Lighting & Controls Specification Sales Representative (AEC)

LIGHT

Lighting & Controls Specification Sales Representative (AEC)
Los Angeles, California
LIGHT is seeking a Specification Sales Representative to drive growth and deepen customer relationships within the Los Angeles, Ventura, Santa Barbara and SLO territory, with a strong focus on Los Angeles.

As a lighting and controls specification sales representative, you will engage with the AEC and A&D community through established relationships and development of new relationships, while also addressing incoming inquiries, providing product presentations, and participating in local networking events. These activities will result in specification of lighting controls and architectural / commercial lighting products for our represented manufacturers.

Success in this role requires the ability to build strong relationships with specifiers while effectively conveying product value and technical information to support their project design. We are looking for a highly motivated, detail-oriented, and collaborative candidate with a passion for lighting controls and architectural / commercial lighting.

The ideal candidate will reside in Los Angeles County and is currently actively engaged with lighting designers, electrical engineers and architects across the region. Experience in lighting controls and architectural / commercial lighting products is essential to this role. This position reports to the VP of Specification Sales.

Position Responsibilities

• Develop specifications by educating the specifier and providing relevant product recommendations.
• Conduct product presentations to showcase the features and capabilities of our lighting controls and architectural / commercial lighting products.
• Support new product launches and new product lines in your territory through presentations and persistent client outreach.
• Know the key specifiers (lighting designers, electrical engineers, and architects) in assigned territory and generate interest in LIGHT represented products.
• Conduct regular follow-ups and maintain communication with existing clients to ensure retention and repeat specifications.
• Develop new opportunities by identifying, qualifying, and pursuing new client accounts within target markets. Quickly develop rapport and credibility.
• Be a trusted resource by providing expert guidance to clients on lighting controls and architectural / commercial lighting solutions that meet their specific needs and project requirements.
• Understand lighting design concepts and construction processes to present appropriate product solutions.
• Maintain a deep understanding of our product lines, including technical specifications and design applications.
• Participate in ongoing training to enhance product knowledge
• Collaborate with internal project manager and external manufacturer teams to ensure accurate and timely project specifications and quotations
• Meet and exceed quarterly and annual sales targets to drive growth and profitability
• Develop and maintain a robust quote pipeline.
• Follow up on assigned leads (warm and cold) and respond to client inquiries in a timely manner
• Set appointments and travel with regional sales managers when they are in territory
• Participate in industry association events to promote LIGHT represented manufacturers.

Qualifications
Required:

• Experience working with lighting designers, electrical engineers, and architects.
• Minimum 5 years' sales experience, ideally within the lighting controls and architectural / commercial lighting, building automation, or building products industries.
• Minimum 2 years sales experience to the A&D or AEC communities.
• Demonstrated success in sales, with a track record of meeting and exceeding sales goals
• Technical acumen with a strong understanding of lighting products.
• Strong communication, interpersonal, and presentation skills, with the ability to engage clients and influence specifications.
• Self-motivated with the ability to work autonomously, identify priorities and act on them.
• Provide exceptional service to our clients with a high level of integrity
• Strong organizational skills with the ability to prioritize multiple tasks and deadlines
• Proficient computer skills and experience with Microsoft Office Suite, CRM, and other software.
• The ability to read and interpret construction documents, lighting controls schedules, and lighting fixture schedules.
• Travel in assigned territory 60+% of the time for daytime appointments with infrequent overnight travel for tradeshows and manufacturer training.
• Home-based office setup (equipment provided)
• Valid driver's license and reliable vehicle

Preferred

• An understanding of California Title 20, Title 24 and JA8 energy codes; familiarity with local electrical building codes.
• A college degree is a plus
• LC, LEED or WELL Accreditation is a plus

Compensation
The Specification Sales position is full-time, exempt. We offer a competitive compensation package, including:

• Competitive base salary, based on experience, knowledge and existing specifier client relationships.
• Uncapped specification incentive plan
• Vehicle, phone and internet allowance
• 401(k) plans with company match
• Company supplemented health insurance, including dental and vision
• 15 days of PTO
• 9+ paid holidays

About LIGHT
LIGHT is a well-established commercial lighting and controls sales agency based in Torrance and serving all of Southern California. We represent a diverse line card of 70+ brands, including manufacturers of commercial and architectural lighting, decorative lighting and lighting controls across a range of price points, ensuring that we have suitable options for your projects. Our team has the reputation of being a trusted resource to our specification & distribution partners, bringing decades of lighting and controls experience in multi-family, office, educational, healthcare, government, retail, hotels, restaurants, and residential. We offer a complete lighting and controls solution with experienced dedicated teams supporting your projects from design to installation and beyond.

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