Southeast Regional Sales Manager

CorTalent - Atlanta, GA, United States

Company Overview:

Our client is an established niche leader in the LED lighting industry. During the company's 10 years in business it has consistently grown sales at healthy double digits as a result of its service leadership business model. The company's operations consistently deliver quality, customized solutions within 1-2 days, and its sales support team responds to customer quotation requests within 24 hours an industry leading response time. End users of the company's products include a blue-chip customer base of Fortune 500 companies, leading national account chains and universities for commercial applications and A-list celebrity homes for high-end residential projects. The company has a 5-year growth plan to triple the size of the business, built around providing world class service leadership to large lighting project distributors in conjunction with manufacturers' representatives in key markets throughout the United States.


Position Overview:

Our client is looking for energetic outside sales candidates with a proven track record of success in driving sales revenue and generating business primarily through a channel. This role will involve vetting, hiring, onboarding, educating and driving sales revenue and profitability through agents (manufacturer representatives) that work with distributors and other lighting decision makers, along with some direct work with key distributors.

The Regional Sales Manager (RSM) will control his or her success by driving revenue through proactively building and growing strategic relationships with existing and new agents and key distributors.



The Regional Sales Manager's goal is to drive revenue through our agent channel and select large lighting project focused distributors (usually through the agent). The RSM will build a network within each agent firm to activate sales with their distributor relationships and internally generated cross specification, project opportunities.

The RSM will be primarily charged with supporting our client in each of the following areas of responsibility:

  • Building strategic agent and distributor relationships
  • Effectively qualify and prioritize opportunities to pursue
  • Selecting, onboarding, and developing agents in the assigned territory; working directly with distributors not covered by agents
  • Sales Planning
  • Developing and executing a sales plan for growth through agent and distributor relationships
  • Following a defined Sales Process for educating agents and distributors to drive sales
  • Researching, capturing and documenting significant customer and prospect information in Salesforce. This includes future calls, tasks, events, notes from conversations, company size, competitors used, key contacts, etc.


Position Requirements:

  • Prefer at least 5+ years channel / outside territory sales experience
  • Experience selling technical products through distributors and manufacturer representatives
  • Proven ability to drive sales through manufacturer representatives
  • Demonstrated success meeting sales goals and growing sales
  • Experience driving interest and obtaining leads from trade shows
  • Track record of selling value and service, not price
  • Excellent networking ability
  • Ability to travel 50% or more as dictated by agent needs and potential opportunities
  • PC proficiency (Microsoft Office Suite) required
  • com experience preferred, CRM required



Posted On: Thursday, August 1, 2019
Compensation: $90,000

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