Focal Point, LLC is seeking a Specification Sales Representative to promote brand preference for Focal Point, LLC products. Collaborating with the AVP of Sales, the representative will be responsible for developing and maintaining key specifiers, customer relationships and connectivity, while growing market share in critical market segments in New York City and the North-East Market.
The Specification Sales Representative is responsible for leading the sales development in the north-east region of North America within the lighting design community in this market. The successful candidate will be responsible for maximizing sales volumes and will work along with sales representatives and specifiers in the stated region.
We are seeking a talented, energetic, and passionate individual with a proven track record of success in the lighting industry, and a high degree of integrity. This role will be based in New York City and work collaboratively with our very successful team in Chicago. This person must have the desire to make a real difference in the industry.
Role & Responsibilities: •The sales territory includes the North-East Coast Region of North America with a focus in the New York City area •Responsible for product specifications through the development of relationships with specifiers and sales representatives •Understand lighting industry, product and market trends •Create and maintain strong relationships with all relevant parties, companies, institutions, and people, paying attention to market needs •Fully understand and confidently navigate the complexity of the New York City sales network •Grow profitable sales in the North-East Region. Achieve annual and quarterly deployment targets •Identify and generate new opportunities and build the Focal Point, LLC brand •Responsible for launching all new products into the market: confidently and knowledgeably present new products, highlighting their features and benefits •Technical understanding of Lighting Fixtures and product application: answer customer requests regarding products, budgetary pricing, and technical modifications •Understand market pricing and competitive landscape •Integrate Market Sales strategy with Focal Point Sales strategy •Responsible for achieving the customer and territory forecast •Build strong internal relationships with engineering, customer service, purchasing, finance, Marketing and other key members of the organization •Determine customer product needs while in the field and aligning those needs with existing products and new products under development •Target and contact key Architects, Lighting designers, specifiers and develop positive relationships to secure specifications and sales of our integrated lighting solutions •Regularly report on key accomplishments and monitor key metrics to identify areas for improvement •Maintain customer and prospect data including contacts, status on outstanding commitments, meeting notes, etc. Weekly reporting to leadership at Focal Point for automated marketing and future CRM implementation •Responsible for agent training on all new products, as well as ongoing support with presenting and selling products and services to agent in a manner to maximize sales •Responsible for obtaining market feedback/research on new product concepts and reporting this data to Marketing and Product Managers for the successful development of new products
Qualifications: •Required – B.S. in Architecture, Engineering or Design •Required – 4 years’ experience in lighting design •Must demonstrate an exceptional understanding of various aspects of the architectural lighting •Must have knowledge of I.E.S. standards for lighting and lighting design •Should act as the resident expert on issues such as design aesthetics, market trends, photometry •Possesses strong technical skills as it relates to new technologies •Must have excellent presentation and public speaking skills •Strong organizational skills, with the ability to manage multiple priorities and business relationships. •Willing to travel 60% •The ideal candidate will have an understanding of strategic planning, sales and marketing experience. This individual must be able to provide astute business guidance as well as establish goals, formulate strategies, execute plans, and achieve the ultimate results.
Competencies: •Must possess strong leadership, relationship-building, and relationship management skills •Must have outstanding oral, written and verbal communication/presentation skills, as well as strong negotiation skills and closing techniques •Must possess strong business acumen •Planning and Pipeline management •CRM Savvy •Adaptive Thinking
About Focal Point Lights
Focal Point is a Chicago-based family owned and operated architectural lighting manufacturer. Our vertically integrated manufacturing facilities are fine-tuned to produce high quality products with short lead times. Using the most advanced equipment and processes, Focal Point delivers a superior luminaire. Focal Point’s specification grade products are suited for a broad range of applications, and we’re always reaching out to new markets with innovative designs that are engineered by our own experts. Our ever-expanding product line is sold and distributed via independent lighting agents worldwide.