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OEM Regional Sales Manager Job

Who are we?

We invite you to apply today to join us as We Light the Way to a Brilliant, Productive, and Connected World!

Distech Controls and Acuity Brands are transforming the Building Automation and lighting industry. We take pride in our employees, and they take pride in working with the best in the industry.  Join a team committed to lighting the way to a more brilliant, connected, and productive world.  Individually we are talented, but together we are unstoppable!

We light the way!
Distech Controls, an innovation leader in energy management solutions, provides unique building management technologies and services that optimize energy efficiency and comfort in buildings, while reducing operating costs.  We Connect people with intelligent building solutions through our passion for innovation, quality, customer satisfaction, and sustainability. The company serves multiple market segments through its worldwide business divisions, service offices a superior network of Authorized Integrators and Original Equipment-Design manufactures. Distech Controls, Inc. is a subsidiary of Acuity Brands Lighting, Inc. For more information visit www.distech-controls.com

 

What will be your role?

The Regional Sales Manager (RSM) will be responsible to lead the company’s efforts to expand and maintain relationships with Original Equipment and Design Manufactures within HVAC, Refrigeration and IoT customers. You will have the strategic function of developing sales in each geographic area (or sales territory). To build business, you will forge special relationships with the OEM/ODM as end users. You will establish strategic technology alliances and be always seeking to build the loyalty of the customer towards the organization. The RSM wins, maintains, and expands relationships with assigned existing and new OEM customers. Through customers based on geography, or market, the RSM is responsible for achieving sales, profitability, and Client recruitment objectives. You will represent the entire range of company products and services to assigned Clients though may focus on a specific product or solution set if focused in a Client applications and product needs. The RSM reports directly to the OEM Sales Director.

How you will contribute:

•Identify and develop relationships with new key OEM/ODM customers and establish productive, professional relationships with key personnel in existing Client accounts.
•Coordinates the involvement of Company personnel, including support, service, and management resources, in order to meet Client performance objectives and Clients’ expectations.
•Meets assigned targets for profitable sales volume and strategic objectives in assigned Client accounts.
•Proactively leads a joint Client business planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive Client relationship. Develops and implements the critical account planning and account management tools to achieve key performance indicators for the region.
•Proactively assesses, clarifies, and validates Client needs on an ongoing basis.
•Sells through Client organizations to end users and influencers in coordination with Client product and production teams with the goal of striving for technology alliance/partnership.
•Promotes Distech in the market, and continue growth based on specific Distech Controls OEM growth strategies
•Provide leading energy efficiency solutions that best address end-users needs, while coordinating the involvement of all necessary Company and Client personnel. This will eventually include creating opportunities to sell and market any and all appropriate Acuity products.
•In collaboration with Sales Support resources, leads new product promotion and adoption in OEM channel.
•Ensures Client compliance with Client OEM agreements.
•Drives adoption of Company programs among assigned Clients.
•Maintains accurate tracking of leads and opportunities utilizing the CRM.
•Proactively recruits and qualifies new OEM Clients, to maintain pipeline growth strategy.

 

Accountabilities and Performance Measures
•Achieves assigned sales quota in designated Client accounts.
•Meets assigned expectations for profitability.
•Completes Client account plans that meet company standards.
•Maintains high Client satisfaction ratings that meet company standards.
•Completes required training and development objectives within the assigned time frame.
•Ability to influence at all levels in an organization, from the owner, to the salesperson, to the technicians.
•The potential to assume positions of greater impact and complexity over time is required.
•A mindset that balances both strategy and innovation with direct and successful execution is critical.
•Earns a reputation for utilizing innovative approaches in complex markets, ultimately executing for revenue and market share growth.

Which candidate profile are we looking for?

•Proficient in English communication skills, bilingualism (French, Spanish) is an asset.
•Four years University or College degree from an accredited institution or equivalent.
•Minimum of 5 years of HVAC and/or Building Automation System channel
•Sales management experience in a business-to-business environment.
•Exceptional written, oral communication and presentation skills.
•Ability to multi-task and handle various priorities.
•Personal computer proficiency and excels in MS Office Applications.
•Extensive experience and capability to speak “up and down” with clients within OEM organization.
•Experienced in a company that manufactures and markets technically complex controls products through a variety of distribution channels.

 

Job Requirements and Working Conditions
•This position requires travel. The employee must hold a valid driver’s license. 
•The employee shall hold a valid passport.
•This position will require the employee to maintain a home-based office.

 

Compensation
•Base salary and Sales Incentive Plan.

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