Account Manager, Sales - New York

Chelsea Lighting; New York (NY); On-site; USD 90,000 - 130,000; Full time

Job summary

Chelsea Lighting NYC LLC is seeking an Accounts Manager to build and manage a multi-million-dollar book of business with general contractors, designers, and owners. You will influence lighting decision makers and present Chelsea’s value throughout project delivery.

The role requires developing proposals, negotiating deals, ensuring on-time payments, and maintaining strong client relationships. You will collaborate with sales teams and management to forecast targets and grow the business.

Qualifications

• Experience in lighting, construction/electrical or lighting controls required.
• Highest degree of professionalism in conduct and appearance.
• Entrepreneurial self-starter with a sense of urgency and a drive for success.
• Outstanding consultative selling abilities and rapport with executive-level customers and partners.
• Established contacts and relationships with potential customers and industry partners.
• Capable of building long-lasting business-partner relationships and loyalty within the market.
• Strong time management, problem solving, interpersonal, and organizational skills.
• Must understand submittals, logistics, and project management.
• Able to liaise with clients and cross-functional departments to drive timely payments.
• Experience interpreting construction drawings and related documents.

Responsibilities

• Identify potential clients and the decision makers within the client organization.
• Research and build relationships with new clients, and gain understanding of what drives their lighting and lighting controls needs.
• Cultivate new and existing clients by growing, maintaining, and leveraging your network.
• Become a subject matter expert advisor to your clients on all lighting, controls and peripheral product needs.
• Present new products and services to build client relationships.
• Arrange meetings between client decision makers and company’s senior and executive management.
• Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution.
• Present an image that is beyond reproach.
• Manage and safeguard all client information, plans, and personnel information.
• Demonstrate and drive value-added services and products with the client.
• Monitor and ensure project management team is generating optimal results for your clients.
• Arrange and participate in internal and external client debriefs.
• Manage your accounts to ensure timely payment for materials and/or services rendered.
• Understand and resolve client’s obstacles for timely payment.
• Execute ad-hoc assignments as directed by senior management.
• Forecast sales targets and ensure they are met or exceeded.
• Develop and execute account sales plans with your accounts.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Represent the company in the best light.
• Create personal training and development plan with Sales Manager to continue to broaden your skill set
• Research and develop a thorough understanding of the company’s people and capabilities.
• Research and understand emerging technologies in the lighting and controls businesses
• Understand emerging collateral industries in which to develop partnerships generating mutual gain.

Skills

Consultative selling

Executive-level rapport

Time management

Problem solving

Interpersonal skills

Strategic thinking

Negotiation

CRM relationships

Education

BS/BA

Tools

MS Office Suite

Smartsheet

Job description

Accounts Manager Summary

The Account Manager is responsible for building and maintaining a multi-million-dollar book of business with general contractors by managing all key stakeholders in the lighting decision value chain. Must be able to influence lighting designers, lighting reps, electrical contractors, construction managers, owners’ rep and property owners. Successful account executives identify new projects, prepare and submit profitable quotes, show Chelsea’s value, negotiate and close huge deals and ensure customer satisfaction throughout project delivery.

Job Responsibilities

• Identify potential clients and the decision makers within the client organization.
• Research and build relationships with new clients, and gain understanding of what drives their lighting and lighting controls needs.
• Cultivate new and existing clients by growing, maintaining, and leveraging your network.
• Become a subject matter expert advisor to your clients on all lighting, controls and peripheral product needs.

• Present new products and services to build client relationships.

• Arrange meetings between client decision makers and company’s senior and executive management.
• Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution.
• Present an image that is beyond reproach.

• Manage and safeguard all client information, plans, and personnel information.
• Demonstrate and drive value-added services and products with the client.
• Monitor and ensure project management team is generating optimal results for your clients.
• Arrange and participate in internal and external client debriefs.
• Manage your accounts to ensure timely payment for materials and/or services rendered.
• Understand and resolve client’s obstacles for timely payment.
• Execute ad-hoc assignments as directed by senior management.

• Forecast sales targets and ensure they are met or exceeded.
• Develop and execute account sales plans with your accounts.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Represent the company in the best light.

• Create personal training and development plan with Sales Manager to continue to broaden your skill set
• Research and develop a thorough understanding of the company’s people and capabilities.
• Research and understand emerging technologies in the lighting and controls businesses
• Understand emerging collateral industries in which to develop partnerships generating mutual gain.

Education, Essential Skills and Qualifications

• Experience related to lighting, construction/electrical or lighting controls required
• Highest degree of professionalism in conduct and appearance.
• Entrepreneurial self-starter with a sense of urgency and a drive for success.
• Driven to win, ambitious and goal oriented.
• Outstanding consultative selling abilities and rapport with executive-level customers and partners.
• Established contacts and relationships with potential customers and industry partners.
• Capable of building long-lasting business-partner relationships and loyalty within the market.
• Skilled at collaborating and forging strong relationships with internal team members.
• Adept at developing creative solutions for problem resolution.
• Ability to plan and manage at both the strategic and operational levels.

• The ideal candidate must have strong time management, problem solving, interpersonal, and organizational skills, and utilize these skills in a demanding, multi-tasking environment.
• Must have a functional understanding of submittals, logistics, and project management.
• Can effectively liaise with clients and cross-functional departments in the aggressive resolution of problems to drive timely payments for products and services rendered.
• Must have experience interpreting construction drawings, specifications, architectural sketches and other related construction documents, and can teach others.

• Excellent oral and written communication abilities, including public speaking and presentation skills.
• Strong quantitative and analytical math skills.
• Proficient in MS Office Suite (Excel/Word/Outlook/PowerPoint) and Smartsheet
• BS/BA is required.

EEO Statement

Chelsea Lighting NYC LLC is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, genetic information or any other characteristic protected by law.