Job Description
Job Overview:
Build your Career with an Industry Leader
LSI’s heritage spans almost 50 years, dating back to 1976, when the company was founded. The company employs over 2,000 people at 19 manufacturing plants in the U.S. and Canada, and we continue to grow. Headquartered in Greater Cincinnati, Ohio, LSI is a publicly held company traded on the NASDAQ Stock Exchange under the symbol LYTS. We manufacture commercial lighting solutions, advanced graphic and image solutions, digital and retail display solutions.
We are looking for a Regional Sales Manager to support our EMI Tampa team.
Position Overview:
We are seeking a proven, results-driven Regional Sales Manager to drive revenue growth across our comprehensive foodservice equipment portfolio, including custom stainless fabrication, millwork, refrigeration, digital menu boards, and fully integrated solutions. Reporting to VP of Sales, this is a true sales leadership role: approximately 50% focused on new-business development and 50% on cultivating and expanding relationships with our established dealer, consultant, and manufacturer’s rep group channels.
The ideal candidate excels in spec-driven, project-based selling within the commercial foodservice environment and has a track record of guiding complex opportunities from early design/specification through quoting, ordering, and successful delivery.
Essential Job Functions:
I. New Business Development
- Identify, pursue, and close new accounts across assigned regions, with an emphasis on national and multi-unit dealer programs.
- Build a robust qualified pipeline of project opportunities through design consultants, dealers, and end-user operators.
- Effectively position the company’s custom fabrication and integrated-solutions capabilities to win specifications early in the design process.
II. Channel & Rep Group Management
- Recruit, onboard, train, and manage manufacturer's rep groups within the territory.
- Drive accountability against rep group sales targets; conduct regular business reviews and joint sales calls.
- Serve as the day-to-day point of contact for dealer partners, ensuring program adoption and order growth.
III. Consultant & Specification Engagement
- Develop and maintain strong relationships with foodservice design consultants (FCSI and others) to secure product specifications on new projects.
- Provide technical guidance, product education, and value-engineering support during the design phase.
IV. Quote Coordination (Cross-Division)
- Gather and supply all necessary specifications, drawings, and customer requirements to the estimating team so they can produce accurate quotes — this role feeds the quoting process rather than building quotes directly.
- Coordinate across divisions when an opportunity spans multiple product lines, ensuring the customer receives one unified, consolidated quote rather than separate divisional quotes.
- Own the customer-facing relationship throughout the opportunity lifecycle, aligning divisions on scope, pricing, and timing.
V. Open Quote & Order Follow-Through
- Proactively manage and follow up on all open quotes in the system to advance them toward closure.
- Collaborate directly with customers on open orders to secure approvals and release jobs to production on schedule.
- Track lead times, change orders, and delivery commitments, partnering with project management to protect schedules and customer relationships.
VI. Quoting Systems & Pricing Methodology
- Champion the use of AutoQuotes (AQ) as the division’s standard quoting platform, supporting the ongoing transition from the legacy Blackbox system to AutoQuotes.
- Drive a more disciplined, consistent approach to foodservice quoting across divisions, helping move the organization toward a cost-based, cost-plus pricing methodology.
- Reinforce data quality and adoption within AutoQ
- uotes so quotes are accurate, comparable, and aligned with the division’s pricing standards.
VII. Forecasting & Trade Shows
- Maintain an accurate sales forecast and pipeline reporting for division leadership.
- Represent the company at industry trade shows (e.g., NAFEM) and regional events; support booth strategy and lead follow-up.
Preferred Qualifications
- Existing relationships with national dealers (e.g., TriMark and similar), design consultants, or rep groups.
- Direct experience selling custom stainless fabrication, millwork, refrigeration, or integrated kitchen/serving solutions.
- Strong familiarity with project-based selling cycles and long lead-time capital goods.
Performance Measures
- New account acquisition and total territory revenue growth.
- Rep group performance against quota.
- Specification win rate with consultants.
- Pipeline accuracy and forecast reliability.
- Quote-to-order conversion rate.
- Drawing sign-off cycle time and on-time release of orders to production.
- Quote-to-order conversion rate.
Minimum Qualifications:
- Demonstrated success closing new business and growing existing accounts.
- Working knowledge of the dealer / consultant / rep group ecosystem in foodservice.
- Comfort navigating quoting/estimating systems (AutoQuotes/AQ a plus) and disciplined CRM and pipeline follow-up across many open opportunities.
- Ability to read and interpret foodservice equipment specifications and floor plans.
- Willingness to travel extensively within the territory.
- Strong analytical and problem-solving skills with exceptional attention to detail.
- Good verbal and written communication skills with ability to work effectively across cross-functional teams and with customers.
- Proficient in Microsoft Office applications
- Ability to manage multiple priorities simultaneously.
- Self-motivated and capable of working both independently and as part of a team.
- Strong organizational and time management skills.
Education and/or Experience:
- 5+ years of B2B sales experience in commercial foodservice equipment, contract furnishings, or a closely related capital-equipment/spec-driven industry.
Physical Demands: The physical demands described here are representative of those necessary for an employee to successfully perform the essential functions of this job. Reasonable accommodation can be made to enable individuals with disabilities to perform the essential functions.
- While performing duties of this job, the employee is required to talk and hear. The position involves periods of standing, walking, and use of hands to handle or operate tools and equipment. The employee may occasionally lift/carry objects up to 25 pounds with or without assistance during inspection or material handling activities. The employee is also required to reach with hands and arms, stoop, kneel, or crouch as needed. Specific vision abilities required include close vision, distance vision, color vision, depth perception, and ability to adjust focus. Minimal travel may be required for training, inter-site support, or supplier visits.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- The primary working conditions are a combination of an office/quality lab and manufacturing floor. The employee is regularly exposed to moving mechanical parts, dust, particles from wood and metal fabrication, varying temperatures, and noise levels typical of production facilities. The noise level in the work environment is usually moderate to loud. Personal protective equipment (PPE) such as safety glasses, hearing protection, and steel-toed shoes is required in designated areas.
Benefits:
- 401(k)
- Health insurance
- Dental insurance
- Vision insurance
- Paid time off
EEOC:
LSI is committed to a diverse and inclusive workplace. LSI is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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