About RBW
RBW is a contemporary lighting design and manufacturing studio leading the industry in LED fixtures for hospitality and workplace. Our purpose is to realize the unlimited potential of lighting. Through a collaborative process of exploration, discovery and improvement with our customers and partners, we craft thoughtful light fixtures. We believe in the power of light to create atmosphere.
What Success Looks Like
As the West Regional Sales Manager you will be responsible for meeting or exceeding the bookings quota of the West territory. You will be part of a growing team of RSM’s who drive business and build RBW’s brand presence across North America. As a brand ambassador, you will educate specifiers about RBW’s products and capabilities to ensure customer success and repeat business. Your success will be measured through monthly sales activities, meeting or exceeding the territory bookings quotas, and your ability to support less experienced team members.
Key Responsibilities
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Responsible for successfully meeting or exceeding bookings quotas, and territory strategies in line with RBW’s Vision, Mission and Values and business programs
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Recruit and onboard sales rep agencies where needed both in key territories and new growth markets, leveraging industry relationships
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Support the North American Sales Director with annual budget planning and strategic recommendations
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Create a comprehensive territory business plan to drive account revenue and repeat customers as well as pursue new growth opportunities
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Plan accurate bookings forecasts based on real time market data, insights and analysis
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Lead territory sales campaigns with the marketing team in planning and executing events to build brand awareness among specifiers
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Grow bookings in each territory with presentations, product training, and events
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Establish, maintain and leverage relationships through sustained and strategic interactions
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Maintain a robust brand presence for RBW within design communities and serve as a key industry contact
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Join professional organizations and participate in key industry events
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Maintain 100% data accuracy in Netsuite CRM
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Become an RBW product expert by achieving an 80% or greater in technical skills matrix within 90 days of start date
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Work collaboratively and efficiently with the Customer Success and Inside Sales teams to achieve a high level of customer satisfaction
Skills, Knowledge and Expertise
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5-15 years of sales experience in the decorative lighting or related A&D industry, with proven track record of exceeding bookings targets
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Demonstrated experience successfully managing independent manufacturer rep agencies and driving performance through these partnerships
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Strong presentation and relationship-building skills with architects, designers and specifiers, with the ability to negotiate and establish long-term partnerships
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Ability to work independently, manage time effectively, and prioritize tasks to meet sales targets and deadlines
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Self-motivated, goal-oriented, and results-driven
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50-60% travel required throughout West US territory to visit clients, attend trade shows, and other business-related events
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Proficiency in using CRM software, Google Workspace, and other sales tools
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Demonstrated career stability with average tenure of 24+ months in last two sales roles
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Strong problem-solving skills and ability to work in a fast-paced environment
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Perform additional duties, projects, or responsibilities as assigned by management to support overall business objectives
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Strategic thinking and business acumen with ability to identify market opportunities
Preferred Qualifications
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Established relationships with A&D firms and independent rep agencies in the West US region
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Extensive experience with specification-driven sales processes in commercial and hospitality lighting
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Track record managing sales territories of $3M+ in annual bookings
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Bachelor’s degree in Business, Sales or Architectural Design related field
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Experience presenting at CEU events or lunch-and-learns to design professionals
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Previous mentorship or training experience with junior sales professionals
RBW Benefits Package
As a full-time employee you will be able to participate in our benefit package outlined below. You’ll also have access to awesome perks such as an on-site Fitness Space in our Kingston Factory, fully-stocked snacks and beverage options, great colleagues, and an open, collaborative team environment.
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Health/Dental/Vision Insurance: effective 1st of the month following hire date; low cost premium options
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Flexible Spending Account (FSA) & Health Savings Account (HSA) options
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Unlimited PTO
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Your Birthday Off
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5 Wellness days each year
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Employee Assistance Program (EAP)
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Floating holiday
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RBW Holidays: New Year's Day, Martin Luther King Day, Presidents’ Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving Day & Friday after Thanksgiving, Christmas Day, & additional Christmas Holiday (Christmas Eve, Boxing Day - varies year to year)
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Prorated 12-week paid parental leave
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Adoption Assistance
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401(k) - 3% company contribution after the first year of employment, regardless of individual contribution
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Profit-Sharing - 5-year vesting (20% a year, qualifies after the first year of employment) Provided there is a strong and profitable year, the company gifts a portion of the profits to the employees in the form of a retirement contribution
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Pre-tax Commuter Benefit program
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Life/ADD insurance policy, with an option for voluntary additional coverage
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Employer-paid short-term disability coverage
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Monthly EV credit towards electric car charging on premises at Kingston Factory
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Generous Discount on RBW products
Compensation
This position is eligible for a performance-based commission bonus equal to +20-30% of base salary
The pay range for this role is:
135,000 - 150,000 USD per year; Remote (United States)
