Relationship Based - Business Development

Christie•Orlando, FL

13h•Hybrid

About The Position

Christie Lites operates one of the largest stage lighting rental companies in North America, with offices across the United States, Canada, the United Kingdom, and Germany. With more than 35 years in business, Christie Lites serves a diverse client base spanning Trade Shows, Corporate & Special Events, Film & Television, Concert & Theatrical Touring, Education, and the Arts. Christie Lites employs a universal team of Rental Sales Managers who serve clients on an exclusive, relationship-based model. Client assignments are not regional or market-sector based, but are formed and grown through individual relationships. This structure provides unlimited opportunity for portfolio growth, professional autonomy, and long-term career advancement. The Business Development Manager is a full-cycle, relationship-driven sales professional responsible for building, growing, and managing a personal portfolio of lighting rental clients. Success in this role requires proactively sourcing and developing new client relationships, influencing product specification, and ensuring high-quality execution through close collaboration with Christie Lites’ global support teams. This role is designed for individuals who thrive on independence, accountability, and long-term relationship ownership. This role is not suited for candidates seeking inherited accounts, region-assigned territories, or primarily service-only account management responsibilities. Success requires proactive prospecting, relationship ownership, and personal accountability for portfolio performance.

Requirements

Multiple years of experience working in stage lighting, live events, touring, production, or related technical environments
Strong understanding of production workflows and client dynamics
Proven success in a relationship-driven, portfolio-owned sales role
Demonstrated ability to self-source business, build long-term client relationships, and close deals
Experience selling complex, service-based, or project-driven solutions
Highly relationship-oriented and client-focused
Self-motivated, independent, and accountable
Competitive, driven, and growth-oriented
Comfortable with travel and irregular hours
Confident decision-maker and closer
Detail-oriented, especially with financial and contractual matters
Motivated by performance-based compensation
Strong organizational and administrative skills
Proven track record of sales success and portfolio growth
Strategic negotiator with sound business judgment
Collaborative problem solver who builds trust with clients and internal teams
Comfortable operating autonomously with senior leadership support

Responsibilities

Proactively source, develop, and maintain long-term client relationships
Schedule and conduct regular in-person client meetings and site visits
Travel as needed to support clients in their working environments
Maintain consistent, structured communication through scheduled check-ins
Serve as the primary point of contact for assigned client relationships
Develop a working knowledge of Christie Lites’ lighting rental inventory and services
Influence lighting product specification by collaborating with Lighting Designers, producers, and specifiers
Position Christie Lites as the preferred lighting rental partner during the bid and planning phases
Manage competitive substitutions when alternate products are initially specified
Present rigging, labor, and support services as integrated solutions supporting lighting rentals
Build and actively manage a personal portfolio of client relationships
Set annual relationship-development and financial targets in collaboration with the VP of Rentals
Identify and pursue new revenue opportunities through proactive networking and outreach
Regularly review portfolio composition and recommend adjustments to support long-term growth
Monitor portfolio performance, profitability, and commission reporting
Interface closely with Project Management to ensure accurate quoting, reservations, and execution
Provide timely and complete information to support job planning and delivery
Participate in post-show reviews to ensure consistent quality across equipment, labor, and execution
Partner with internal teams to resolve challenges and identify continuous improvement opportunities
Support Accounting with invoicing follow-up and account collection as needed
Promote Christie Lites’ Official Rental Product Line (ORPL)
Strictly adhere to the One Contact – One Rep (OCOR) client management policy
Follow established accounting, administrative, and reporting procedures
Represent Christie Lites professionally and consistently across all client interactions