At LEDucation 2026, I sat down with Tom Lillie, former sales executive at WAC Lighting, to reflect on his career in the lighting industry and what comes next.

Building Teams and Growing a Business

During his time at WAC, Lillie led the commercial side of the business and helped scale the organization significantly.

He shared that when he started, he managed just one regional sales manager. By the time he left, that number had grown to eight, alongside an extensive network of over 100 independent rep agencies.

For Lillie, success always came back to people. He emphasized that strong teams are the foundation of any organization and credited much of his career success to those he mentored and worked alongside.

A Focus on Mentorship

Lillie said one of his primary goals as a leader was to help others grow and succeed.

He pointed to several individuals he mentored who have since gone on to become industry leaders, including a vice president at a major lighting company, a national sales manager, and a successful entrepreneur.

He believes a true measure of leadership is the ability to elevate others and prepare them for the next stage of their careers.

Managing Complexity in Sales

With responsibility for North America, international, and eventually South American sales, Lillie managed a highly complex organization.

He described sales leadership as a strategic exercise, matching the right people to the right roles and building systems that allow teams and partners to succeed. His experience included working closely with a large network of rep agencies and coordinating efforts across multiple regions.

Over time, the travel demands alone became significant, with Lillie spending nearly 46 to 48 weeks per year on the road.

Taking a Step Back

After years of rapid growth and constant travel, Lillie made the decision to step away and reassess.

He described the move as an opportunity to “reset” and rethink what he wants the next chapter of his career to look like. While he is not rushing into a new role, he remains focused on finding the right fit where he can continue to make an impact.

A Market on the Rebound

Looking at the current state of the lighting industry, Lillie sees positive momentum.

He noted that commercial projects are beginning to open back up and that innovation across both decorative and architectural lighting is stronger than it has been in years. Design trends continue to evolve, with new ideas emerging rather than repetition across the market.

The Critical Role of Lighting Designers

Lillie emphasized the importance of lighting designers within the industry.

He described them as a key part of the ecosystem, responsible for selecting the right products and ensuring that lighting solutions align with the needs of each project. Their ability to translate design intent into real-world applications makes them essential to the success of any project.

Overcoming Challenges

Throughout his career, Lillie has faced significant challenges, including leading a company through bankruptcy and rebuilding it from the ground up.

He recalled taking over a struggling organization with limited inventory and resources, then working with his team to restore operations, win design awards, and reestablish the company’s position in the market within a short period of time.

He also pointed to the COVID-19 pandemic as another major challenge, requiring new ways of communicating, selling, and staying connected in an industry built on relationships.

Lessons from the Journey

Reflecting on his career, Lillie shared a guiding philosophy inspired by an African proverb.

Each day presents a new challenge, whether you are leading or competing, and success requires continuous effort and adaptability. For Lillie, that mindset has shaped his approach to leadership, sales, and personal growth.

Looking Ahead

As he considers his next move, Lillie remains focused on what has defined his career: people, performance, and purpose.

With decades of experience and a track record of building teams and driving growth, he is well-positioned for whatever comes next.

Go Deeper

NLS Lighting Joins Schréder to Accelerate Growth and Expand Market Reach at LEDucation 2026