Regional Sales Managers- 1 for West and 1 for South East

Major Duties

• Manage all sales activity for the assigned region, including but not limited to the following:
  • Agency Management: Manage all sales activity for the assigned independent sales representatives (Agents).
  • Develop and maintain an annual business plan for each assigned sales agency.
  • Monitor execution of business plan and provide support to achieve objectives.
  • Collaborate with agency principals to establish annual sales goals and growth strategies.
  • Own revenue performance for assigned region and achieve annual sales targets.
  • Prepare and present territory business reviews at least biannually, or as needed, including trends, sales performance, competitive analysis, agency performance and growth opportunities.
  • Train and motivate agency personnel on Visa products, value proposition and sales strategy.
  • Support agents with project evaluation, product selection, budget support and installation recommendations.
  • Evaluate Agent performance and provide recommendations regarding appointments, territory alignment and termination.
  • Communicate and enforce company policies and sales programs in the field.
  • Establish disciplined pipeline reporting with assigned Agents and obtain and document accurate, forward-looking project data.
  • Conduct quarterly business reviews with each agency to evaluate performance, pipeline health, conversion rates and strategic initiatives.
  • Identify underperforming agencies or territories and implement corrective action plans in partnership with Director of Sales.
  • Deliver quarterly business updates to the Director of Sales, including sales performance, pipeline metrics, forecasts, growth initiatives, risks and major project activity.
  • Assess agency penetration within key verticals including Healthcare, Behavioral Health, and Architectural markets, and develop strategies to increase specification activity and expand market share.

Specifier Engagement

• Increase specification preference and market awareness for Visa Lighting solutions.
• Develop and maintain strategic relationships with architects, lighting designers, engineers and agency personnel.
• Identify and engage key specifiers, influencers, and decision makers to increase specification activity and project opportunities.
• Provide technical product support as needed.
• Represent Visa Lighting through customer presentations, product demonstrations, industry events, and continuing education programs.
• Establish and maintain strong customer relationships and goodwill.

Market, Project, and Design/Engineering Development

• Understand the dynamics of each distinct geographic market including distribution channels, specification practices, competitive positioning and purchasing influences.
• Lead regional project strategy by identifying, developing, tracking, and closing projects while coordinating with internal teams to maximize project success.
• Identify new market opportunities, underserved regions and emerging vertical markets to drive growth.
• Collect and communicate market intelligence from specifiers, agents, and customers to support sales strategy, product development, pricing and business decisions.
• Support marketing initiatives including literature development, website content, trade shows, and promotional campaigns.
• Recommend process improvements, product enhancements, and new product introductions based on field experience and customer feedback.
• Maintain thorough, forward-looking understanding of customer needs, market trends, and competitive landscape to identify future growth opportunities.

Business Travel

• Approximately 50% travel throughout the assigned territory.
• Complete timely field activity reports documenting customer visits, competitive intelligence, project opportunities and follow-up actions.
• Attend agency meetings, customer visits, trade shows, industry conferences, and corporate meetings.