Lighting & A/V Business Development

Job Purpose

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.

Responsibilities

1. Engages in client relationship building.
2. Influences product specification.
3. Sets goals and manages portfolio.
4. Monitors portfolio performance.
5. Bid Preparation and Submittal.
6. Interfaces with Project Management to ensure high-quality job execution.
7. Works independently with regular interaction and support from VP Sales.

1. Engages in client relationship building by:

• 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.

2. Influences product specification by:

• 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.

3. Sets goals and manages portfolio by:

• 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.

4. Monitors portfolio performance by:

• 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.

5. Bid Preparation and Submittal by:

• 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.

6. Interfaces with Project Management to ensure high-quality job execution by:

• 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.

6. Works independently with regular interaction and support from VP Sales by:

• 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.

Personal Attributes For Success In This Role:

• 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

Professional Attributes For Success In This Role:

• 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

Additional Information

Christie Lites operates one of the largest stage lighting rental companies in North America, with offices in multiple cities across the United States, Canada, the United Kingdom, and Germany. The company has been in operation for 40 years and boasts a client base of some of the most respected names in many wide-ranging industries. 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.

Christie Lites Sales employs a specialized team of Sales Reps serving clients through exclusive interpersonal relationships. Sales opportunities and client assignments are not done on a regional or market sector basis but are based solely on individual relationships. This allows CLS Reps virtually unlimited opportunity for portfolio advancement and career growth.

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.