Specification Sales Manager – Color Kinetics, Lighting Controls

Job TitleSpecification Sales Manager – Color Kinetics, Lighting Controls

Job Description

Specification Sales Manager – Color Kinetics, Lighting Controls

This is a remote work from home position that can be based anywhere in the following Midwestern states: MN, ND, DS, WI IL, MI, IN, OH, and KY. Will also consider Texas location for the right candidate.

Your challenge:

We challenge you to aggressively pursue Philips specifications, focused on new construction/fixtures at assigned target end-users & Utilities and to provide product support and specification assistance to the lighting fixture representative and engineering/lighting design community.

This challenge will be met as a manager, managing a national team of Color Kinetics Specification Sales Leads to drive sales strategy and successfully meet sales targets.

You will also manage region, providing support and product training to our sales agencies to meet sales targets, focusing on Specifier Channel (Lighting designers, Engineers and Architects).

Your role:

You are responsible for leading, directing and motivating the Color Kinetics Specification Sales team to achieve sales and profitability targets of new and existing products.

You will develop and implement appropriate and relevant Specification sales strategy for Color Kinetics to drive sales growth and market share gains.

In both roles, you will deliver against established operational targets while maximizing sales opportunities and profitability for Color Kinetics.

Responsible for developing and facilitating specifications and purchase commitments at key specifiers

Secure one name specifications for Philips Lighting products and solutions at assigned lighting design, engineering, & architectural accounts. Track specified jobs through the life cycle of the projects, communicating status and timelines to pertinent Philips OEM & Distributor Sales Managers.

Coordinate efforts at shared accounts with:

Philips National Account Team

Philips Value Added Partners

Philips Strategic Distribution Partners

Philips End User Team to ensure cohesive strategy on new construction, retrofit, and MRO business opportunities and provide product specification/application information, technical support and training.

Investigate select warranty and quality issues at end-users in conjunction with the Customer Care Group. Assist with a positive resolution that meets the customer's expectations while supporting the Philips proposition.

Support local, regional and national trade shows, end user seminars and industry association meetings as needed.

Maintain CRM database and submit activity tracking reports as required. Report competitive activity and significant market changes to management.

Support strategic plan for new product solutions from the GBUs. Provide feedback to the GBUs from field experience for development of new products and solutions.

Establish a pre-planned monthly itinerary. Travel requirements associated with this position are estimated at 50% - 75% based on geographic location of assigned customers and actual account demands.

We are looking for;

Minimum 5-7 years of experience in the lighting industry with sales and technical focus on theatrical/color changing lighting systems and architectural lighting controls.

Bachelor's Degree in Electrical Engineering preferred, or Business Administration, Marketing, or equivalent.

Minimum of 5 years of consultative solutions selling experience and familiarity with the lighting specification community

Minimum of 3 years of people management experience and leading teams; both direct and indirect

Strong understanding of lighting controls, networked PoE , IoT, control solutions .

Experience with Salesforce or a CRM system as well as Sales Process Methodology is required.

CLEP or LC certification desired.

Knowledge of current national energy codes (NEC), LEED requirements, MSDS data, new products, EPACT, federal, state, and local energy efficiency regulations.

Active member or involvement in local IES sections.

Requires excellent communication skills for both group and one-on-one meetings. Capable of creating favorable impressions with customers by showing attention to their business needs, being sincere, and sustaining a favorable personal and business reputation.

Advanced technical competence and knowledge of Philips applications

Proven sales ability, persuasive manner, competent oral and written presentations, and possess good business judgment.

Consistently exceed standards in major job responsibilities, personal effectiveness and objectives.

Capability to coach/mentor newer sales employees and seen as the "expert" among their peers

Success operating within a matrix environment

Ability to travel 60%

Philips is an equal employment employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.


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