Lighting Outside Sales Representative

SUMMARY We are seeking an experienced Lighting Outside Sales Representative to drive growth across our lighting manufacturers and strategic lighting accounts. This individual will serve as the company's lighting subject matter expert, building strong relationships with lighting designers, electrical engineers, distributors, contractors, and end users throughout the territory.

The ideal candidate understands lighting applications, fixture selection, controls integration, energy codes, and specification-driven selling. This person will be responsible for developing and maintaining relationships that position our organization as the preferred lighting resource in the market while supporting the broader sales team with technical expertise and project opportunities.

JOB FUNCTIONS Business Development & Relationship Management

• Develop and maintain relationships with lighting designers, architects, consulting engineers, contractors, distributors, and end users.
• Identify and develop new business opportunities to increase market share within the lighting segment.
• Serve as the primary lighting resource for customers and internal sales teams.
• Build and maintain a robust pipeline of specification and project opportunities.
• Participate in networking events, industry associations, trade shows, and customer functions.
• Conduct regular customer visits and project reviews to identify upcoming opportunities.

Sales Execution

• Meet or exceed assigned lighting sales goals and manufacturer objectives.
• Drive specifications and project opportunities from design through project completion.
• Collaborate with distributors and contractors to ensure successful project execution.
• Present lighting solutions that align with customer needs, energy requirements, budgets, and design objectives.
• Coordinate manufacturer visits and support factory personnel during territory visits.
• Track project opportunities and customer activity within CRM.
• Provide accurate sales forecasts and market intelligence.

Technical Expertise & Market Leadership

• Act as the lighting expert for the organization and its customers.
• Conduct product presentations, lunch-and-learns, and continuing education sessions for specifiers and contractors.
• Stay current on lighting technologies, controls, energy codes, rebate programs, and industry trends.
• Assist customers with fixture selection, lighting applications, photometric concepts, and controls integration.
• Support the broader outside sales team by identifying lighting opportunities within existing accounts.
• Gather and communicate market feedback to manufacturer partners.

Team Collaboration

• Partner closely with outside sales representatives to uncover and develop lighting opportunities.
• Provide technical support and product recommendations for customer projects.
• Participate in sales meetings, manufacturer trainings, and strategic planning sessions.
• Contribute to annual territory and manufacturer business plans.

KNOWLEDGE / SKILLS

• Strong understanding of commercial and industrial lighting products and applications.
• Knowledge of lighting controls, energy codes, and specification sales processes.
• Ability to build credibility with lighting designers, engineers, architects, contractors, and distributors.
• Excellent presentation and public speaking skills.
• Strong organizational and time management abilities.
• Proficiency with CRM systems and Microsoft Office Suite.
• Ability to manage multiple projects and opportunities simultaneously.
• Self-motivated, driven, and relationship-oriented.

QUALIFICATIONS

• 5 years of experience in lighting sales, lighting specification sales, lighting distribution, or manufacturer representative sales.
• Established relationships within the lighting design, engineering, contractor, and distributor community preferred.
• Demonstrated success selling lighting solutions and managing project opportunities.
• Knowledge of commercial lighting, controls, and specification-driven sales.
• Bachelor's degree preferred or equivalent industry experience.

PERSONAL ATTRIBUTES

• Builds and sustains long-term relationships.
• Acts with integrity and professionalism.
• Passionate about lighting and customer success.
• Takes initiative and ownership of results.
• Highly collaborative and team-oriented.
• Strong communicator with the ability to educate and influence others.
• Possesses a sense of urgency and commitment to excellence.

PHYSICAL REQUIREMENTS

• Ability to travel throughout assigned territory.
• Prolonged periods of driving, standing, and presenting.
• Occasional lifting of product samples and demonstration materials up to 20 pounds.