The Regional Sales Manager is a high-impact field leadership role responsible for driving profitable
revenue growth within an assigned territory. This is fundamentally a direct business development
role: you are expected to build your pipeline through your own outreach and relationship
development — with electrical distributors, electrical contractors, lighting specifiers, and end users
— not simply manage an existing rep agency network.
Rep agencies are one channel within your toolkit. You will recruit, develop, and hold them
accountable for performance — but you will also carry your own direct relationships and project
pipeline. The right candidate knows how to open doors independently, close opportunities, and
build Aleo’s presence in markets where we are not yet a known name.
This role reports to the VP of Sales & Marketing and operates with significant autonomy in the field,
supported by Aleo’s inside sales, technical support, and marketing teams.
Responsibilities
Proactively develop new business through direct outreach to electrical distributors, electrical
contractors, lighting specifiers, ESCOs, and commercial end users — independent of rep
agency activity
• Build and own a personal pipeline of project opportunities within the region; track, advance,
and close opportunities through the full sales cycle
• Establish and maintain direct working relationships with key distributors in the region,
including joint account calls, line reviews, and inventory planning
• Cultivate direct relationships with electrical and general contractors who specify or purchase
lighting product
• Identify underserved markets, untapped accounts, and competitive displacement
opportunities; develop and execute a strategy to penetrate them
• Deliver compelling sales presentations, value propositions, and product demonstrations to
decision-makers across all channel levels
• Comfortable with cold calling and developing business in markets where Aleo may not yet
have brand recognition
- Recruit, onboard, and manage the performance of independent manufacturer’s rep agencies
within the region as a supplementary sales channel
• Train, motivate, and support rep agencies on Aleo’s full product line, controls platform, and
sales approach
• Evaluate rep performance and make recommendations for agency changes (additions,
transitions, or terminations) in partnership with VP of Sales
• Participate in the development of annual agency sales goals and territory performance
agreements (TPAs)
• Communicate and enforce company pricing policies, programs, and standards in the field
Utilize CRM software to log all account activity, leads, opportunities, and pipeline updates
consistently
• Manage the opportunity pipeline and open quotations within the region
• Provide quarterly sales forecasts including product category and item-level forecasts to
support inventory and purchasing planning
• Submit trip reports following each territory visit
• Collect and report competitive intelligence including pricing trends, product activity, and
customer feedback
• Prepare and present a formal regional performance report to leadership semi-annually
Support marketing initiatives including product launches, sales training events, trade shows,
and customer demonstrations
• Provide input on product improvements, new product development, and process
enhancements based on field insights
• Collaborate with inside sales, technical support, and marketing to deliver a seamless
customer experience
Qualifications
- Minimum 2–3 years of sales experience in the commercial lighting, electrical, or adjacent
construction industry
• Demonstrated track record of opening new accounts and growing revenue through direct
outreach — not solely through rep or distribution relationships
• Established direct relationships with electrical distributors and/or electrical contractors in the
commercial market
• Comfortable with cold calling and developing business in markets where Aleo may not yet
have brand recognition
• Strong presentation and communication skills — written, verbal, and visual
• Self-starter with high personal accountability, a hunter mentality, and a drive to win
• Proficient in CRM tools (Salesforce, HubSpot, or similar) and standard business software
- Willing and able to travel up to 75% within the assigned region
