Regional Account Manager - Commercial Lighting
Location: Winnipeg, MB
Work arrangement: Field-based / hybrid
Position type: Full-time employment or independent sales-agent arrangement (tbd)
This is an opportunity for a strong self-starter to build a meaningful territory-not simply maintain an existing list of accounts. The successful candidate will develop new Distributor and Partner relationships, grow existing customers, open doors with electrical contractors and wholesalers, and create repeat and replenishment business throughout the region.
As the territory grows, there will be an opportunity for the role to develop into broader Western Canadian sales leadership.
What You Will Do
Develop and execute a sales plan for Manitoba, Saskatchewan and Northern Ontario consistent with the FDL Sales Strategy inflight.
Build relationships with electrical distributors, wholesalers, electrical contractors, general contractors, large box stores and other commercial-lighting buyers.
Identify and pursue new regional and multi-branch Distributor and Partner opportunities.
Grow existing FDL accounts by introducing additional product categories and developing repeat purchasing.
Reactivate dormant customers and rebuild relationships where FDL previously had sales.
Visit distributor branches, contractors, project sites and customer offices throughout the territory.
Present FDL products, pricing, technical information, samples and commercial programs.
Identify larger project and volume-order opportunities where customers can plan 45-90 days in advance.
Promote FDL's Project Direct model for larger MOQ and factory-backed orders.
Develop quotations and opportunities in collaboration with FDL Customer Service and technical teams.
Maintain a disciplined pipeline, forecast and account-development plan.
Follow up consistently on quotations, samples, meetings and open opportunities.
Provide regular market intelligence on competitors, pricing, products and customer demand.
Travel periodically to FDL's Markham headquarters for product training, planning meetings and customer-related activities.
Represent FDL professionally and build long-term customer relationships based on responsiveness, trust and results.
What We Are Looking For
Demonstrated B2B sales experience in commercial lighting, electrical products or a closely related construction-material category.
Existing knowledge of or relationships within the Manitoba, Saskatchewan or Northern Ontario electrical and construction markets.
Experience selling to electrical distributors, wholesalers, contractors or commercial project customers.
A self-directed, entrepreneurial and persistent approach to developing new business.
Ability to prospect independently, secure meetings and convert opportunities without requiring extensive day-to-day supervision.
Strong relationship-management, presentation, negotiation and follow-up skills.
Ability to understand commercial-lighting products, applications, specifications and customer requirements.
Comfortable working in a performance-driven compensation structure.
Highly organized and disciplined in maintaining customer records, account plans, opportunities, forecasts, quotations and next actions.
Experience using a CRM platform such as HubSpot, Salesforce, Pipedrive or a comparable system is preferred.
Willingness to use FDL's CRM consistently and keep all assigned accounts, opportunities and follow-up activities current is required.
Comfortable using Microsoft 365 tools, including Outlook, Teams, Excel and PowerPoint, for customer communication, virtual meetings, reporting and collaboration with the broader FDL team.
Comfortable learning and using FDL's nopCommerce-based customer and ordering portal to access product information, specifications, pricing, stock information and customer-order details.
Experience with B2B e-commerce portals, LinkedIn Sales Navigator or other digital prospecting tools would be an asset.
Valid driver's licence and ability to travel regularly throughout the territory.
Ability to travel to FDL's Markham headquarters for initial product training and periodic planning, customer and team meetings.
Formal education is welcome, but industry relationships, commercial judgement and demonstrated sales results are more important.
Independent Sales-Agent Structure
Commission-based compensation with no fixed salary.
Higher variable earning opportunity for an established industry professional who already has relevant relationships and can begin opening doors quickly.
This is an entrepreneurial role. The meaningful income opportunity will come from building substantial, profitable and repeatable sales rather than relying primarily on a high fixed salary.
Final compensation terms will reflect experience, account attribution, margins, collected sales and the structure agreed with the successful candidate.
What Success Looks Like
Success will be measured by:
qualified new opportunities and pipeline;
new Distributor, Partner and contractor accounts;
distributor branches activated;
quotations and project opportunities generated;
profitable and collected sales;
growth from existing customers;
repeat and replenishment orders; and
development of a sustainable regional monthly sales run rate.
#INDCAN
