Regional Sales Manager

Valmont Industries, Inc. • Omaha, ND

5d • Hybrid

About The Position

This individual contributor role leads and manages Valmont’s independent sales representative (agent) network for the composite/fiberglass lighting pole product line across the Central and Western United States. Key market segments include Commercial/Industrial, Municipal, DOT, and Utility Lighting. This role is accountable for delivering profitable revenue growth by developing and executing regional strategies, optimizing sales channel performance, and expanding relationships with key customers and influencers. The Regional Manager partners cross-functionally to align product, pricing, and go-to-market strategies while serving as the voice of the customer within the organization. Acting as the business leader for the territory, this position drives market positioning, channel effectiveness, and long-term growth initiatives. This position’s primary location must be within the Central or Western U.S.

Requirements

• Bachelor’s degree preferred with 6+ years of experience in sales or sales management with increasing territory/account responsibility; or Associate’s degree with 8+ years of relevant experience; or 10+ years of relevant experience
• Proven experience managing independent sales representatives (agent networks)
• Demonstrated success developing and executing territory and account growth strategies
• Experience in value-based selling and specification-driven sales environments
• Strong leadership, communication, and cross-functional collaboration skills
• Demonstrated ability to manage complex negotiations and drive favorable business outcomes
• Strong business acumen with the ability to balance customer needs and company objectives
• Excellent written and verbal communication skills, including the ability to present to diverse audiences
• Ability to manage multiple priorities and operate effectively in a fast-paced, dynamic environment
• High level of professionalism, integrity, and accountability for results
• Ability to travel up to 50% domestically and maintain a valid U.S. driver’s license

Nice To Haves

• 10+ years of sales or sales management experience
• Strong understanding of the lighting market, specification process, and channels of distribution
• Established relationships within Commercial/Industrial, Municipal, Utility Lighting, and DOT segments
• Experience working with contractors, engineers, specifiers, landscape architects, and other key influencers
• Background in infrastructure-related or specification-driven product categories
• Demonstrated success growing market share through independent sales representative (agent) channels

Responsibilities

• Travel domestically within the assigned territory up to 50%
• Consistently achieve or exceed revenue and profitability targets
• Develop and execute comprehensive territory and account strategies across all target segments
• Lead, manage, and optimize the independent sales representative network to ensure strong market coverage and performance
• Coach and develop sales representatives to improve pipeline management, conversion rates, and overall effectiveness
• Evaluate and realign sales representative coverage as needed to maximize market potential
• Deliver accurate forecasting, pipeline visibility, and actionable market intelligence
• Build and maintain strong relationships with key customers, specifiers, and decision-makers
• Drive specification activity, bid participation, and project conversion across targeted markets
• Partner with internal teams (product management, operations, pricing) to align on customer needs and business objectives
• Provide structured market and customer feedback to influence product development and continuous improvement
• Support new product introductions and accelerate adoption across the sales channel
• Represent the company at sales meetings, customer engagements, and industry events
• Serve as the primary commercial leader and point of contact for key accounts within the region
• Drive new business development while strengthening and expanding existing relationships
• Own territory forecasting, pricing strategy, and quote execution to ensure competitiveness and margin discipline
• Lead opportunity and proposal development, including customer segmentation, stakeholder mapping, and win strategy
• Manage all aspects of the independent sales representative relationship, including goal setting, performance management, and strategic alignment
• Resolve conflicts across customers, representatives, and internal stakeholders with a solutions-oriented approach
• Identify and execute cross-selling opportunities across the broader product portfolio
• Coordinate and deliver training initiatives for sales representatives in partnership with internal teams
• Conduct pre-bid and post-bid analysis to improve win rates and inform future strategy
• Develop and maintain quarterly territory and account plans; monitor performance and adjust strategies accordingly
• Leverage CRM and sales analytics tools to track pipeline health, improve forecast accuracy, and enable data-driven decisions

Benefits

• Healthcare (medical, prescription drugs, dental and vision)
• 401k retirement plan with company match
• Paid time off
• Employer paid life insurance
• Employer paid short-term and long-term disability including maternity leave
• Work Life Support
• Tuition Reimbursement up to $5,250 per year
• Voluntary programs like tobacco cessation, Type 2 diabetes reversal, one-on-one health coaching, mortgage services and more

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree