Western Regional Sales Manager

Job Description

Job Description

Description:

Are you a strategic sales leader who thrives on building relationships, driving growth, and developing high-performing territories? B-K Lighting is seeking a Western Regional Sales Manager to lead revenue growth and expand our presence across the Western United States.

In this role, you’ll serve as a trusted advisor, market strategist, and field leader, responsible for executing sales strategy, strengthening rep agency partnerships, and identifying new opportunities for growth. This is an ideal opportunity for someone who excels in channel sales, enjoys being in the field, and is passionate about developing people, markets, and results.

Why Join Us?

Since 1984, B-K Lighting has been a leader in high-quality, innovative outdoor lighting solutions. We specialize in precision manufacturing and sustainable design, delivering durable and efficient luminaires to customers across the country.

Join a company that values relationships, innovation, and performance, and be part of a team committed to growing market share while delivering exceptional customer experiences.

What You’ll Do:
Core Sales Leadership & Execution

• Execute regional sales strategy to achieve revenue and profit goals
• Actively manage a project-level pipeline to drive consistent sales performance
• Conduct joint sales calls with Rep Agent Partners and Specifiers
• Build and maintain strong relationships with all channel partners (Reps, Specifiers, Indirect Partners)
• Serve as the primary liaison between rep agencies and internal teams (Sales, Engineering, Marketing
• Track and execute “Did You Know?” outreach to drive proactive partner engagement
  

Rep Agency Development & Support

• Manage rep agency relationships and performance across the Western region
• Support Quarterly Business Reviews (QBRs) with top agencies by preparing insights, data, and performance analysis
• Conduct rep agency training sessions to improve product knowledge and sales effectiveness
• Lead internal and external sales-call role-practice session
• Promote key product lines and initiatives including Customs CoLAB, Poles, GBB, New Products, D2C, and high-margin offerings
  

Market Growth & Expansion

• Identify and develop new channels, verticals, and opportunities for growth
• Deliver CEU trainings and presentations as a subject matter expert
• Participate in industry events and trade shows to expand market presence
• Partner with Marketing on regional analytics, promotions, and market feedback
• Gather and share competitive and market intelligence to inform strategy
  

Strategic Leadership & Collaboration

• Collaborate with other regional leaders to align national strategy and share best practices
• Build and maintain industry association memberships and partnerships to increase visibility and influence
• Contribute to the design and execution of incentive programs (DN and Overage) to drive performance and alignment
  

Perks & Benefits:

• Base salary + performance-based incentives
• Paid Time Off (PTO) & full benefits package including Medical, Dental, and Vision insurance
• Opportunity to lead and grow a high-impact territory
• Travel throughout the Western U.S. with autonomy and flexibility
• Be part of a company that prioritizes innovation, collaboration, and long-term growth

Requirements:

What We’re Looking For:

• 5+ years of regional or territory sales management experience (lighting, construction, or manufacturing preferred)
• Proven track record of meeting or exceeding regional revenue targets
• Strong understanding of channel sales and rep agency management
• Experience with CRM systems and pipeline management tools
• Exceptional communication, presentation, and relationship-building skills
• Ability to lead CEU trainings, presentations, and sales training sessions
• Analytical and data-driven mindset for forecasting, reporting, and market analysis
• Strong collaboration skills with cross-functional teams (Sales, Engineering, Marketing)
• Self-motivated, strategic thinker with a growth mindset
• Willingness and ability to travel extensively within the Western U.S. region. Western U.S. Region (CA, OR, WA, NV, AZ, CO, ID, WY, MT, HI, AK)

This role is field-based and requires regular travel throughout the Western United States. Work includes a mix of on-site customer visits, rep agency engagement, trade shows, and remote collaboration with internal teams.