Job Summary :
The Director of Sales position is accountable for the achievement of regional volume objectives, forecast accuracy, promotional execution, new distribution targets, new item speed to shelf, and retail execution. The Dir. of Sales position is responsible for delivering creative, fact-based solutions and thought leadership. Working in local markets with both local Rep teams and establish and maintain customer relationships with assigned key customers. Responsible for proactively managing, monitoring, evaluating, and holding the accountability for the overall business plan to meet all volume, profit and share objectives within the Region and Key Accounts. New Business Development of unsold retailers and closing whitespace gaps is a key function of the Director of Sales.
PLEASE NO AGENCIES-
Must have LIGHTING Experience/Residential or Commercial. This is a non-negotiable.
Essential Job Functions :
- Develop and execute a business plan and strategies to maintain existing customers, attract new customers, and increase sales volume and profitability.
- Cultivate strong business relationships within the target market, identifying sales and product development opportunities.
- Lead meetings and sales presentations with the key decision-making executives. Close deals and manage contract negotiations.
- Provide tailored product knowledge of all manufactured products in order to provide the best purchasing options for customers, acting as the SME for all inquiries.
- Manage SLAs and customer service strategies.
- Create and execute plans to increase penetration within existing accounts using cross-selling opportunities.
- Prepare sales reports and forecasts for the leadership team.
- Stay current and research competitor products, the technology landscape, regional trends, compliance laws, and other relevant market data.
- Achievement of sales objectives and specific volume goals through both direct and rep team management, successful execution of account plans and brand strategies. You will be responsible for strategic account management, collaboration across functional teams and forecasting and planning for regional accounts. Demonstrated ability to successfully manage multiple objectives.
- Have in-depth knowledge of our partners - Know your customers, stores, reps, and distributors, and how they define success and how we partner with them.
- Leverage sales data, market trends, partner feedback - Identify problems before they are problems and identify opportunities before our competition. Leverages analytical resources to optimize distribution, monitor/manage optimal SKU/pricing strategies, and trade spend. Must have a solid understanding of customer-focused and fact-based selling.
- Takes initiative to understand overall category and competitive trends and explores and pursues new and innovative opportunities for sales and brand growth in untapped markets, retailers, or new segments of business to present Bulbrite programs and secure new placements within existing as well as new customers.
- Actively participate in trade shows and major sales events.
- Maintains effective oral and written business communication and ongoing cross-functional interaction with Reps, Sales Team, Finance, Supply Chain, Customer Service, and Product Marketing partners.
- Motivated, adaptable, team oriented, self-driven, collaborative with an entrepreneurial drive and the desire to “build a business”.
- Ability to work independently within a large market and multitask and be comfortable in a fast-paced, growing company with the ability to adapt to change quickly.
Qualifications:
- Background in regional or specification sales within a relative industry, specializing in lighting.
- Must be a "Hunter"! DTC Experience preferred.
- 5+ years of experience in outside sales, with proven ability to create buy-in through promoting quality value.
- Established relationships with lighting showrooms, distributors, retail companies, a must.
- Strong relationship-building skills at all levels, with outstanding professionalism and commitment to customer experience.
- Proven track record of meeting sales quotas.
- Visionary and forward-thinking mindset to create new sales strategies.
- Detail-oriented and goal-focused with excellent time management skills.
- Proven interpersonal skills and the ability to build rapport with customers and coworkers.
- Self-motivated, reliable, and able to communicate effectively with the sales team and coworkers.
- Ability to work under pressure and meet sales targets.
- Quick learner with an ambitious work ethic with a passion to succeed in the lighting industry.