Lumascape is currently seeking a Regional Sales Manager to represent the brand and aggressively grow sales in the Eastern United States and Canada. Individuals in this position are responsible for driving specification-based, profitable sales of Lumascape products and achieving the sales quota in the assigned territory. Customers include lighting designers, electrical engineers, architects, Lumascape Agency Partners and others involved in the specification of lighting equipment. The RSM is to have a thorough understanding of all Lumascape products, systems. services and modes of operation, and to regularly provide information and insights to the Product Management team regarding customers, markets and competitors. Participation in and assistance with product launches and trade shows, as well as support for installation, commissioning and other, post-sale activities on an “as needed” basis.
Requirements:
- Build, maintain, and grow relationships with key ‘Specifiers’ and Agency Partners in the assigned territory;
- Develop and implement sales plans for assigned territory;
- Participate in one on one, phone and in person sales meetings. ~60% travel expectation required to establish, maintain, and grow strategic relationships with agents and specifiers and end-users;
- Oversee the development and timely delivery of quotes and pricing to partners including preparation of quotations as required or coordination of quotes activity by Inside Sales staff;
- Conduct research to identify and qualify prospective clients, projects, and partners;
- Fully utilize and maintain an up-to-date summary of activities in the CRM database; sales pipeline, account profile, quotations, day-to-day customer contact activities;
- Maintain timely follow-ups on quotations, documenting wins and losses with available background information;
- Exhibit (setup/teardown) and/or attend trade shows as required;
- Strive to become the “go to” LED lighting systems guru within the assigned territory as perceived by your peers, competitors, and customers.
Competence/Skill Sets:
- Passion for selling high-end lighting solutions for new construction and major end user requirements;
- Solid knowledge of LED lighting and controls-related technologies;
- Experienced selling “solutions” vs. components;
- Demonstrated success developing, growing, and managing commercial lighting agencies;
- Experience assisting customers with the design and layout of lighting systems for commercial outdoor applications;
- Demonstrated executive level presentation skills;
- Excellent English verbal and written communication skills;
- Robust commercial business acumen;
- Ability to read and interpret plans and specifications;
- Excellent problem solving skills with the ability to drive resolution.
Knowledge & Experience:
- A four-year college degree in Engineering or Business is desired;
- A minimum of 5 years sales experience in lighting is desired. Demonstrated success working from a home office;
- Working knowledge of photometric calculation programs;
- Knowledge in use of CRM systems, cloud collaboration tools and MS suite;
Competence/Skill Sets:
- Excellent English verbal and written communication skills;
- Ability to read and interpret plans and specifications;
- Excellent problem solving skills with the ability to drive resolution.
Personal Attributes:
- Highly motivated and self-confident;
- Ability to work independently with minimal direction;
- Resourceful and proactive in identifying sales opportunities and traction in sales channels;
- Thrives on closure of the deals, and not just the chase;
- Polished, professional and engaging style;
- High level of self-confidence, maturity and integrity;
- Comfortable performing a wide range of responsibilities, from thinking broadly to executing detailed tasks;
- Ability to conceptualize, analyze, and concisely communicate benefits of emerging technologies to customers, partners and industry leaders;
- Excited about Lumascape’s business potential and technology.
About the Company:
Lumascape is a technology-driven company, focusing on outdoor commercial and architectural lighting markets. The company is strongly represented in the North American market by more than 60 agencies, and is internationally recognized as a high performance product manufacturer that can be relied upon to perform in some of the toughest environmental conditions.
For more than two decades, Lumascape has engineered and manufactured lighting equipment built to withstand the rigors of the outdoor environment. Our commitment to material technology, thermal management and build quality continues with a special focus on high tech, system-based solutions.
Contact [email protected] for any inquiries