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Job Description

The Regional Sales Manager is responsible for growing market share within the trade channel by working through wholesale distributors and managing, where applicable, manufacturers’ representatives and/or Territory Managers. This role involves executing sales and marketing strategies for client's full line of channel-appropriate products across assigned regions.

Key responsibilities include:

Driving sales growth and achieving revenue and margin targets.

Managing the sales process and overseeing the performance of reps and Territory Managers.

Building and maintaining strong relationships with both new and existing customers.

Utilizing the client Account Management Sales process, including the Keep, Convert, Grow (KCG) pipeline.

Providing feedback to Product Line Managers on product needs and market opportunities.

This role is both strategic and hands-on, requiring direct involvement in sales activities and account management to ensure long-term success.

• Increases sales of products through appropriate distribution channels by visiting distributor corporate and branch locations.

• Performs annual Account Discovery planning for customer Value Confirmation at the National, Strategic and Top Core Accounts within the Region(s).

• Manages and directs manufacturer’s representatives’ and/or Territory Managers’ activities and Pipeline performance, where appropriate, to expand the target market channel.

• Meets or exceeds established sales budget.

• Evaluates, identifies, and recommends products with the client's engineering and sourcing departments to add high value products that expand the product portfolio.

• Collaborates with the Pricing Manager on pricing strategies for product lines.

• Collaborates with the Marketing team to implement regional and national customer marketing plans.

• Contributes to the development of the organization’s strategic direction to increase sales of products through the wholesale distribution channel.

• Performs weekly, monthly, quarterly and annual cadences as required within the client's Sales Process.

• Performs other duties as assigned.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to [email protected] learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Skills and Requirements

• 5 – 7 years of experience managing sales representatives in a region or nationwide territory in a manufacturing or distribution environment

• Intermediate experience utilizing Microsoft Office Suite, especially Word, Excel, and PowerPoint

• Experience utilizing a CRM

• Knowledge of HVACR or Electrical and lighting products, two step distribution selling models and commercial customers in the US HVACR and/or Electrical market

• Demonstrates strong analytical, organizational, and problem-solving abilities for establishing and overseeing independent manufacturer’s representatives

• Experience working in a fast paced and high-volume work environment.

• Proactive “self-starter” with a strong attention to detail.

• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.

• Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations

• Capable of reaching decision makers and gaining commitment

• Possesses adept listening and probing skills to understand customers’ needs

• Valid Driver’s License null

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion,sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military oruniformed service member status, or any other status or characteristic protected by applicable laws, regulations, andordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].