Business Development Manager – Refrigeration Lighting

Fulham Co., Inc. • *, CA, CA

3d • $100,000 - $120,000 • Remote

About The Position

Nualight is seeking a senior sales leader to drive business development, revenue growth, and strategic account expansion across the United States. The Business Development Manager will develop and execute the U.S. growth strategy and support and expand Nualight’s existing customer base through retailer-specification and OEM-specification selling. The role sells Nualight refrigeration lighting products and solutions to retailers, display case manufacturers, OEMs, and other commercial refrigeration customers, working closely with OEM account management, customer service, and management teams.

The position is remote, based from a home office, and requires regular travel throughout the United States. Many customer meetings are conducted virtually. The successful candidate will be employed by Fulham Co., Inc., a sister company of Nualight, with payroll and benefits administered through Fulham. Compensation includes an annual salary range of $100,000–$120,000 and target bonus potential of approximately $30,000–$40,000 or more, based on quarterly and year-end performance.

Requirements

• Proven senior-level B2B sales and business development experience, ideally in refrigeration, commercial refrigeration, display case manufacturing, lighting, electrical products, or a related technical industry.
• Demonstrated success developing key customer relationships, winning new business, and growing revenue and margin through consultative, value-based selling.
• Senior management experience with responsibility for revenue performance, forecasting, and achieving monthly, quarterly, and annual financial goals.
• Strong commercial negotiation skills and the ability to establish credibility and present persuasive propositions to engineering, purchasing, and C-suite audiences.
• Excellent organizational, prioritization, interpersonal, written communication, and presentation skills in virtual and in-person settings.
• Ability to work as a self-starter and collaborative change agent, manage multiple commercial processes, work across teams, and focus on customer service and retention.
• Sufficient technical curiosity and knowledge to communicate core product features.
• Bachelor’s degree in business, sales, or a related discipline, or an equivalent combination of advanced commercial experience and technical knowledge.
• Proficiency in Microsoft Word, Excel, Outlook, CRM software, and data analytics tools.
• Ability and willingness to travel regularly throughout the United States while working remotely from a home office.

Nice To Haves

• Experience with refrigeration lighting or related technologies.

Responsibilities

• Develop and execute a U.S. business development and growth strategy to expand revenue and margin through retailer-specification and OEM-specification selling.
• Own and actively manage the new-customer sales pipeline while maintaining and growing core business and strategic accounts.
• Identify, develop, and close opportunities with retailers, display case manufacturers, OEMs, and other commercial refrigeration customers.
• Build a network of key industry contacts and develop high-potential accounts into strategic U.S. or global partnerships.
• Lead commercial negotiations and present compelling value propositions to engineering, purchasing, and executive-level stakeholders.
• Partner with OEM account management, customer service, and management teams to support customer service, retention, and execution.
• Prepare and maintain accurate sales, product, pipeline, and new-business forecasts; identify risks and address challenges to commercial outcomes.
• Maintain complete customer and prospect information in CRM software and use data analytics to support sales planning and decision-making.
• Represent Nualight at customer meetings, industry events, and conferences and contribute to the company’s strategic objectives.

Benefits

• Comprehensive medical, dental, vision, and life/AD&D insurance, with company-paid contributions toward premiums.
• 401(k) retirement plan with company match and immediate vesting upon eligibility.
• Paid time off, sick leave, and company-paid holidays.
• Reimbursement for approved business travel, mileage, mobile phone, and home-office expenses.
• Additional voluntary benefits and flexible spending account options.
• Target bonus potential of approximately $30,000–$40,000 or more, based on quarterly and year-end performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior