Eastern Regional Sales Manager

Position Description

At a Glance

Legrand has an exciting opportunity for a Eastern Regional Sales Manager to join the Lighting Sector Focal Point Team. This is a remote position reporting to Chicago, IL. Focal Point LLC is seeking for an Eastern Regional Sales Manager to promote brand preference for Focal Point, LLC products. Collaborating with the Vice President of Sales, this person will be responsible for developing and maintaining key specifiers, customer relationships and connectivity, while growing market share in critical market segments in New York City and the North-East Market.

The Eastern Regional Sales Manager is responsible for leading the sales development in the north-east region of North America. within the lighting design community in this market. The successful candidate will be responsible for maximizing sales volumes and will work along with sales representatives and specifiers in the stated region.

We are seeking a talented, energetic, and passionate individual with a proven track record of success in the lighting industry, and a high degree of integrity. This role will be based in New York City and work collaboratively with our very successful team in Chicago.  This person must have the desire to make a real difference in the industry.

What Will You Do?

• 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

Required Skills

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. 

Competencies:

• Must possess strong leadership, relationship-building, and relationship management skills.
• Must have outstanding oral, written and verbal communication/presentation skills, as well as strong negotiation skills and closing techniques.
• Must possess strong business acumen.
• Planning and Pipeline management.
• CRM Savvy.
• Adaptive Thinking.

Company Info

About Legrand

Representing more than 150 years of innovation, Legrand is the global specialist in electrical and digital building infrastructures. Our purpose is improving lives by transforming the spaces where people live, work and meet with electrical and digital infrastructures and connected solutions that are simple, innovative and sustainable. Every day, over 39,000 Legrand employees work hard to enhance the buildings of tomorrow. Legrand is a global, publicly traded company listed on the Euronext (Legrand SA EPA: LR) with revenue of €7 billion, and products sold in 180 countries. For more information, visit www.legrandgroup.com/en

About Legrand North and Central America

Legrand North and Central America (LNCA) employs over 6,500 associates in 50 locations, working across six divisions/sector: Audio Visual, Building Controls Systems, Data Power and Controls, Electrical Wiring Systems, and Lighting.  We hold a leading position in every North American market we serve and focus on exceeding our customers’ needs within the commercial, residential, and industrial industries. LNCA offers comprehensive medical, dental and vision coverage, as well as distinctive benefits like a high employer 401K match, above-benchmark paid maternity and parental leave, paid time off to volunteer, and an active/growing Employee Resource Group network.  LNCA is an employee-centered, growing company with tremendous opportunity.  For more information, visit legrand.us

About Legrand’s Lighting Sector

Legrand’s Lighting Sector consists of five lighting brands; Pinnacle, Finelite, Focal Point, and OCL which focus on architectural, decorative, and downlighting and Kenall which focuses on lighting for demanding environments.  We employ a talented group of employees that love lighting to design and manufacture high performance, energy efficient LED lighting solutions for applications in commercial, educational, healthcare, as well as challenging environments such as tunnels and correctional facilities.  With an eye toward sustainable design, our focus is on specification-oriented products and solutions that meet the functional needs of spaces while working in harmony with the designer’s vision for those spaces. We work with architects, engineers, and contractors to supply lighting built specifically for their client’s projects.   

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