office
  • 25% of time on the road overnight travel making sales calls within region
  • From time to time traveling internationally to attend sales meetings and trade shows and domestically out of territory attending trade shows
  • Ability to work in the USA
  • Valid driver's license and valid passport

Please send resume to Richard Rude: rrude@astrolighting.com

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