Regional Sales Manager

About the Company

Balco, part of the Engineered Building Solutions segment at CSW Industrials, specializes in manufacturing custom architectural components and innovative firestopping and smoke-rated products aimed at protecting people. Their product range emphasizes both safety and code compliance, appealing to architects, engineers, and contractors. Notable brands under the company include Balco, Greco Architectural Metal Products, and Smoke Guard.

Position Overview

The Regional Sales Manager will lead and expand sales of Balco's architectural product lines throughout the western United States. This leadership role requires a sales professional with expertise in architectural building products, team-building capabilities, and the ability to influence multi-faceted construction projects from design through to installation.

Key Responsibilities

• Achieve or exceed yearly revenue targets across designated territories and product categories.
• Build, mentor, and lead a high-performing sales team, including direct sales staff and independent manufacturer representatives, establishing clear objectives and accountability.
• Offer technical support and guidance by assessing project specifics and recommending appropriate products like expansion joint systems, stair nosings, and photoluminescent egress markings.
• Devise and execute strategies to enhance Balco product specifications and market share through targeted initiatives with architects, contractors, and distributors.
• Maintain thorough knowledge of competitor products, pricing, and market trends to secure project specifications.
• Monitor sales results and market activities using CRM tools, providing regular performance reports.
• Deliver persuasive sales and product presentations to architects, contractors, trade organizations, and other stakeholders.
• Lead and support complex sales negotiations to obtain profitable, strategic deals.
• Collaborate with Customer Service, Technical Services, and leadership to ensure excellent customer satisfaction and execution.
• Set clear performance expectations, monitor outcomes, coach team members, and recognize successes.
• Expand and nurture relationships with existing customers, contractors, distributors, architects, and other key influencers.
• Ensure adherence to all safety standards, including OSHA 10 requirements during jobsite visits.
• Travel approximately 30% to meet clients, colleagues, attend trade shows, and industry events.

Qualifications

• Practical experience with expansion joint systems, stair nosings, photoluminescent egress, or related specialty architectural products is highly preferred.
• Proven success in building and leading sales teams to consistently surpass ambitious growth goals in competitive environments.
• Strong executive presence complemented by excellent verbal and written communication abilities.
• Highly skilled in relationship building and influencer engagement with multiple stakeholders.
• Strategic, entrepreneurial mindset with a customer-focused approach.
• Expert negotiation skills suited for managing complex sales involving multiple parties.
• Confident presenter capable of delivering impactful technical and sales presentations.
• Proficiency with Microsoft Office suite and CRM/order management platforms, including Salesforce.
• Ability to communicate effectively both orally and in writing.
• Strong time management skills to deliver quality work punctually.
• Collaborative team player able to work independently and provide effective leadership encompassing performance management and feedback.
• Valid U.S. driver’s license and clean driving record required; a Motor Vehicle Record (MVR) and proof of insurance will be necessary during pre-employment checks.

Educational Requirements

• Minimum of a high school diploma is required.
• Bachelor’s degree in Business, Marketing, or related field is preferred.

Experience Requirements

• Minimum 5 years of progressive sales experience, including at least 2 years in a leadership capacity.

Work Environment and Physical Requirements

• Work is remote but requires a dedicated workspace for professional activities including private conversations.
• Periodic visits to construction sites are necessary, requiring use of PPE such as hard hats, eye/face protection, hearing protection, and steel-toed shoes.
• Must be physically capable of occasional reaching, bending, kneeling, crouching, and safely lifting up to 40 pounds.

Additional Conditions

• Employment contingent upon successful background check and drug screening.
• Must have finger dexterity and be capable of performing tasks requiring hand use.

Compensation and Benefits

• Annual performance bonus program.
• 401(k) plan with $1-to-$1 match up to 6%.
• Employee Stock Ownership Plan (ESOP).
• Comprehensive health, dental, vision, disability, and life insurance coverage.
• Flexible spending and health savings accounts.
• Paid time off and parental leave.
• Employee assistance program and tuition reimbursement.

Equal Employment Opportunity

Balco, a CSW Industrials company, is committed to equal opportunity employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, political beliefs, disability, age, veteran status, or any other protected characteristic.