Regional Sales Manager (Northwest Region)

Position Summary

The Regional Sales Manager (RSM) position is responsible for selling construction products in the categories of expansion joint systems, fire barriers, stair nosing, mats & grids, trench & access covers, acoustical joints & partition closures, photoluminescent egress systems, and firestopping through both indirect and direct channels and will be the main point of contact for customers within the assigned region. The RSM will call on distributors or other that will grow revenue and profitability and develop business relationships within the construction industry.

The territory includes Northern California, Oregon, Washington state, Utah, Idaho, and Colorado. The ideal candidate will live within the region and travel regularly throughout the territory - approximately 40%.

Responsibilities

• Drive year over year sales growth and meet or exceed budgets for defined product markets and territories.
• Manage a sales network of direct employees and independent reps ensuring a high performance, results oriented culture.
• Generate and share performance reports with sales network on a consistent basis, and take the necessary steps to address underperformance.
• Maintain and expand our customer base of contractors, specialty subcontractors, distributors, architects, and engineers.
• Study and know the competitive landscape including products, price points, relative trade and contracting groups, and how to compete successfully in the territories.

  Develop and present educational seminars for the full customer range of architects, contractors, trade associations, peripheral customers, and other employees as required.

• Negotiate sales opportunities with customers and internal management with the purpose of producing profitable sales and meeting budgets.
• Establish sales objectives by creating a sales plan and quota for distributors.
• Follow all safety rules and regulations as directed by Balco, including OSHA 10 level training for construction jobsite visits.
• Daily knowledge of territory numbers to budgets, both shipping and incoming; expected incoming orders, and upcoming projects.
• Provide Technical guidance and technical information either directly or through recommendations from Balco technical staff.
• Daily duties to include but are not limited to quoting, follow up on backlog, follow up on outstanding quotes and projects, and ensure the best possible close rates.
• Work with Customer Service team assigned to designated territories as well as customers and take full responsibility for the performance of the area to the mutual expectations of all parties.
• Travel as required to develop and maintain the market and service the territories.
• Other duties as required.

Knowledge & Skills• Ability to lead a team to achieve sales targets.• Ability to give effective sales presentations.• Ability to provide bids, when appropriate, and train salespeople to provide bids for Balco products Strong oral and written communication skills and ability to communicate in a professional manner at all times.• Strong interpersonal skills to build relationships with internal and external customers.• Ability to drive change and improvements in partner organizations to achieve maximum performance.• Ability to negotiate in complex, multi-party situations.• Customer focused attitude, with an entrepreneurial spirit.• Strong organizational, time-management and prioritization skills.• Proficiency with MS Office suite products (Word, Excel, Power Point) and order management software, including CRM.• Ability to travel and ensure the best practices and stewardship of the company.

Experience• Experience selling architectural building products and meeting annual sales goals; experience selling expansion joint cover or firestop products is strongly preferred.• Experience preparing and delivering compelling presentations to professional and technical audiences.• Experience managing salespeople and ensuring that annual sales goals are met.

Education• High school diploma or equivalent required.• Associate's/Bachelor's degree in Business Administration, Marketing, or similar field of study preferred.

Other Requirements• Physical- This position operates in a home office environment and must have a dedicated workspace. Additionally, this position visits customer offices and job sites. Candidates must be able to traverse and inspect all areas of jobsite in all types of weather; this may include walking, climbing, reaching, bending, crawling, or stretching.• Travel- this role travels approximately 40% of the time.• Must possess a valid driver's license and have a clean driving record.

Compensation is dependent upon experience and geographical location.

Balco, a CSW Industrials company, does not make employment decisions based on race, color, religion, national origin, sex (including pregnancy and gender identity), sexual orientation, political affiliation, disability, age, genetic information, or veteran status. We are proud to be an Equal Opportunity Employer (EOE).