Account Manager, Sales - New York

Chelsea Lighting•New York, NY

18h

About The Position

The Account Manager is responsible for building and maintaining a multi-million-dollar book of business with general contractors while managing key stakeholders across the lighting decision value chain. The role influences lighting designers, lighting representatives, electrical contractors, construction managers, owners’ representatives, and property owners. Successful account managers identify new projects, prepare and submit profitable quotes, communicate the company’s value, negotiate and close large deals, and support customer satisfaction throughout project delivery. The Account Manager develops client relationships and account sales plans, forecasts and meets sales targets, prepares proposals, participates in pricing, and presents products and services. The role also coordinates with internal teams and company leadership, monitors project outcomes, manages account information and CRM records, and works to resolve payment obstacles. The position requires knowledge of lighting, controls, construction documents, submittals, logistics, and project management, as well as the ability to communicate effectively with clients and cross-functional teams.

Requirements

Experience related to lighting, construction/electrical, or lighting controls is required.
Bachelor of Science or Bachelor of Arts degree is required.
Highest degree of professionalism in conduct and appearance.
Entrepreneurial self-starter with urgency and a drive for success; ambitious, goal-oriented, and driven to win.
Outstanding consultative selling abilities and rapport with executive-level customers and partners.
Established contacts and relationships with potential customers and industry partners.
Ability to build lasting business-partner relationships and customer loyalty within the market.
Ability to collaborate and build strong relationships with internal team members.
Ability to develop creative solutions to problems.
Ability to plan and manage at strategic and operational levels.
Strong time-management, problem-solving, interpersonal, and organizational skills, including the ability to work in a demanding, multitasking environment.
Functional understanding of submittals, logistics, and project management.
Ability to liaise effectively with clients and cross-functional departments to resolve problems and drive timely payments.
Experience interpreting construction drawings, specifications, architectural sketches, and related construction documents, and ability to teach others.
Excellent oral and written communication skills, including public speaking and presentation skills.
Strong quantitative, analytical, and math skills.
Proficiency in Microsoft Office Suite (Excel, Word, Outlook, and PowerPoint) and Smartsheet.

Responsibilities

Identify potential clients and decision makers within client organizations.
Research and build relationships with new clients and understand their lighting and lighting-controls needs.
Cultivate new and existing clients by growing, maintaining, and leveraging a professional network.
Serve as a subject matter expert and advisor on lighting, controls, and peripheral product needs.
Present new products and services to build client relationships.
Arrange meetings between client decision makers and company senior and executive management.
Work with the team to develop proposals addressing client needs, concerns, and objectives.
Participate in pricing solutions.
Maintain a professional image and safeguard client information, plans, and personnel information.
Demonstrate and promote value-added services and products to clients.
Monitor the project management team’s results for clients.
Arrange and participate in internal and external client debriefs.
Manage accounts to ensure timely payment for materials and services, and understand and resolve obstacles to timely payment.
Complete ad hoc assignments as directed by senior management.
Forecast sales targets and ensure they are met or exceeded.
Develop and execute account sales plans with clients.
Ensure data is accurately entered and managed in the company CRM or other sales management system.
Represent the company positively.
Create a personal training and development plan with the Sales Manager to broaden skills.
Research and develop a thorough understanding of the company’s people and capabilities.
Research emerging technologies in lighting and controls.
Understand related industries and develop partnerships that generate mutual benefit.