Lighting Sales

Christie•Toronto, ON

5d•Hybrid

About The Position

To build and maintain strategic customer relationships while creating a customer connection that can withstand the inevitable pressures, politics, and mishaps that can be a part of day-to-day business. Sales Reps develop an intellectual and emotional bond to support partnership, trust, and confidence for our clients and specifiers, to drive customer success and revenue growth. Christie Lites Sales is the sales and system integration division of Christie Lites. CLS provides lighting and AV products and systems to various market segments in North America, including Performing Arts, Education, Film/TV, Sports Entertainment, Architectural, and Worship. CL Sales Reps are independent and experienced industry professionals with multiple years of experience working in stage lighting or AV systems sales and integration. A successful Sales Rep combines a passion for the entertainment lighting and AV industry with a competitive and creative business sense. A deep understanding of the path to market for lighting and AV products, as well as project specifications, is necessary, along with influential relationships with consultants, designers, and engineers. Partnership with our Project Management team and installation partners is required, and self-direction with a strategic growth mindset is key to success within this environment. Above all, CL Sales Reps place their clients at the very highest point of importance and focus on long-term relationships with a maximum of mutual benefit and trust. There must be a willingness to prospect for new business, travel, and to work regularly with clients in their own environment.

Requirements

Demonstrated experience in entertainment lighting and/or AV system integration sales
Maintains deep relationships with consultants, designers, and other specifiers in our industry
Strong administration and organizational skills
Proven track record of success
Proven negotiator with a strategic business sense and an ability to close deals
Problem solver, attentive to client needs, and builds relationships
Quickly builds rapport and trust
High desire to compete and win
Has an entrepreneurial spirit
Decisive
Creative problem solver
Results and success-driven
Self-starter
Comfortable with travel
Listens to understand & asks great questions
Effective communicator, well-written, well-spoken
Seek high levels of compensation
Sets goals and measures success against them
Multiple years of experience working in stage lighting or AV systems sales and integration.
A deep understanding of the path to market for lighting and AV products, as well as project specifications.
Influential relationships with consultants, designers, and engineers.

Responsibilities

Engages in client relationship building.
Influences product specification.
Sets goals and manages portfolio.
Monitors portfolio performance.
Bid Preparation and Submittal.
Interfaces with Project Management to ensure high-quality job execution.
Works independently with regular interaction and support from VP Sales.
Developing intellectual and emotional bonds with customers.
Being proactive in arranging in-person appointments with clients.
Traveling to meet clients whenever necessary.
Being present on job sites as needed.
Ensuring regular communication with clients through scheduled check-ins.
Creating an ideal customer type and regularly prospecting for that profile of customer.
Developing a strong technical understanding of lighting and AV system integration.
Working with owners, designers, consultants, agents, and manufacturers' reps to ensure Christie Lites Sales products and services are requested at the time of bid.
Nurturing consultant and designer relationships such that Christie Lites Sales is listed as an approved bidder and is in an advantageous position at the time of the bid.
Effectively navigating the political nature of industry insider networks to best position themselves and the company.
Setting annual client relationship development targets in conjunction with VP Sales.
Setting annual financial targets in conjunction with VP Sales.
Developing and actively pursuing an industry network to support portfolio growth.
Identifying and strategically managing key retention accounts.
Identifying existing & future client growth opportunities to be proactively pursued.
Regularly entering sales activities and customer data into the CRM.
Monitoring their sales pipeline and regularly updating Opportunities, Quotations, and Sales Orders.
Reviewing quarterly profitability reports in conjunction with management.
Identifying issues that are negatively affecting margins (profitability).
Seeking out revenue growth opportunities that address benchmark target performance.
Clearly understanding the specification as written, and clarifying any unclear details.
Reviewing all bid documentation, including equipment lists, drawings, sample contracts, payment terms, insurance, and bid bond requirements.
Writing bid takeoff and initial Bill of Materials.
Working with the Sales Coordinator to build complete job costing.
Strategically setting the margin and the selling price.
Writing and compiling a complete proposal submission, including cover letter, Scope of Work, cut sheets, submittal drawings, pricing proposal, corporate profile, project case studies, and any other materials as required.
Engaging with Project Management during bid preparation to assist with technical specification, system design, resource planning, and to prepare drawings.
Participating in kick-off meetings for all projects.
Transitioning control of projects and services to the PM team for execution and fulfillment.
Effectively Communicating Change Orders.
Participating in Post-Mortem meetings to transition the relationship back to the Sales Rep at project close.
Remaining independently focused on established goals.
Engaging in consistent proactive daily business practices.
Participating in regular portfolio update meetings with VP Sales.
Delegating non-Sales Rep work (such as managing projects and sub-contractors) to the appropriate department.
Communicating questions, issues, and strategies with the VP Sales and proactively seeking support whenever needed.
Calling upon other management departments (Operations, Finance, Project Management) for further support as needed.