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. Various U.S. territories are available and will be assigned based on candidate location. ~40% travel requirements.

Responsibilities

•Drive year over year sales growth and meet/ 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 in coming orders, and upcoming projects.

•Provide Technical guidance and technical information either directly or through recommendations from Balco technical staff.

•Daily duties 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.

Knowledge & Skills

•Experience selling architectural building products; experience selling expansion joint cover or firestop products is strongly preferred.

•Demonstrated ability to lead a team to achieve sales targets.

•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.

•Ability to give effective sales presentations.

•Ability to train salespeople to bid Balco products, and to be able to bid Balco products personally where applicable.

•Strong organizational, time-management and prioritization skills.

•Proficiency with MS Office suite products (Word, Excel, Power Point) and order management software, including CRM.

•Must possess a valid driver’s license.

•Ability to travel and ensure the best practices and stewardship of the company.

Education

• High school diploma or equivalent required.

• Bachelor’s degree in Business Administration, Marketing, or similar field of study preferred.

Other Requirements

• This position operates in a home office environment and must have a dedicated workspace.

• Physical- 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.

Compensation is a range of $95,0000.00 to $125,000.00 plus a quarterly commission.

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).

Balco, Inc.

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Regional Sales Manager