Regional Sales Manager - California, United States - GVA Lighting, Inc.

Description

GVA Lighting is a premier Canadian lighting manufacturer with a global presence and iconic landmark projects worldwide. From Tower Bridge in London to JP Morgan Chase HQ in New York and beyond, we collaborate with renowned architects and lighting designers to create signature architectural lighting projects. We boldly explore new ideas, fearlessly tackle engineering challenges, and design luminaires that set global standards. We are a talented and exceptional team that shares and believes in the GVA core values and vision. Our passion, enthusiasm, and innovation are contagious, which has helped us attract great talent, partners, and clients.

We are looking for a dynamic, motivated, and well-organized Regional Sales Manager – West who has a deep understanding of prospecting, developing and maintaining strong relationships. The ideal candidate will bring technical acumen and a successful track record of selling complex lighting solutions within the architectural lighting specifications market. A strong sense of technical products and knowledge of controls is needed to be successful in this role. The Regional Sales Manager (RSM) will represent the company and its products within their territory while providing direct support to the assigned independent Sales Representatives, and ongoing development of existing and prospective clients to ensure that the company is able to meet its growth targets. RSM's report directly to the Director of North American Sales.

Responsibilities:

• Develop and execute strategies to drive business in new and existing markets, grow revenue and meet or exceed stated goals.
• Oversee and coordinate all assigned sales activities and verticals within the territory. Identify and prioritize target markets, customer segments, and sales opportunities, leveraging market research and customer insights.
• Establish and nurture relationships with key clients and specifiers, reps, strategic partners, resellers, and industry stakeholders, ensuring excellent customer satisfaction and retention.
• Call on lighting designers and specifiers in assigned territory and answer incoming request from specifiers, clients and sales reps to assist in their project support needs.
• Manage sales agent representatives to ensure optimal partnerships are in place and level of engagement is strong. Set sales targets per territory and keep them accountable to achieve. Hold quarterly business review meetings with top agents and ensure partnerships are sound. Make recommendations to Sales Director on hiring and firing reps as needed.
• Represent the company in a positive and professional manner directly with specifiers, reps, key accounts, and electrical contractors. Effectively communicate the value proposition and competitive advantages of the company's products.
• Report weekly sales activities and market intelligence via company CRM reporting function.
• Forecast sales via company CRM and achieve monthly, quarterly and annual sales targets for assigned region. Ensure proper communication, level of detail and overall clarity of information is provided for efficient planning purposes.
• Update CRM project requests including adds, deletes, and changes and ensure Sales representatives input their customer visit reports regularly.
• Work with Project Management team to ensure timely delivery of quotes and technical resources to best position GVA to win project opportunities. Ensure all project stakeholders are known and actively engaged to push GVA as the preferred solution.
• Coordinate and cooperate with other RSMs to maximize business within the territory, and around the globe for the company.
• Collaborate closely with marketing, product development, and operations teams to align sales strategies with product offerings, pricing strategies and market positioning. Identify areas of improvement in the company and assist in creating and implementing solutions.
• Collecting and reporting post sales customer information and issues to the after-sales support team.
• Become an expert to the company's products and processes.
• Stay updated on market trends, competitor activities, industry developments and sales best practices to proactively identify business opportunities and adapt sales strategies accordingly.
• Participate in exhibitions and tradeshows by cooperating with the marketing team on planning, execution, and follow-up.
• Represent the company at industry events, conferences, and meetings to enhance brand visibility, establish thought leadership, and identify collaborative opportunities for growth.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing a personal network, and participating in professional affiliations.

Skills & Qualifications:

• 5+ years of sales experience within the architectural lighting specification market, ideally within the outdoor lighting space. Commercial lighting control system knowledge & experience preferred.
• Bachelor's degree in electrical engineering, technology, architecture or 10 years equivalent experience in a comparable field with increasingly responsible positions.
• Location – ideally the candidate would reside in California and work from their home office when not traveling within region. Hours are flexible based on travel and approval by Director of North American Sales.
• Ability to travel 50%-75% of the time, specifically within the assigned territory but also internationally for trade shows and key events. Visit company HQ in Canada for training and client factory visits.
• Comprehensive knowledge of negotiating, selling, sales techniques, problem solving, contracts, promotions, and customer service. Proficiency in quickly analyzing dynamic situations, demonstrating diplomacy, and offering strategic and tactical sales advice.
• Excellent written and verbal communications, organizational, and interpersonal skills including comfort presenting to large groups. Exceptional interpersonal and relationship-building skills.
• Tech savvy with ERP and CRM systems, as well as Microsoft products, specifically strong with excel and presentation building. Strong written and verbal communication skills.
• Territory Annual Performance review and evaluation based on achieving the stated KPIs.
• US citizen or permanent resident (no Visa sponsorship available)

Physical Demands:

• physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.
• position requires lifting up to 50 lbs, standing, walking, bending, kneeling, stooping, crouching, crawling, and climbing all day. As well as standing for the duration of the work shift except on breaks and mealtimes.

Equal Opportunity Employer

• GVA Lighting USA, Inc. is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status, or other characteristics protected by law.

Disclaimer: This position description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required. Employees may be asked to perform other duties as needed.

Why join the GVA team?

We are an exceptional and talented team who believe in the GVA vision and share the GVA values. Our passion and enthusiasm are contagious, and they have helped us attract great talent, partners, and clients. If you want to be part of a dynamic and growing organization, then you are the candidate we are looking for. We thank you for your interest in GVA lighting

Note - during the selection process, you might undergo psychometric tests, as well as practical exercises to help us identify those who have the right attitude, skills, know-how and to find a cultural fit with our company's values.