Inside Sales Account Lead Specialist

Acuity Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light and more things to come. Through our two business segments, Acuity Brands Lighting (ABL) and Acuity Intelligent Spaces (AIS), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.

We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and an audio, video and control platform. We focus on customer outcomes and drive growth and productivity to increase market share and deliver superior returns. We look to aggressively deploy capital to grow the business and to enter attractive new verticals.

Acuity Inc. is based in Atlanta, Georgia, with operations across North America, Europe and Asia. The Company is powered by approximately 13,000 dedicated and talented associates. Visit us at www.acuityinc.com .

Work location:

• This position may be based anywhere in the United States and includes travel as part of the responsibilities.
  
  

Job Summary

Provide sales opportunities by calling on various buying influences in defined territory. Buying influences are any company, organization, group and/or person who can influence the purchase of our Products and Services. Meet sales and quote goals set by management. Partner and provide inside sales support functions for Direct Outside sales team and agencies for customers encompassing projects and quotes. Suggests alternative products and services as necessary based on knowledge of product and applications. Collaborate with matrix partners in order to meet the needs of the customer. Proactively maintains ongoing relationships with key customers in coordination with Direct Outside sales staff on a regular basis. Understands and utilizes BSF (Better, Stronger, Faster) tools and practices on a daily basis to improve key performance indicators. Continually seeks opportunities to increase revenue.

Key Responsibilities

Sales Activities (45%):

• Increase revenue by meeting sales goals set by Management for assigned territory; this will be achieved by making outbound sales calls and/or by using guidelines and policies in order to negotiate and make informed decisions regarding products, service and pricing. Salesforce, CRM tool, will drive the follow up and management of territory accounts and pipeline sales. This includes agents, distributors, contractors and enduser customers
• Drive process improvements using RCCM's (Route cause and counter measure) and Daily Management
• Initiate Request for Information (RFI) and the Request for Proposal (RFP) activities in coordination with the Direct Outside sales team and agencies
• Communicate with all project players including electrical/general contractors, distributors, agents/account managers/sales reps, and/or specifiers
• Participate in regularly scheduled meetings with internal/external customers
• Obtain basic understanding and review of business documents
• Maintain customer required documentation within Agile and Salesforce
• Collaborate with Product Marketing, Engineering (SWAT) and Services on customer needs
• Collaborate take-offs with Direct Outside Sales and addendums
• Understanding of customer requirements from formal or informal Requests for Quotes to build ABL material list, counts and customer quotes
• Conduct on-site visits occasionally with Direct Outside Sales team at key targeted customers
• Be a positive and respected representative of the company in organizations and activities which involve industry leaders. This means actively participating in groups which educated and support the growth of specified products and services
• Follow up on specified projects in coordination with the Direct Outside sales team within Salesforce to maximize sales opportunities to increase revenue- Drive process improvements using RCCM's (Route cause and counter measure) and Daily Management
• Initiate and help synchronize campaign details and collateral (special sales promos)
• Provide special reporting and coordinate medium/high level special projects to inside sales management, Direct Outside sales team, Vertical Sales Directors, and/or agents

Quoting I Pricing Process (45%)

• Create and negotiate quote pricing for customer in order to close business and increase revenue.
• This will be a collaborative process with the Direct Outside sales team, AQD and the Product team
• Create I Modify Acuity specification sheets to include in submittal packages
• Coordinate with DAS and understand simple lighting application design
• Create and facilitate Bills of Material
• Submit medium/high quotes when acting as the agent/sales rep
• Provide frontline technical support
• Enter Request for Deviations (RFD) when acting as the agent/sales rep for gaining approval from engineering and product market groups on custom products/options
• Enter and facilitate the Request for Warranty Deviations (RFWD) with legal, finance and product solutions
• Enter and facilitate the Request for Assistance (RFA) with Design Layout and Controls team for verification of lighting levels and lighting controls Bills of Material
• Quotes customer samples & accommodations
  
  

Lean Initiatives (5%)

• Use Acuity Business System (ABS) Tools for daily task management
• Use Lean principles to identify and eliminate waste to improve team's productivity
  
  

Training/Mentor (5%)

• Mentor new team members on team strategy, Acuity partners, team processes and software
• Train all team members on new or enhanced strategies, policies, processes or software
  
  

Minimum Experience

• Associate's degree or Technical Degree or equivalent 3 to 5 years Commerical lighting/Electrical distributor/General Contractor industry experience
• Excellent communication and organizational skills
• Computer skills - proficiency with Microsoft Office tools and technical amplitude to learn new software tools
• Technical amplitude to continuously learn and use lighting systems product and services knowledge
• Ability to work both independently and as a team player who can contribute to an inclusive environment
• Analytical and problem-solving skills - able to identify critical situations and use good judgment to respond in a timely manner
• Consults appropriate stakeholders before making critical decisions
• Customer-focus and assertiveness in driving actions required to create a superior service experience for the customer.
  
  

Travel Requirements

0-20%

The range for this position is $66,500.00 to $143,600.00. Placement within this range may vary, depending on the applicant’s experience and geographic location. Acuity offers generous benefits including health care, dental coverage, vision plans, 401K benefits, and commissions/incentive compensation depending on the role. For a list of our benefits, click here .

We value diversity and are an equal opportunity employer.  All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law. 

Please click here and here for more information.  

Accommodation for Applicants with Disabilities:  As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at (770) 922-9000, select option 4.  Please clearly indicate what type of accommodation you are requesting and for what requisition . 

Any unsolicited resumes sent to Acuity Inc. from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Inc. mailing address, fax machine or email address, directly to Acuity Inc. employees, or to Acuity Inc. resume database will be considered Acuity Inc. property. Acuity Inc. will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Inc. will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search.

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