Sales Executive, TIC, Lighting

UL Solutions•Brea, CA

2d•$124,000 - $147,250•Remote

About The Position

This is a remote position requiring 50%+ travel, supporting the planning of sales strategy and maintaining an ongoing plan to prioritize a portfolio of accounts and maintain relationships throughout the year. The role interfaces with Lighting customers primarily remotely (video, phone, email) to promote and sell UL products and services. The Sales Executive uses technical credibility to build relationships with buyers and centers of influence. Under moderate guidance, they drive the sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary. They follow up with customers to ensure renewal of services where applicable and act on opportunities to sell testing services in the Lighting industry. The role involves meeting with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers. It supports discovery, opportunity identification, proposals, and closing for sales of core UL products and services, leveraging technical support (engineers) when a customer has a qualified need. The Sales Executive creates and maintains a pipeline of new logo prospects to supplement existing account activities and owns the new logo process through close of sale. They bring in additional resources when advantageous to support the sales process and delegate leadership of the sale to Technical Inside Sales Executives for TIC Lighting. The role transitions implementation to success/fulfillment teams after sales have been closed to ensure seamless service delivery. Where applicable, the role supports the development of Leadership's multi-year account plans in TIC by providing insight on the Lighting industry. It also supports remaining account managers on discovery and opportunity identification for the Lighting industry and works under the close guidance of account managers to seamlessly work with customers throughout the sales cycle. Finally, it provides any necessary information to Account leaders during the account planning process on potential growth opportunities within the assigned solution area.

Requirements

4+ years of related sales experience.
Deep knowledge and experience with Lighting products and components.
Proven ability to meet and exceed sales targets.
Ability to travel up to 50% per month in assigned territory.
Business acumen and deep understanding of business sales processes.
Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.

Nice To Haves

Bachelors and/or graduate degree in engineering or related field preferred.

Responsibilities

Supports planning of sales strategy and maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year.
Interfaces with Lighting customers primarily remotely (video, phone, email) to promote and sell UL products and services.
Uses technical credibility to build relationships with buyers and centers of influence.
Drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
Follows up with customer to ensure renewal of services where applicable.
Actions on opportunities to sell testing services in Lighting industry.
Meets with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers.
Supports discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
Leverages technical support (engineers) when customer has a qualified need.
Creates and maintains pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale.
Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for TIC Lighting.
Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery.
Supports development of Leadership's multi-year account plans in TIC by providing insight on Lighting industry.
Supports remaining account managers on discovery and opportunity identification for Lighting industry.
Works under the close guidance of account managers to seamlessly work with customers throughout the sales cycle.
Provides any necessary information to Account leaders during account planning process on potential growth opportunities within assigned solution area.