Lighting & A​/V Business Development

Job Purpose

To build and maintain strategic customer relationships while creating a customer connection that can withstand the inevitable pressures, politics, and mishaps that can be a part of day-to-day business. Sales Reps develop an intellectual and emotional bond to support partnership, trust, and confidence for our clients and specifiers, to drive customer success and revenue growth.

• Developing intellectual and emotional bonds with customers.
• Being proactive in arranging in-person appointments with clients.
• Traveling to meet clients whenever necessary.
• Being present on job sites as needed.
• Ensuring regular communication with clients through scheduled check-ins.
• Creating an ideal customer type and regularly prospecting for that profile of customer.

• Developing a strong technical understanding of lighting and AV system integration.
• Working with owners, designers, consultants, agents, and manufacturers' reps to ensure Christie Lites Sales products and services are requested at the time of bid.
• Nurturing consultant and designer relationships such that Christie Lites Sales is listed as an approved bidder and is in an advantageous position at the time of the bid.
• Effectively navigating the political nature of industry insider networks to best position themselves and the company.

• Setting annual client relationship development targets in conjunction with VP Sales.
• Setting annual financial targets in conjunction with VP Sales.
• Developing and actively pursuing an industry network to support portfolio growth.
• Identifying and strategically managing key retention accounts.
• Identifying existing & future client growth opportunities to be proactively pursued.

• Regularly entering sales activities and customer data into the CRM.
• Monitoring their sales pipeline and regularly updating Opportunities, Quotations, and Sales Orders.
• Reviewing quarterly profitability reports in conjunction with management.
• Identifying issues that are negatively affecting margins (profitability).
• Seeking out revenue growth opportunities that address benchmark target performance.

• Clearly understanding the specification as written, and clarifying any unclear details.
• Reviewing all bid documentation, including equipment lists, drawings, sample contracts, payment terms, insurance, and bid bond requirements.
• Writing bid takeoff and initial Bill of Materials.
• Working with the Sales Coordinator to build complete job costing.
• Strategically setting the margin and the selling price.
• Writing and compiling a complete proposal submission, including cover letter, Scope of Work, cut sheets, submittal drawings, pricing proposal, corporate profile, project case studies, and any other materials as required.

• Engaging with Project Management during bid preparation to assist with technical specification, system design, resource planning, and to prepare drawings.
• Participating in kick-off meetings for all projects.
• Transitioning control of projects and services to the PM team for execution and fulfillment.
• Effectively Communicating Change Orders.
• Participating in Post-Mortem meetings to transition the relationship back to the Sales Rep at project close.

• Remaining independently focused on established goals.
• Engaging in consistent proactive daily business practices.
• Participating in regular portfolio update meetings with VP Sales.
• Delegating non-Sales Rep work (such as managing projects and sub-contractors) to the appropriate department.
• Communicating questions, issues, and strategies with the VP Sales and proactively seeking support whenever needed.
• Calling upon other management departments (Operations, Finance, Project Management) for further support as needed.

• Quickly builds rapport and trust
• High desire to compete and win
• Has an entrepreneurial spirit
• Decisive
• Creative problem solver
• Results and success-driven
• Self-starter
• Comfortable with travel
• Listens to understand & asks great questions
• Effective communicator, well-written, well-spoken
• Seek high levels of compensation
• Sets goals and measures success against them

• Demonstrated experience in entertainment lighting and/or AV system integration sales
• Maintains deep relationships with consultants, designers, and other specifiers in our industry
• Strong administration and organizational skills
• Proven track record…