JOB MISSION: The mission of this full time sales position is to grow and expand the sales of Hatch Lighting products to the Electrical and Lighting Distribution customers as well as other strategic channels in the assigned territory such as ESCO’s and Lighting Maintenance Contractors. The individual in this position will be called upon to manage current revenue producing and prospective distribution accounts in the assigned territory through a core group of existing independent manufacturer representatives. Providing high levels of customer service and meeting the expressed needs of the customer and company when dealing directly with and on behalf of customers is critical. It is also incumbent upon the person in this position to assume primary responsibility to handle routine requests for information on product performance, specifications and applications. The Company’s main products include a complete range of electronic and magnetic power supplies and LED driver products for lighting applications. The effectiveness of the position will be measured by the person’s ability to earn the trust and confidence of distributors, reps, customers and co-workers while demonstrating the ability to meet established sales objectives and identify/qualify opportunities to increase sales and market acceptance within existing and new target markets. This position resides in the assigned territory with responsibility for sales within the Mid-Atlantic and Northeastern United States.
REPORTS TO: Company National Sales Manager- Distribution
KEY RESPONSIBILITIES INCLUDE:
- Development and maintenance of sales relationships with customers, prospects and other identified industry entities as assigned and directed
- Provide the customer with ongoing sales, technical and product support
- Assist in the implementation of programs designed to increase sales with new and existing customers
- Develop and maintain working relationships and secure specification approval with lighting designers, specification firms and end users as directed
- Develop and maintain relationships with key industry allies in the assigned territory as directed
- Sales prospecting and direct customer contact
- Participation in industry trade associations as identified and directed
- Develop and maintain close working relationships with Strategic Accounts (End Users) in order to secure support and favorable specification position with retail, commercial and institutional accounts for their stores and facilities as directed
- Ongoing CRM and account information maintenance
- Overnight travel up to 50%
- Market/Territory/Account Sales Planning
- Attend and coordinate industry trade shows and activities as directed
- Manage territory expense budget to approved limits (using the company “T & E Guidelines”)
- Other projects and duties as designated by the Company CEO and Executive Vice President
QUALIFICATIONS:
- Five years minimum outside technical sales experience
- Lighting industry experience (knowledge of lighting power supplies and LED driver products preferred)
- Thorough understanding of major lighting customer classifications
- Thorough understanding of major market channels and segments in the Lighting industry
- Thorough understanding of markets served and competition
- Significant and established industry contacts and business relationships with emphasis on Lighting and Electrical distribution, Manufacturer Representatives, Lighting Designers and Specifiers, LED Manufacturers and other industry allies
- Proven and verifiable track record of success in sales and customer service roles
- Superior interpersonal and communication skills
- Excellent organization skills
- Competitive “Self-Starter” with ability to manage time effectively and with a minimum amount of supervision
- Ability to work with others in a “team” environment
- Proficient in the use of computers and database software, including but not limited to Excel, Word, Power Point, Sales Force & Outlook
- Four year bachelor degree in Engineering or a related discipline
COMPENSATION: Commensurate with experience. To include the following components: Base Salary, Incentive Plan, Automobile Allowance and Employee Benefit Program (including but not limited to: Health Insurance, Vacation, Paid Holidays, Retirement Plan and Life Insurance.)
Reimbursement for all company approved business and travel related expenses.
OTHER HELPFUL EXPERIENCE & ATTRIBUTES:
- Goal and growth oriented
- Ability to understand, communicate and explain technical information
- Understands the concept of “sales creativity”
- Understanding of “Strategic Selling” process
- Experience selling at multiple levels and identifying organization decision makers
- Outgoing personality and professional appearance
- Excellent communications skills including- use of phone, manners and voice as well as a good vocabulary and letter writing skills
- Multi tasking capabilities
- Demonstrated ability to make sound decisions
- Demonstrated ability to work with a minimal amount of supervision
- Familiarity with domestic and international lighting market requirements
- Bi-Lingual (English and a second language)
Prospective candidates should contact Bob Hojnacke at [email protected] .
EOE