Senior Vice President of Sales,

4 weeks ago

Wappingers Falls, United States CSL Lighting Full time

Senior Vice President of Sales


For over 30 years, CSL has created high-performance commercial and residential lighting solutions that empower and instill confidence among today’s top architects, lighting designers, and builders. CSL’s full suite of architectural lighting products feature the most advanced optic system in the industry with their stylish, small aperture form. Our company’s devotion to research & development results in delivering high-quality, adjustable light with no glare at various beam spreads and full cut-off. It’s system-based lighting, but with a creative touch, and that’s what makes CSL—Creative Systems Lighting.


We are currently seeking a Senior Vice President of Sales to manage the North American market. This Senior Vice President of Sales will maintain, build, and grow relationships with regional managers, agencies, architects, lighting designers, builders, and key decision-makers. This individual will have strong relationships within the architectural lighting community that they will leverage to drive revenue alongside our regional manager and independent sales representatives.


Essential Job Functions:

  • Hire and manage a regional sales rep force, including traveling with the regional team (approximately 50% of the time).
  • Provide coaching to sales professionals to develop cross-selling skills and business development strategies
  • Maintain regular communication with regional reps and agency sales reps, focusing on booked sales, pipelines, and quote-to-order conversions.
  • Create reports reflecting a summary of regional selling activities inclusive of the above
  • Assist regional sales agents with maximizing revenue opportunities through agencies, architects, lighting designers, builders, and other critical decision-makers by calling on key clients and driving product demand.
  • Develop a forecast and implement a sales plan to deliver target goals.
  • Meet or exceed agreed-upon sales goals
  • Maintain timely follow‐ups on quotations, documenting wins and losses with available background information.
  • Monitor significant projects in the quotation stage and take action to ensure our spec is held.
  • Develop creative ways to drive high-volume specs.
  • Maintain a daily targeted focus on increasing revenue while being fiscally responsible.
  • Ability to identify promising opportunities where our ROI is significant and the ability to pass on opportunities that aren’t fiscally appealing gracefully.
  • Guide regional managers in the management of an independent sales rep force (commission-based)
  • Ensure that CSL is always at the top of sales agencies' minds and that there are no competing lines in their package when hiring a new rep agency.
  • Provide coaching to sales professionals to develop cross-selling skills and business development strategies
  • Maintain regular communication with sales reps directly in a monthly overview call with the Business Development Manager, focusing on booked sales, pipelines, and quote-to-order conversions.
  • Create reports reflecting a summary of rep selling activities, including the above.
  • Lead and manage sizeable key account activities and communications and develop new key customer relationships.
  • Strategically grow existing customer base and discover new business opportunities.
  • Meet with customers to discuss evolving needs and assess current relationships.
  • Cultivate new relationships and develop/enhance existing relationships to increase brand awareness.
  • Conduct research to identify and qualify prospective clients, projects, and partners.
  • Conduct product presentations and training
  • Create and manage national annual business plans to deliver target goals.
  • Expand distribution presence with displays in lighting showrooms and wholesaler locations when applicable.
  • Work with the marketing department on company communications, including new product presentations for our family of lighting brands, training decks, etc.
  • Spearhead the budgeting and planning of trade shows.


Qualifications:


  • Bachelor’s Degree and equivalent experience is preferred in marketing or business.
  • 10-15 years of sales experience in architectural LED products.
  • Demonstrated success in developing, growing, and managing relationships.
  • Proven ability to successfully manage a regional sales team.
  • Proven ability to successfully manage an independent sales team.
  • Exceptional entrepreneurial attitude and selling skills.
  • Demonstrated executive-level presentation, communication, problem-solving, and negotiation skills.
  • Proven ability and track record of closing deals.
  • Strategic thinker and understands the big picture.
  • Ability to travel (-/+) 50% of the time.
  • Proficient in Microsoft Office suite of products. Excel proficiency is a must.
  • US citizen or permanent resident (no Visa sponsorship available).


WORKING CONDITIONS


Physical Demands:

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

This position requires lifting up to 30 lbs., standing, walking, bending, kneeling, stooping, crouching, crawling, and climbing all day. As well as standing for the duration of the work shift except on breaks and mealtimes.


Work Environment:

The work environment characteristics described here are representative of those employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

Ability to work in a Distribution Center environment with varying temperatures and noise.


Equal Opportunity Employer:

Troy-CSL Lighting is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status, or other characteristics protected by law.

Disclaimer: This position description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required. Employees may be asked to perform other duties as needed.

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