Regional Sales Manager - East Coast

Position Summary

Balco is seeking a dynamic 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 leadership role is ideal for a sales professional who thrives in the architectural building products industry and enjoys developing teams, driving growth, and supporting complex commercial construction projects from design through installation. The ideal candidate must have experience within the commercial construction industry and a strong background partnering with architects, contractors, and specification communities to drive project success and increase market share. This candidate must be located in the Eastern Half of the USA.

The Regional Sales Manager will lead direct sales professionals and independent manufacturer representatives while supporting Balco’s portfolio of engineered architectural products, including expansion joint systems, stair nosing, entrance mats & grids, and photoluminescent egress systems. The ideal candidate combines strong sales leadership with technical expertise and a passion for building lasting customer relationships.

As a growing organization, Balco is proud to be nominated for a fourth consecutive year as a Great Place to Work Certified company, recognized as one of Forbes’ Most Successful Midsize Companies, and acknowledged as a Cigna Healthy Workforce organization.

**The total compensation for this role will be between $150,000 to $200,000 annually, inclusive of base pay and sales incentive compensation.

Responsibilities

• Drive year-over-year revenue growth and expand wallet share across assigned territories and product lines by developing strong relationships with architects, contractors, distributors, and key decision-makers within the commercial construction industry.
• Build, coach, and lead a high-performing sales organization consisting of direct sales employees and independent manufacturer representatives. Establish clear expectations, drive accountability, develop talent, and create a collaborative, performance-driven culture focused on winning together.
• Partner cross-functionally with Customer Service, Technical Services, Operations, Marketing, and senior leadership to deliver exceptional customer experience and execute strategic growth initiatives across the region.
• Leverage commercial construction industry experience to influence projects from design through installation, providing technical guidance on Balco’s engineered architectural products including expansion joint systems, stair nosing, entrance mats & grids, and photoluminescent egress systems.
• Develop and implement competitive sales strategies to increase specification rates, market share, and profitable growth through targeted engagement with architects, contractors, and distributors.
• Maintain deep knowledge of market trends, competitive products, pricing strategies, and regional construction activity to position Balco for long-term success.
• Track and analyze sales performance, pipeline activity, forecasting, and competitive intelligence using CRM tools, while providing regular business updates and strategic recommendations. Deliver impactful presentations, lead complex negotiations, and represent Balco at customer meetings, trade shows, and industry events.
• Travel throughout the region to support customers, develop teams, strengthen partnerships, and drive business growth. Travel expectations are approximately 30%. Ensure compliance with all company safety standards and OSHA 10 requirements during jobsite visits and customer interactions.
• This role may require additional duties as assigned. The statements above are intended to describe the general nature and level of work performed and are not intended to be an exhaustive list of responsibilities.

Qualifications (Knowledge & Skills)

• 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 nosing, 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).
• Other Requirements
• Office: This position works in a professional office environment, routinely uses standard office equipment, and is seated for long periods of time.
• Field: 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.
• Remote: This is 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

• 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.