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Role Description

Balco is seeking a dynamic, motivated, and results-driven Regional Sales Manager to lead and grow sales of our architectural product lines across the Eastern Half of the United States. This is a high-impact leadership role for a sales professional who thrives in the architectural building products space and is energized by building teams, driving growth, and influencing complex construction projects from design through installation.

The RSM will lead a network of direct sales professionals and independent manufacturer representatives while serving as a key market ambassador for Balco’s portfolio of architectural engineered products for the construction industry. Categories include:

• Expansion joint systems
• Stair nosings
• Entrance mats & grids
• Photoluminescent egress systems

The ideal candidate combines strong sales leadership with technical acumen to guide product selection based on project-specific conditions, ensuring Balco solutions are specified and installed successfully in competitive bid environments. This role combines strategic leadership, hands-on selling and technical support, and rigorous performance management to deliver profitable growth and exceptional customer experiences.

The salary range for this role is $150,000 to $180,000 annually, inclusive of base pay and sales incentive compensation.

Responsibilities

• Drive year-over-year revenue growth to meet or exceed sales budgets across assigned territories and product lines.
• Build, coach, and lead a high-performing sales organization consisting of direct sales employees and independent manufacturer representatives, setting clear goals and driving accountability across both groups.
• Provide technical guidance and support to sales team members and customers, including analyzing project conditions, recommending appropriate Balco products, and assisting with submittals and specifications.
• Develop and implement competitive strategies to increase Balco specification rates and market share, including targeted initiatives with architects, contractors, and distributors.
• Maintain deep knowledge of the competitive landscape, including products, pricing, and market dynamics, to win specification and project opportunities.
• Track and report on sales performance, market trends, and competitive activities using CRM tools; prepare weekly, monthly, and quarterly reports.
• Deliver sales and product knowledge presentations to architects, contractors, trade groups, and other stakeholders.
• Lead and support complex negotiations to secure profitable, strategic opportunities.
• Partner closely with Customer Service, Technical Services, and internal leadership to ensure outstanding execution and customer satisfaction.
• Establish clear expectations, regularly track, and review performance metrics, proactively address gaps through coaching and development plans, and recognize/reward wins and best practices.
• Expand and strengthen relationships with existing customers, contractors, distributors, architects, design engineers, and other key influencers across the full sales territory.
• Ensure compliance with all safety requirements, including OSHA 10 standards for jobsite visits.
• Travel to meet customers, prospects, sales team members, attend trade shows, and other industry events. Travel expectations ~30%.
• This role may require other job duties to be performed.

Qualifications

• High school diploma required, bachelor's degree in business, marketing, or related field preferred.
• Deep technical knowledge and proven success selling architectural building products to architects, contractors, and distributors with the ability to interpret project drawings, conditions, and specifications to recommend optimal solutions.
• Hands-on experience with expansion joint systems, stair nosings, photoluminescent egress, or similar specialty products strongly preferred.
• Demonstrated track record of building and leading sales teams to consistently meet or exceed aggressive growth targets in competitive markets.
• Strong executive presence with excellent verbal and written communication skills.
• Highly relationship-driven with the ability to influence across multiple stakeholders and decision-makers.
• Strategic thinker with an entrepreneurial mindset and a strong customer-first approach.
• Skilled negotiator comfortable managing complex, multi-party sales scenarios.
• Confident presenter capable of delivering impactful sales and technical presentations.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM/order management systems, including Salesforce.
• Valid U.S. driver’s license with a clean driving record (MVR and proof of insurance required).

Requirements

• This position works in a professional office environment, routinely uses standard office equipment, and is seated for long periods of time.
• This role will also be required to visit construction sites from time to time in all types of weather conditions, navigate uneven surfaces, reach, bend, kneel, lift 40 pounds, and stand for extended periods.
• This is a remote role. Remote employees are required to have a dedicated workspace where they can conduct business and have private conversations. Employees are expected to be available to perform the essential functions of their jobs whenever they are scheduled to work.
• Candidates who receive an offer of employment must successfully pass a background check and drug screen.

Benefits

• Competitive base salary plus commissions and performance bonuses.
• Comprehensive health, dental, vision, and life insurance.
• 401(k) with company match.
• Paid time off, including holidays and vacation.
• Employee Stock Ownership Plan (ESOP) for long-term wealth building.