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
- 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.

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 establishe