SUMMARY
Leverages solution sales experience and lighting industry or similar technology background to drive revenue opportunities by identifying, penetrating, and developing relationships at multiple tiers within key account prospects and customers. Creates account plans and strategies with associated objectives and activities that are aligned with the Company’s mission and objectives. Builds partnership relationship with key accounts and collaborative relationships internally to design, implement, manage, and execute the highest quality custom configured lighting solutions.
SUPERVISION
Reports to Vice President, Sales
ESSENTIAL FUNCTIONS (Illustrative Only)
Management reserves the right to add, modify, change, or rescind the work assignments of different positions.
- Executes Company’s sales plan in support of company goals and objectives; influences, and motivates buyers and decision makers through pre-sales and/or post-sales consulting activities including, prospecting, approaching, presenting, closing, and follow-up to achieve significant purchase decisions
- Identify and build relationships with key account prospects or maintain relationships with existing Key Accounts within specific industry vertical (e.g. Retail, Hospitality):
- Identify new sales opportunities to achieve sales expansion through a variety of prospecting activities including: networking, prospecting, conducting on-site sales calls, cold calling
- Follow up on sales leads received by the Company
- Convert prospects into sales by differentiating from the competition
- Assess customer plans and requirements on an ongoing basis from a technical, business, tactical and strategic perspective
- Resource internal technical and project management assistance to build workable solutions
- Communicate special customization requests to the product division
- Negotiate pricing and terms
- Close new business with total revenue meeting or exceeding individual quota
- Share knowledge of competitor and market-related products, services and opportunities
- Provide timely and detailed information on market needs, buying trends and competitive information
- Develop positive relationships with key business and industry leaders, partners, vendors, etc., while participating in trade shows, conferences, meetings, and any other community-based activities
- Effectively represents the Company in contacts with various business, professional, and industry organizations
- Manage opportunities and sales cycle via CRM
- Performs other duties as assigned
QUALIFICATIONS
Knowledge of:
- Administrative principles and practices, including goal setting, program development, implementation, and evaluation, contract administration, and general principles of risk management related to sales functions
- Organizational and management practices as applied to the analysis and evaluation of projects, programs, policies, procedures, and operational needs
- Principles and practices of successful sales strategies and relationship management
- Methods and techniques for the development and delivery of presentations, contract negotiations, business correspondence, and information distribution; research and reporting methods, techniques, and procedures
- LEDs, lighting terminology, photometry and applications
- Modern office practices, methods, and computer equipment and applications related to the work
Ability to:
- Develop and implement strategic initiatives, goals, objectives, policies, procedures, work standards, and internal controls to achieve targets.
- Create and manage a pipeline of prospects to execute on sales strategy
- Stay current on market intelligence, trends, industry news and economic activity; understand and translate its implications on our company and evolving customer business needs
- Obtain a complete technical understanding of and ability to articulate and demonstrate our company’s products and value proposition; link them to customer’s business and challenges
- Understand customer’s buying and decision making process and influence key decision makers
- Provide leadership and direction for the Company
- Interpret, apply, explain, and ensure compliance with applicable Company policies and procedures
- Plan, organize, direct, and coordinate the work of professional and technical team members
- Conduct effective negotiations and effectively represent the Company and the area in meetings with customers, contractors, vendors, and various businesses, professional, and industry organizations
- Organize and prioritize a variety of opportunities in an effective and timely manner; organize own work, set priorities, and meet critical time deadlines
- Possess a thorough understanding of LED lighting products and communicate effectively with industry professionals
- Detail current activities with activity log within CRM
- Strong written and verbal communication skills with the ability to effectively present to various hierarchies of the organization
- Use tact, initiative, prudence, and independent judgment within general policy, procedural, and legal guidelines
- Establish, maintain, and promote collaborative working relationships with those contacted in the course of work
- Work autonomously on a daily basis with nominal oversight
- Set up a home office, requiring a private area (with door) for an office with access to high speed internet – based on location
- Travel to domestic locations as needed
- Experience selling a solution not just a product
Education and Experience:
- Bachelor’s degree in Business Administration or a related field or equivalent combination of experience and training
- Minimum of 5+ years of strategic and tactical sales experience including planning, designing, and implementing a consumer product sales program or equivalent combination of experience and training are typically required
- Consistent experience prospecting own leads
- Demonstrated success in managing a pipeline – adding to pipeline AND closing deals
- Previous track record of success to include overachievement of quota, top performer, history of initial seeding of accounts, and closing significantly large deals
- Creative and resourceful in order to develop custom, configured solutions that meet customers’ stated or implied needs
Key Characteristics:
- Hunter
- Cold calling, lead generation
- Presentation skills
- Ability to penetrate into highest levels of large orgs (C-level contacts)
- Ability to build relationships at all levels of prospect/customer organizations
- Visionary in terms of lighting solutions
- Ability to close
- Long-term projects/opportunities
- Manage all stages of the sales cycle
- Networking within industry, across customer industries (retail, hospitality, design-build)
- Retail industry (display) experience
If you are interested in this opportunity, please send us your most updated resume to [email protected]