Director - Business Development

Lighting for Impact; Arizona; On-site; USD 90,000 - 130,000; Full time

Job summary

Lighting for Impact seeks an experienced and motivated sales professional to manage and grow a defined territory. The ideal candidate balances account management and new business development, with a background selling to retail organizations and the ability to engage with C-suite executives and operations teams.

You will develop relationships, expand opportunities, conduct product demonstrations, and travel as needed to meet targets.

Qualifications

• Experience selling to retail organizations is preferred.
• Ability to engage with C-suite, management, and operations levels.
• Proven track record of meeting or exceeding sales goals.

Responsibilities

• Serve as the primary contact for assigned customer accounts within the territory.
• Develop and maintain relationships with key stakeholders.
• Conduct regular account reviews to identify expansion opportunities and ensure satisfaction.
• Coordinate with internal teams to deliver quotes and service.
• Manage inquiries and ensure timely resolution of issues.
• Conduct product demonstrations and training for customers.
• Identify opportunities for additional product placements and store initiatives.
• Execute a strategic territory growth plan and qualify new opportunities.
• Develop relationships with merchandising, store design, facilities, procurement, and operations teams.
• Manage opportunities from initial contact to close.
• Attend trade shows and events to generate leads.

Skills

Territory management

Account management

New business development

Relationship-building

Presentations

CRM proficiency

Travel willingness

Tools

CRM systems

Microsoft Office

Job description

Lighting for Impact was founded in 2011 on a simple premise: Products perform better when they’re illuminated. Since then, LFI has grown into the leading shelf lighting company in retail. Based in Lincoln, Nebraska, and still family‑owned, we have completed more than 75,000 installations across convenience, grocery, liquor, hardware, sporting goods, and many other specialty retail formats.

Our shelf lighting solutions make products easier to see, improve the overall look and feel of the store, and draw attention to the categories that matter most. For retailers, that can mean highlighting high‑margin products, modernizing older store environments, improving category presentation, or creating a more inviting place to shop.

Position Summary

Lighting for Impact seeks an experienced and motivated sales professional to manage and grow a defined territory. The ideal candidate is comfortable balancing account management and new business development. Experience selling products or services to retail organizations is highly preferred. Ability to work with C‑suite executives, middle management and operational levels. Thinks critically and tactically from both the customers and company’s perspective.

Key Responsibilities

Account Management (50%)

• Serve as the primary point of contact for assigned customer accounts within the territory.
• Develop and maintain strong relationships with key customer stakeholders.
• Conduct regular account reviews to identify expansion opportunities and ensure customer satisfaction.
• Works with the internal support team with to deliver accurate quotations and exceptional customer service.
• Manage customer inquiries and ensure timely resolution of issues to maintain a high level of customer satisfaction.
• Conduct product demonstrations and training for customers and end users.
• Identify opportunities for additional product placements, remodels, and new store initiatives.

New Business Development (50%)

• Execute a strategic territory growth plan focused on a defined list of target accounts.
• Generate and qualify new sales opportunities within assigned markets.
• Develop relationships with merchandising, store design, facilities, procurement, and operations teams.
• Manage opportunities through the sales process from initial contact to close.
• Attends trade shows, customer meetings, and industry events to generate leads and expand market presence.

Industry Experience Required

Minimum: 5+ years of business development experience serving the retail industry

Highly Preferred: 5+ years of business development selling products, services, fixtures, equipment, or technology into one or more of the following retail sectors:

• Grocery & Supermarkets
• Home Improvement
• Sporting Goods
• Specialty Retail
• Retail Fixtures & Store Equipment

Qualifications & Skills

• Experience managing existing customer relationships while developing new business.
• Proven track record of achieving or exceeding sales goals.
• Has a passion for exceeding their customer’s and company expectations.
• Experience managing an active pipeline.
• Experience conducting in-person customer meetings and presentations.
• Excellent communication and relationship‑building skills.
• Strong organizational and follow‑up abilities.
• Self‑motivated with the ability to manage a territory independently.
• Proficient with CRM systems and Microsoft Office.
• Willingness to travel throughout assigned territory with some overnights.