Eastern Regional Sales Manager

oles & Responsibilities:

The sales territory includes the North-East Coast Region of North America with a focus in the New York City 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 New York City sales network
Grow profitable sales in the North-East 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:

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.