Head of Commercial Sales, Americas

Job Description

Head of Commercial Sales, Americas

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Competitive salary+ 30% bonus + Commission on Commercial Sales + benefits

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New York City Region, Remote

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Astro Lighting is a leading designer and producer of contemporary lighting for high end domestic and Commercial markets. Established in the UK over twenty years ago, today we are proud to have a network of international partners with subsidiaries in both the US and Asia.

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Since 1997, our Co-Founders John Fearon and James Bassant have been at the heart of the business, sharing a commitment to British lighting design and passion for quality and precision. Our creative ethos has remained consistent throughout – that good design demands simplicity, delivering products with technical excellence that extend far beyond their design aesthetic.

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As a trusted, dynamic and continually growing supplier, our extensive range complements every aspect of luxury living and Commercial, from bedrooms and bathrooms to living areas, corridors and exteriors and can be seen within luxury design projects across the globe.

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The Role

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Overview

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You will report to our Vice President of Sales and be an important part of our strategy in delivering significant Sales and Profit growth in our Americas Operations. In this role, you will focus on growing sales within the Commercial sector by building and nurturing relationships with general contractors, interior designers, architects, end-users and property developers. You will work closely with regional sales managers to implement the national sales strategy across target markets, ensuring alignment with the overall brand vision while driving regional growth. Your expertise in Commercial trends, and strategic sales will be critical in expanding our market presence and driving revenue growth across the country.

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What you will be doing…

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Key Responsibilities:

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·        National Commercial Account Management: Establish and maintain strong relationships with multi-regional end users, property developers, general contractors, architects, designers, and other key commercial stakeholders to promote and expand Astro’s lighting solutions across national commercial accounts.

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• Sales Strategy Development & Execution: Develop a comprehensive national sales strategy aimed at growing revenue through industry relationships and work closely with regional sales managers to implement this strategy across targeted markets. Ensure regional teams are equipped to effectively reach potential clients and expand brand presence within the Commercial sector.
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• Collaboration with Regional Sales Managers: Partner with regional sales managers to ensure cohesive execution of sales strategies, supporting them with tools, training, and guidance to drive sales in their respective markets. Monitor the success of initiatives and adjust strategies as needed to meet market demands and growth targets.
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• Collaboration with Marketing & Product Teams: Work closely with the marketing and product development teams to align sales initiatives with brand positioning and product offerings, ensuring the lighting solutions meet the needs of the Commercial industry.
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• Client Presentations & Negotiations: Lead client presentations, product demonstrations, and contract negotiations to secure large-scale Commercial projects and increase brand awareness. Provide ongoing support and strategy alignment to regional managers to ensure success in key accounts.
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• Market Research & Trend Analysis: Stay up to date with industry trends, competitor activity, and client needs to identify new opportunities for business development. Recommend product adjustments and innovations based on client feedback and market demands.
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• Sales Reporting & Forecasting: Monitor sales performance, track key metrics, and provide regular reports on progress towards sales goals, pipeline activity, and competitive landscape. Work with regional teams to forecast sales, identify potential challenges, and develop solutions.
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• Event Participation & Networking: Represent the company at key industry events, trade shows, and networking functions, cultivating relationships and generating leads for future sales opportunities. Support regional teams in local events to increase brand awareness and engagement.
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• Customer Service & Support: Provide exceptional customer service throughout the sales cycle, ensuring timely follow-up, problem resolution, and positive client experience. Support regional managers with high-level customer interactions when needed.
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What you will bring:

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·        Minimum 8 years of B2B sales experience, preferably within the lighting, lighting controls, or building materials industry

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·        5+ years of experience selling in the corporate, multifamily housing, higher education, and general commercial market sectors, with demonstrated experience working with property developers, general contractors, interior designers, architects, and electrical distributors

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·        Experience managing independent rep agencies and direct sales teams

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·        Strong financial and business acumen

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·        Demonstrated leadership, collaboration, and strategic thinking skills

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·        Ability to challenge conventional approaches through data-driven decision-making

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·        Skilled at viewing challenges from multiple perspectives and navigating complex solutions

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·        Excellent verbal and written communication skills

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·        Consistent demonstration of high professional and ethical standards

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·        Proficiency in CRM and other sales enablement tools

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·        Willingness and ability to travel (up to 50%)

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How we will measure you…

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·        Sales & growth for the Commercial Market in the Americas

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·        New Customer acquisition and development.

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·        Growth in sales of existing direct customer sales

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·        Success in gaining national account contracts.

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·        Quality relationships with the peer group.

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Benefits

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What we offer

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·        22 days holiday

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·        $600 p/month Car allowance

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·        $60 p/month Mobile phone allowance

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·        Hours 40 per week

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·        Discretionary Annual Bonus up to 30% of salary

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·        Pension 401k with 3% match

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·        100% paid employee health/dental insurance, with 50% paid family health/dental insurance

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·        A range of wellbeing initiatives including 24/7 access to our Employee Assistance Program

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·        Staff Discount on Astro products

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·        Volunteering and fundraising opportunities, supporting local charities and schools.

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