Regional Sales Manager, North America Lightin

ACT Lighting Inc

About The Position

This position is responsible for driving demand and revenue growth for ACT’s full lighting portfolio — anchored by the MA Lighting control platform, Ayrton, SGM, and Robert Juliat fixture lines, and ACT’s extensive interconnect, power distribution, and data distribution product lines — throughout an assigned geographical region. The ideal candidate lives within the region and operates as both a trusted technical advisor and a passionate evangelist for the ACT product portfolio. Success in this role requires more than closing transactions. The right candidate builds deep, lasting relationships with lighting designers, programmers, production companies, rental houses, integrators, specifiers, and end users by being the most knowledgeable, responsive, and genuinely helpful person in their rolodex. They understand that in a maturing lighting market, the competitive advantage isn’t just any single product — it’s the breadth of ACT’s portfolio from control through fixture through cable, the depth of technical support, and the ability to position ACT as the indispensable partner across touring, theatrical, corporate, architectural, and permanent installation markets. This role encompasses a diverse landscape of customer types and applications. The territory includes major metropolitan production markets, a dense concentration of performing arts centers and university theater programs, corporate event corridors, large-scale sports and arena venues, and a robust rental and staging industry — alongside growing demand for permanent installations in cultural institutions, themed attractions, and immersive environments. The successful candidate recognizes that each of these segments requires a different conversation, a different value proposition, and often a different combination of ACT products. Teamwork, integrity, and leadership will produce quality results within the company and with our customers.

Requirements

Bachelor’s degree in an entertainment industry-related field, or 3+ years of prior sales experience in the professional lighting, live event, or entertainment technology markets.
Minimum 5 years working within the entertainment lighting industry in a production, design, programming, technical, or sales capacity.
Proven experience in live event production with a demonstrable understanding of professional lighting workflows, from design and programming through load-in, tech, and show execution.
Familiarity with programming automated (moving light) consoles and operating intelligent lighting fixtures in a professional context.
Strong consultative selling skills with the ability to build trust and credibility with both highly technical lighting professionals and non-technical business decision-makers.
Excellent communication and interpersonal skills — the ability to communicate thoughts and ideas clearly, concisely, and persuasively, both verbally and in writing, including presentations to groups of all sizes.
Ability to work in a fast-paced environment while maintaining strong organizational discipline and CRM.
Ability to foster a positive, collaborative team environment while also operating independently with minimal supervision across a geographic territory.
Ability to travel up to 50% of the time, including flexible hours and weekend work as required by industry event schedules.
Ability to lift and maneuver demonstration and display equipment up to 50 lbs.

Nice To Haves

Deep proficiency with MA Lighting consoles (grandMA2 and/or grandMA3), including hands-on programming experience, show file management, network configuration, and MA-Net/sACN/Art-Net protocol implementation.
Extensive knowledge of automated lighting fixtures.
Working knowledge of power distribution and data distribution systems for entertainment lighting, including an understanding of how interconnect products are specified and deployed in both rental inventory builds and permanent installation projects.
Experience specifying or designing lighting control and fixture systems for permanent installations, architectural lighting, or immersive environments.
Prior project management experience, particularly involving multi-stakeholder coordination across designers, integrators, electrical contractors, and venue operators.
Knowledge of network infrastructure for entertainment lighting.
Experience with or exposure to themed entertainment, immersive experience design, or architectural lighting projects where lighting control and infrastructure serve as foundational platforms rather than standalone tools.
Familiarity with the competitive landscape across ACT product portfolio.

Responsibilities

Drive demand for ACT’s complete lighting portfolio and ACT’s interconnect product lines including power distribution, data distribution, and cabling solutions for both rental and permanent installation applications.
Maintain and expand the customer base by cultivating meaningful, values-driven relationships that position ACT as the preferred long-term partner across the full signal chain — from console to fixture to cable.
Develop and execute a territory plan with quarterly targets, account prioritization, and strategies for both established account growth and new business development across multiple market verticals.
Maintain a disciplined CRM practice and provide the Director of Sales with weekly, monthly, and quarterly pipeline reports covering activity, opportunities, forecasts, and competitive dynamics.
Work with upper management to forecast sales, inventory requirements, and profitability by territory and product line.
Act as an educator and product evangelist within the territory, conducting hands-on demonstrations and workflow consultations that build confidence and specification loyalty for ACT’s product offering.
Plan and execute compelling live product demonstrations for prospects and existing customers, including console programming sessions, fixture shootouts and comparisons, interconnect and distribution system showcases, and integrated system demonstrations at customer sites, showrooms, and events.
Provide consultative pre-sales support, helping customers design and specify complete lighting solutions — from control through fixtures through power and data infrastructure — for projects ranging from touring rigs and festival stages to permanent architectural and immersive installations.
Serve as a credible technical peer to lighting designers and programmers — someone who speaks the language with fluency and authority.
Articulate the distinct strengths of each ACT brand and position them effectively against competitors.
Identify and cultivate opportunities in emerging and underserved market verticals beyond traditional concert touring, including theatrical and performing arts, corporate events, houses of worship, higher education, sports and arena, themed entertainment, immersive experiences, architectural lighting, and permanent installations.
Recognize that ACT’s interconnect and distribution product lines open doors to infrastructure-level conversations — particularly in permanent installation markets where power and data distribution are specified alongside control and fixtures, creating system-level value.
Build relationships with architects, experience designers, creative directors, electrical engineers, and AV/lighting consultants who influence technology decisions in permanent installation and destination experience projects.
Analyze industry trends and identify new growth opportunities within the territory, reporting insights and recommendations to sales leadership and product teams.
Attend industry trade shows, dealer events, regional user groups, and association meetings to promote ACT’s full lighting portfolio, generate leads, and maintain visibility within the professional lighting community.
Actively monitor competitive activity across the market.
Provide structured, actionable feedback to product management, marketing, and leadership on competitive gaps, customer needs, emerging application categories, and market shifts — particularly where ACT’s portfolio breadth creates differentiation opportunities.
Collaborate with internal teams across pre-sales engineering, technical support, marketing, and product development to ensure seamless customer experiences from initial inquiry through post-sale support.
Partner with marketing to develop territory-relevant case studies, application stories, and sales collateral that demonstrate the value of ACT’s integrated approach across control, fixtures, and infrastructure.
Pursue ongoing personal and technical development within the entertainment lighting industry, staying current with evolving technologies, control protocols, fixture innovations, interconnect standards, and market trends.
Perform additional duties as assigned.