The Regional Sales Manager (RSM) leads the company’s efforts to expand and maintain relationships with System Integrator Partners and Distributor customers.  RSMs have the strategic function of developing sales in a given geographic areas (or sales territory).  To build business, the RSM forge special relationships with the Company’s customers.  They establish strategic partnerships and are always seeking to build the loyalty of the customer towards the organization.  The RSM wins, maintains, and expands relationships with assigned channel Partners.  Through customers based on geography, channel, or market, the RSM is responsible for achieving sales, profitability, and Partner recruitment objectives.

The RSM represents the entire range of company products and services to assigned Partners though may focus on a specific product or solution set if focused in a Partner vertical market.

The RSM reports to the Director of Sales Americas.

• Establishes productive, professional relationships with key personnel in assigned Partner accounts.

• Coordinates the involvement of Company personnel, including support, service, and management resources, in order to meet Partner performance objectives and Partners’ expectations.

• Meets assigned targets for profitable sales volume and strategic objectives in assigned Partner accounts.

• Proactively leads a joint Partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

• Proactively assesses, clarifies, and validates Partner needs on an ongoing basis.

• Sells through Partner organizations to end users and influencers in coordination with Partner sales resources.

• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary Company and Partner personnel.

• In collaboration with Sales Support resources, leads new product promotion and adoption in Partner channel.

• Ensures Partner compliance with Partner agreements.

• Drives adoption of Company programs among assigned Partners.

  • Maintains accurate tracking of leads and opportunities utilizing the CRM.

• Proactively recruits new qualifying Partners.

• Achieves assigned sales quota in designated Partner accounts.
• Meets assigned expectations for profitability.
• Completes Partner account plans that meet company standards.
• Maintains high Partner satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

• Reports to the Director of Sales Americas.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management.
• Works closely with operations and support team representatives to ensure customer satisfaction and problem resolution.
• This position may have direct report staff assigned to support responsibilities in specific customers.

• Proficient in English communication skills, bilingualism (French, Spanish) is an asset.
• Four year 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.
• Must hold a valid driver’s license.
• Personal computer proficiency.

• This position requires extensive travel.  The employee shall hold a valid passport.
• All prospective employees must pass a background check.
• This position may require the employee to maintain a home based office.

• Base salary and Sales Incentive Plan.

An innovation leader in energy management solutions, Distech Controls provides unique building management technologies and services that optimize energy efficiency and comfort in buildings, all the while reducing operating costs.  We deliver innovative solutions for greener buildings through our passion for innovation, quality, customer satisfaction, and sustainability.  Distech Controls serves multiple market segments through its worldwide business divisions, service offices and a superior network of Authorized Partners. www.distech-controls.com

If you want to work for a fast-growing international company in the energy industry, look no further: recrutement@distech-controls.com