Lighting Sales

Account Executive

Pittsburgh, Pennsylvania   |   Full Time

The Account Executive is responsible for developing new business within their territory and servicing existing Vincent Lighting customers through a consultative sales approach. Success is measured by results and profitable outcomes for both the company and the salesperson.


Territory: Pennsylvania (PA, WV, Southern NJ)

Reports to: Director of Sales & Professional Services


Duties and Responsibilities:

  • Develop, nurture and convert leads of potential business into qualified opportunities
  • Complete needs analysis, product demonstrations, and other proactive activities to support opportunity development
  • Cold calling as necessary
  • Deliver needs analysis and project details to project managers or system designers to support proposal writing
  • Writes, revises, and delivers all proposals to prospects or customers
  • Maintains positive relationships with all manufacturers' representatives in the territory and routinely works with them to bring projects to market as the dealer/distributor
  • Sets strategy and execution for all division 11 and division 26 (construction) bid opportunities
  • Develops, maintains, and converts a list of potential leads and customers in various market segments
  • Participates in phone calls, in-person meetings, web conferences, and other activities to introduce clients to Vincent Lighting Systems
  • Maintains a pipeline of current opportunities and makes routine follow-up engagement
  • Leads the closing process on every opportunity to deliver well-prepared orders to VLS project managers
  • Participates in post-sales needs, at the request of project managers, to maintain good relationships with clients
  • Completes timely weekly/monthly reporting including trip reports, expense reports, and other requirements as assigned and within company policies
  • Participates in weekly sales meetings and is part of the issues discussion workflow
  • Reviews lost orders to establish root cause and lessons learned
  • Provides market data and analytics to VLS and participates in quarterly/yearly strategy meetings
  • All other duties as assigned

Supervisory Responsibilities:

None.


Qualifications and Education:

  • Bachelor's degree in business, marketing or related field or commiserate experience in the lighting industry
  • Understanding of core sales skills and consultative sales methodology
  • Must have the ability to evaluate a customer’s needs and provide appropriate solutions
  • Relationship builder with the ability to maintain a professional network of contacts
  • Exceptional communications (both written and verbal) and time management skills
  • Well organized
  • Has the capability to multitask with high quality of work-product
  • Understanding of theatrical and architectural lighting systems including controls is preferred
  • Has the capability to understand the sales channel for the lighting industry
  • Must maintain a well-groomed and professional appearance
  • Must have reliable transportation and a good driving record

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