Regional Sales Manager

Reports To

Director of Sales

What We Are Looking For

An entrepreneurial individual who is familiar with commercial architectural lighting and its sales channels.

You should be comfortable with frequent travel, delivering presentations, and making joint sales calls

throughout the assigned territory, both independently and alongside our agency partners. 

You are currently at a lighting agency or with a ‘like’ manufacturer and are searching for a dynamic position that will challenge you.

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Beta-Calco is an exciting fast-growing manufacturer of high-quality, performance, architectural/commercial lighting products. With customer-focused technology, exceptional after-sales service, a long track record of constant product innovation, and vertically integrated manufacturing in Toronto, we continue to execute our growth strategy. We are a third-generation family-owned business with a proud record of employee retention.

Reporting to the Director of Sales, the Regional Sales Manager will be responsible for the sales in a predetermined region which includes both Canada and the USA. Beta-Calco is looking for a Regional Sales Manager who will focus on creating demand through specifications for Beta-Calco’s products, achieving your region’s sales goals through developing a strategic commercial channel value chain, leveraging key relationships through architects, engineers, lighting designers, agents, distributors and contractors.

As a Regional Sales Manager you will be required to focus your efforts to meet business objectives with our partners within those markets. In addition, you will assess market trends, establish focused strategies, tend to any issues and provide market specific insight by establishing trusted partnerships.

Essential Duties and Responsibilities

• Cultivate the existing agent network and specifier base within your region while continually monitoring, identifying and developing new agents to replace less productive ones.
• Assist with the development and continuous improvement of the overall sales business plan.
• Collaborate with senior management to establish and execute multi-year sales goals for the region.
• Prepare sales action plans to manage agent, customer and growth opportunities.
• Monitor, track and enforce company policies and strategies.
• Continually follow up on project quotes and track projects closely until closed.
• Maintain and Update project information in the company’s CRM system (Pipedrive).
• Analyze and evaluate the effectiveness of sales methods, costs, product mix and results.
• Review regional expenses and recommend improvements when necessary.
• Professionally service our specifiers and agents as required in the architectural lighting design industry.
• Direct and assist with the coordination of company sales functions.
• Represent the company at various sales events, training sessions, or events to promote the company, as required.
• Promote positive relations with Beta-Calco employees, agents, specifiers, vendors and distributors. Build and maintain positive client and customer relationships.
• Communicate and work in partnership with other department heads and senior management at Beta-Calco to solve problems, develop and maintain objectives and to ensure companywide consistency.
• Present to and educate new and existing sales agents of any new or upcoming products and/or new company policies.
• Ensure customer issues are attended to appropriately and efficiently.
• Ensure a solid understanding of the specification lighting industry in general and a detailed knowledge of Beta-Calco’s various product lines and services.
• Interact directly with specifiers to educate them on our products and answer questions.
• Be a fitting representative and promoter of our brand and the products we deliver.
• All other duties may be assigned.

Skills and Qualifications

• Bachelor’s degree in business, marketing, engineering or a related field preferred.

• Minimum of 3 years’ sales experience within the lighting industry - with an emphasis on specification lighting sales.

• Good working knowledge of lighting controls and the latest developments in LED lighting.

• Computer Proficiency and Strong practical knowledge of Google suite.

• Ability to measure and analyze key performance indicators.

• Familiarity with CRM software.

• Excellent English: verbal and written communications skills with the ability to effectively communicate. and make presentations to a multitude of audience types including; Architects, Engineers, Lighting Designers, Agents and Distributors.

• (In point form)

  Ability to handle difficult situations with diplomacy & respect.

• Ability to be strategic and organized in achieving goals and targets.

• Detail oriented with strong organizational skills and the ability to prioritize multiple tasks.

• Ability to maintain confidentiality of proprietary and sensitive business information.

• A strong business acumen with strong negotiation skills.

• Persistent, unyielding, and results driven.

• Excellent motivational skills with the ability to work with little or no supervision.

• Ability to manage multiple accounts effectively with excellent networking capabilities.

• Experience forecasting sales and building a customer base.

• The ability to travel 60-70% of the time (or as required).

• Valid driver’s license and passport.

• Ability to carry 30 lbs and set up tabletop at tradeshow booth.

• Ideally located in the greater Toronto area (factory base).

• The ability to communicate in French is an asset.

Limitations & Disclaimer

The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. 

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor. 

All job requirements are subject to modifications in an effort to accommodate individuals with disabilities.