• Bloomington, MN, USA
  • Full Time

The company is an established niche leader in the LED lighting industry. During the company's 10 years in business it has consistently grown sales at healthy double digits as a result of its service leadership business model. The company's operations consistently delivers quality, customized solutions within 1-2 days, and its sales support team responds to customer quotation requests within 24 hours an industry leading response time. As a result, customer surveys have shown 95%+ customer satisfaction for each of the last four years, resulting in high number of repeat customers. While the company's does not compete on price, its products are generally in the mid-tier price range and the company is regarded by its customers as the easiest to do business with. End users of the company's products include a blue chip customer base of Fortunte 500 companies, leading national account chains and universities for commercial applications and A-list celebrity homes for high-end residential projects.
The company has a 5 year growth plan to triple the size of the business, built around providing worldclass service leadership to large lighting project distributors in conjunction with manufacturers representatives in key markets throughout the United States.
The company is based in the upper Midwest and candidates based near the factory or with ties to the region are preferred.

Position Duties and Responsibilities
This Director of Sales position will be primarily charged with growing sales revenue and achieving company sales goals by supporting the company in each of the following areas of responsibility:

Coaching and Developing the Sales Team

  • Drive revenue growth and protect core business by managing the sales team to further penetrate existing customers by exploring all opportunities, not just their segments and seek out and acquire new customers
  • Incorportate continuous improvements into the sales process by training and coaching the sales team on all parts of the sales process from prospecting and qualifying through developing solutions and closing business 
  • Develop and incorporate sales tools for the sales team
  • Set clear expectations and use metrics to measure performance diagnose coaching opportunities
  • Observe and coach the sales team during customer visits and facilitate account and deal strategy
  • Anticipate, provide and help prioritize the needed resources
  • Develop and implement plans to efficiently onboard both new company sales reps and manufacturers rep firms to productivity

Planning and Accountability

  • Direct the development and implementation of strategic and tactical sales
    business plans that increase gross profit and expand market share
  • Define key initiatives for the sales team to execute
  • Effectively drive planning to the manufacturer rep and key account level
    including setting goals for revenue, margin and activities as well as
    specific actions reps will take to achieve those goals
  • Implement accountability systems to ensure execution of plans
  • Conduct team meetings and one-on-one meetings with team members to
    manage performance, provide coaching and guidance and to make
    adjustments as needed
  • Ensure reps develop and submit annual territory and manufacturer
    representative sales plans on-time and create company annual sales
    budget and submit on-time as part of company budgeting process


Business Development in Key Accounts

  • Create growth and build relationships in key strategic accounts and

           manufacturer representatives at an executive level

  • Uncover opportunities for additional solutions
  • Understand how key strategic account businesses operative and thrive,

             and the ROI for doing business with the company

  • Ability to build a network of resources and to establish themselves and the

            company as industry experts

  • Provide key strategic accounts with executive level customer support


  Managing Manufacturers Representative Relationships 

  • Drive territory growth by targeting high potential distribution accounts and

further penetrating existing accounts jointly with local manufacturers rep

  • Train Manufacturer reps to look for high potential projects that fit the

company's business mode

  • Establish sales goals and incentives for manufacturer reps that drive

growth and engagement

  • Train and educate manufacturer reps on the company's products and


  • Work effectively with manufacturer rep principals, inside sales and

quotations teams and outside sales teams

  • Manage and drive manufacturer reps to achieve territory sales goals


   Participating in and Contributing to Management Team

  • Work effectively with the management team representing leaders from
    Quotations, Production, Marketing, New Product Development and
  • Educate and solicit regular feedback from management team on sales
    strategies and initiatives
  • Regularly inform management team on sales department progress on
    sales planning and execution versus goals
  • Actively participate in strategic planning and reviews to promote tripling
    company size in six years



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