Regional Sales Manager - Panels

  • Reports To: Director of Sales, Duct & Acoustical Products

    Position Scope:

    Responsible for sales of panel products in the assigned region. This entails managing, motivating and closely monitoring the performance of our sales force of independent manufacturer’s representatives within each territory to achieve the assigned bookings, sales and margin objectives for the region. This position requires approximately 50% travel.

    Major Responsibilities:

    • To achieve established sales and profit goals for duct, panel and sound products in the assigned region.


    Major Tasks:

    • Evaluation of market opportunity and performance within Region
    • Formulation of strategic plan to capitalize on market opportunity
    • Establishment of Representative and Regional sales budgets with Director of Sales
    • Execution of strategic plan with continual performance assessment of representative firms
    • Formulate project-specific sales strategies based upon value engineering and unique customer motivations
    • Maintain close contact with internal support personnel, issue and follow-up quotations to the field and manage the representative's efforts to negotiate, close, and release orders
    • Proactively assist representatives in closing orders through value-selling
    • Initiate and execute proactive value-selling with direct clientele within given territories
    • Monitor management and coordination of key ongoing projects to maximize customer satisfaction and profitability
    • Identify and evaluate new representatives firm and key account candidates for development
    • Provide technical and application support to representatives, engineers and contractors
    • Coordinate and implement marketing initiatives within Region
    • Conduct product training for the assigned representatives, including product pricing and order entry using SEMCO’s programs and sales tools












    Description of Authority:

    • Close orders at margins within prescribed limits. Authorize multipliers to representatives within those limits.
    • Recommend appointment of and termination of manufacturers’ representative firms.



    Major Organization Interfaces/Interactions:

    • Marketing
    • Credit
    • Estimating
    • Project Management
      • Production





    Position Qualifications:

    • 5+ Years’ experience in the sale of acoustical and fire rated panels
    • Experience in both representative and direct sales
    • Established general/mechanical contractor relationships within Region
    • Consulting Mechanical Engineering firm contacts
    • Degree in Engineering or Business preferred
    • Union-made duct product sales experience







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