Business Development Manager-Lighting Specialist

Quincaillerie Richelieu Ltée/Richelieu Hardware Ltd; Chicago (IL); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive salary + commissions

Monthly car allowance

Group insurance

401(k) with employer matching

Employee stock purchase plan

Paid vacation and holidays

Job summary

Richelieu Hardware Ltd in the Midwest and Western U.S. region seeks a Business Development Manager - Lighting Specialist to connect head office with regional sales.

You will drive adoption of lighting categories, manage joint visits, and align pricing and inventory with strategic accounts. The role requires strong sales instincts as a hunter and farmer, exceptional communication, independent work style, and willingness to travel 50–70%.

Qualifications

• Experience in business development with retailers in the home improvement segment (building materials, construction, etc.).
• Hunter/farmer sales approach with ability to develop new and existing accounts.
• Excellent communication and interpersonal skills.
• Willingness to travel 50–70% regionally.

Responsibilities

• Drive adoption and specification across assigned lighting categories within the Midwest and Western U.S. region.
• Partner with sales reps on call planning, territory strategy, and customer development.
• Participate in joint customer visits and specification meetings.
• Support strategic accounts with pricing, quoting, and inventory alignment.
• Conduct showroom visits and customer site engagement.
• Attend regional QBRs and provide feedback on execution and market opportunities.

Skills

Business development

Sales

CRM

Communication

Independent work

Travel readiness

Education

College degree preferred

Tools

CRM software

Job description

Company Overview

Richelieu is a leading North American distributor, importer, and manufacturer of specialty hardware and complementary products. Our products are targeted to an extensive customer base of kitchen and bathroom cabinet, storage and closet, home furnishing and office furniture manufacturers, door and window, residential and commercial woodworkers, and hardware retailers including renovation superstores. Richelieu offers customers a broad mix of high-end products sourced from manufacturers worldwide. With over 150,000 product offerings, 112 locations in North America, and a state-of-the-art field force that passionately serves over 110,000 customers, Richelieu continues to stand in the forefront of a dynamic and ever-changing industry.

Company Overview

Richelieu is a leading North American distributor, importer, and manufacturer of specialty hardware and complementary products. Our products are targeted to an extensive customer base of kitchen and bathroom cabinet, storage and closet, home furnishing and office furniture manufacturers, door and window, residential and commercial woodworkers, and hardware retailers including renovation superstores. Richelieu offers customers a broad mix of high-end products sourced from manufacturers worldwide. With over 150,000 product offerings, 112 locations in North America, and a state-of-the-art field force that passionately serves over 110,000 customers, Richelieu continues to stand in the forefront of a dynamic and ever-changing industry.

Our Opportunity

Since 1968, Richelieu has understood the significance and impact of a strong set of Core Values. Richelieu stands behind these Five Core Values that serve as the guiding principles of everything we do: Customer Focus, Innovation, Performance, Respect/Integrity/Ethics, and Ownership. These values are what allow us to achieve Our Mission: to enable our customers to profitably grow their businesses through the design and creation of exceptional kitchens, closets, and storage spaces.

Business Development Manager-Lighting Specialist – Midwest and Western U.S. Region

• Reports To: Director of U.S. Sales


• Location: Midwest and Western United States


• Territory: Midwest and Western United States


• Travel: Frequent regional travel required (typically 50–70%)

Role Overview

The Business Development Manager-Lighting Specialist– Midwest and Western U.S. Region serves as the primary commercial link between Head Office and the Midwest sales organization. The role is responsible for regional execution, adoption, and growth across assigned product classes. This is a field-execution role focused on translating national product and segment strategies into consistent regional results through sales support, training, and customer engagement across a broad and diverse market.

Product & Segment Scope

Lead the execution strategy across high-priority product categories aligned with Richelieu’s core hardware and accessory portfolio. These categories represent key drivers of growth, margin, and customer engagement.

Key Responsibilities

Sales Development & Field Execution

• Drive adoption and specification across assigned super classes for our lighting business segment .


• Partner with sales reps on call planning, territory strategy, and customer development


• Participate in joint customer visits and specification meetings


• Support strategic accounts with pricing, quoting, and inventory alignment


• Conduct showroom visits and customer site engagement


• Attend regional QBRs and provide feedback on execution, competitive dynamics, and market opportunities

Product Training & Enablement

• Deliver product and category training across the region


• Lead new product introductions and rollout support


• Support customer-facing demonstrations and technical discussions


• Coordinate with Product Champions to ensure consistent messaging and execution

Tools, Vendors & Reporting

• Support adoption of sales tools, merchandising standards, and catalogs


• Serve as a regional interface with key suppliers and product managers


• Promote consistent CRM usage and pipeline visibility


• Provide concise monthly updates on activity, pipeline, and key initiatives

Success Measures

• Increased adoption and sales growth across assigned super classes


• Strong alignment between national strategy and Midwest and Western U.S. field execution


• Improved effectiveness of sales reps and specification managers


• Consistent execution across a broad, high-opportunity, and competitive region

What We Are Looking For

• Successful business development experience with retailers in the home improvement segment (building materials, construction, etc.)


• Ability to be both a \"hunter\" of new relationships and a \"farmer\" to develop existing retail customers


• Self-starter, able to work independently


• Exceptional communication and interpersonal skills


• Ability to travel as required


• College degree is preferred but not required; a combination of education and experience will be considered

Compensation And Benefits

• Competitive market-based salary plus monthly, quarterly, and annual commissions


• Monthly car allowance and covered fuel


• Business expense reimbursement


• Group insurance program (medical, dental, vision, life, disability, etc.)


• Employee Stock Purchase Plan with employer matching


• 401(K) with employer matching


• Company cell phone


• Paid vacation time, sick days, and 9 paid holidays per year

We are an equal opportunity employer.