Sales Director

DMF Lighting; California (MO); On-site; USD 170,000 - 250,000; Full time

Job summary

DMF Lighting is seeking a strong outside sales leader to manage our Western sales area through the electrical distribution, specification, and developer markets. This role is part of our senior sales leadership team and requires experience managing a rep agent network and lighting knowledge.

The position leads the Western Area sales team, builds relationships with agencies, distributors and specifiers, and delivers product, policy, and training initiatives.

Qualifications

• Minimum of 10 years of lighting industry sales success.
• Minimum of 3 years of direct salespeople management experience.
• Strong knowledge of lighting industry (lamps, fixtures, or controls).
• Experience achieving aggressive revenue targets by partnering with Lighting Manufacturer’s Representatives.

Responsibilities

• Lead and develop the DMF Western Area sales team and ensure they achieve assigned revenue goals.
• Establish and cultivate business and professional relationships with agencies, distributor partners and specifiers to execute planned initiatives.
• Provide product, policy, promotion and business system training for agents and distributor partners.
• Develop targeted stock and flow strategies for agencies by analyzing and understanding local market conditions and existing distribution business models.
• Develop strong specifier relationships within the territory through product training, lunch and learns and industry associations.
• Develop strong contractor relationships within the territory and use them to solidify DMF as their preferred downlight solution.
• Promote new products and seek opportunities in new construction and retrofit markets; communicate successes to the field and work with agents and distributors on joint sales calls.
• Call on end-users and developers to create demand for DMF products.
• Work with sales leadership and product groups to develop agency sales targets and implement plans to help each agency achieve these goals.
• Develop new sales channels and customers when appropriate.
• Make recommendations for long-term agency strategies in the territory.

Skills

Lighting sales

Sales management

Channel partnerships

Specifiers relations

Education

Four-year degree

Job description

DMF lighting is looking for a strong outside sales leader to manage our Western sales area through the electrical distribution, specification, and developer markets. This role is considered part of our senior sales leadership team so experience managing a rep agent network and experience in lighting (lamps, fixtures, or controls) is required.

The salary range is $170,000 to $250,000 annually (based on experience/knowledge/skills).

Experience required:

• Minimum of 10 years of lighting industry sales success
• Minimum of 3 years of direct salespeople management experience
• Strong knowledge of lighting industry (lamps, fixtures, or controls)
• Experience achieving aggressive revenue targets by partnering with Lighting Manufacturer’s Representatives

Primary Job Responsibilities:

• Lead and develop the DMF Western Area sales team and ensure they achieve assigned revenue goals.
• Establish and cultivate business and professional relationships with our agencies, distributor partners and specifiers to execute planned initiatives.
• Provide product, policy, promotion and business system training for agents and distributor partners.
• Develop targeted stock and flow strategies for our agencies by analyzing and understanding local market conditions and existing distribution business models.
• Develop strong specifier relationships within the territory through product training, lunch and learns and industry associations.
• Develop strong contractor relationships within the territory and use them to solidify DMF as their preferred downlight solution.
• Heavily promote new products and seek opportunities and applications within the new construction and retrofit markets. Communicate our successes to the field and work with agents and distributors on joint sales calls to their customers.
• Call on end-users and developers to create demand for DMF products.
• Work with the sales leadership team and product groups to develop agency sales targets as well as implement plans to help each agency achieve these goals.
• Develop new sales channels and customers when appropriate.
• Make recommendations for and implement long-term agency strategies in assigned territory.

Educational Requirements

Four-year degree from an accredited institution