Specification Sales Associate:  DC-Metro Area & Surrounding Areas
ABOUT YOUR ROLE
A company is nothing without its employees. And company culture is our personality – It’s the wonderfully unique combination of all of our employees’ characteristics, qualities, and mindsets that form our distinctive character as an employer. Our culture guides our interactions with one another and impacts us beyond our jobs.
As an individual contributor at Lighting Environments, you bear a critical responsibility in shaping our company culture and creating a positive working experience for those around you. Working at LE could be the greatest professional experience of your life… but it takes all of us to make this reality. This includes:
- Get to know one another! We don’t expect you to find your new best friend, but you will discover common ground that will make working together with colleagues easier and more enjoyable. Introduce yourself, welcome new faces, and be thoughtful to include others where possible.
Having courageous conversations
- At LE, we believe open communication, combined with mutual respect, can solve the majority of any issues we may encounter. As a first step in solving issues, we promote speaking to the other party directly to voice your thoughts calmly and respectfully or to clarify misunderstandings… regardless of the other party’s title or tenure. If this first attempt proves unsuccessful, management and HR can be involved to assist you. Note: This does not include any concerns with major violations of policy. Those should be directed to HR immediately.
Building one another up
- Encouragement and peer-to-peer recognition of effort, progress, or milestone successes can go a long way. In fact, a few simple words can change someone’s day. However, building up others also includes providing honest feedback. If you see something that could be approached differently or in an easier manner, share your suggestions and insight. As a team, you’re only as strong as your weakest link. So, take time to teach, help others improve, and share lessons learned from your own mistakes.
And most importantly, remember that we’re all human!
- Mistakes will happen. A mistake is defined as an action or judgement that is misguided or incorrect. A mistake is not repeating the same actions over and over, resulting in the same errors (that’s insanity!) or egregious acts of misconduct.
- When a mistake happens, here’s what you do… Own up to it! Communicate to those impacted by an error and seek help when needed to mitigate any negative effects. And then we move on. The important part is what you learn from mistakes and what you can share of your lessons learned to prevent reoccurrence in the future. We’re all a work in progress around here, and that’s okay.
- Life will happen. Here at LE, we’re all doing our best to make our work lives enjoyable and productive. We want to do our part and see our Company succeed. However, sometimes real life can create some challenges. Be understanding and adapt where possible.
MORE SPECIFICALLY, WHAT YOU’LL DO
The Specification Sales Associate focuses on commercial lighting sales through cultivating architectural specifications related to commercial lighting needs and by establishing and developing relationships with architectural firms, engineering firms, interior designers, lighting designers, and other clients in the DC-Metro and immediate surrounding areas.
A day in the life of a Specification Sales Associate may include the following:
- Building relationships, through excellent customer service and meeting agreed upon response times, with lighting designers, interior designers, architectural firms, and engineering firms in the assigned territory
- Proactively servicing clients’ ongoing commercial lighting needs, developing a needs/wants-based understanding of each customer’s business requirements
- Creating favorable specifications, including designing lighting plans as needed
- Maintaining orderly paper job files and/or digital customer database
- Gathering accurate market intelligence to provide value-added solutions from a technical perspective
- Identifying and analyzing business opportunities, including developing and implementing sales strategies through traditional avenues and promotion across digital platforms, to increase sales with the end goal to specify and close jobs
- Working cross-functionally with internal stakeholders, such as members of the Controls Department or Environments, to maximize the total share of a construction project
- Supporting the Inside Sales and Quotes Department, to aid them in closing commercial lighting projects
- Attending product demonstrations and other product launches or information sessions to stay abreast of the latest industry developments, trends, and technology
- Attending industry events and local architectural association events
- And last, but not least, everyone is expected to step up and help when needed. So, you can plan on performing other duties as assigned.
WHAT MAKES YOU GREAT FOR THIS ROLE
- You are motivated and driven with high-energy and a positive attitude. You’re ready to take on the world! Well… at least the world within your work.
- You enjoy solving problems. You love taking on difficult challenges and creating solutions. And if you don’t know the answer, you’ll dig until you find one.
- You use an intellectual arsenal of logical, business-minded thinking to determine next steps, actions, and plans.
- You tend to have a competitive drive, never losing sight of the end game and always have a target you’re trying to achieve. You may be prone to maintaining a to-do list and absolutely love to check off completed tasks.
- You have the power of persuasion. You articulate your thoughts logically and in a way that others pick up what you’re putting down. Wait a second…Did I write that, or did you just convince me?
- You love to wheel and deal, giving and taking until you’ve reached a mutually satisfying solution.
- You like helping people out! Whether it’s an internal or external customer, you take pride in the relationship you’ve cultivated and meeting their needs.
- Your wheels are always turning. You enjoy collecting information and evaluating it from different angles to identify trends and draw a conclusion.
- You pay attention to the details…all of them. No dot-less i’s or cross-less t’s get past you.
- You use language skills like a multitool; absorbing and dispersing information, articulating thoughts, and exchanging ideas through both written and verbal forms. You listen actively, write concisely, and speak clearly.
- You are patient, level-headed, and cool under pressure. When things change, it’s no biggie. You just roll with the punches and reprioritize.
- You are honest with yourself and receive feedback to know what areas you wish to improve. You enjoy pushing yourself to learn something new, whether in a structured, formal setting or exposure in day-to-day activities. You never miss a chance to grow.
TECHNICALLY SPEAKING, YOU HAVE
- A high school diploma or equivalent
- At least 2-3 years of experience in customer service, direct sales, or another related field
- Proficiency with Microsoft Office programs and enterprise resource planning (ERP) software
- Must be comfortable with in-person customer responsibilities and substantial travel (Role is best suited for a road warrior!) Note: Your driving record may be subject to review.
BONUS POINTS FOR HAVING
- Knowledge of commercial lighting or experience in the industry
- An associate degree in Science, Arts and/or Business Administration
- Experience using Oasis ERP system
WHERE & HOW YOU’LL WORK
As a member of our sales team, you can expect a combination of days spent working remotely from home, in the Baltimore office, and on the road to varying client locations or events within your assigned territory in your area.