Trade Account Manager - Lighting

Job Description

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Position Overview

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We're seeking a Trade Account Manager who is a hungry, relationship-driven sales professional who owns a book of trade accounts and treats every quote, every open order, and every low spend account as an opportunity to close more business. This role blends account management with a daily sales hustle: you're not waiting for orders to come in, you're calling, following up, upselling, and re-engaging accounts to keep revenue moving. The ideal candidate thrives on the chase, builds real relationships with designers and trade partners, and isn't satisfied until the order is placed.

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Hudson Valley Lighting Group is a worldwide leader in the design, manufacturing, and omnichannel distribution of decorative and architectural lighting fixtures, encompassing six brands: Hudson Valley Lighting, Mitzi, Troy, Corbett, CSL, and Sonneman (on behalf of Hudson Valley Lighting, Inc., Troy-CSL, Inc., and SN Modern, LLC). As the one-stop shop for the most comprehensive selection of lighting, HVLG seeks to inspire and support our customers in their pursuit to achieve a home that perfectly reflects their clients. HVLG takes a designer-forward approach to the light-purchasing process — making the experience more inspiring, exciting, and inviting. At HVLG, we believe that great lighting has the power to elevate any space and enrich people's lives — and it's that guiding philosophy that ties our family of brands together.

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What You'll Do:

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Client Relationship Management

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• Build and nurture long-term relationships with residential interior designers, furniture showrooms, and other trade-oriented customers.
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• Act as a trusted design resource by advising on lighting selection, sizing, finishes, and styles.
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• Serve as the main point of contact for escalated customer service issues, balancing company policies with a solutions-oriented, client-first approach.
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• Tailor communication to distinct customer profiles, demonstrating empathy, active listening, and a solutions mindset.
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• Welcome and onboard new accounts with clear communication of policies, processes, and available resources.
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Daily Sales Strategies

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• Conduct consistent outbound calls/emails to check on projects, outstanding quotes, and open orders.
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• Treat every outstanding quote as unfinished business: follow up relentlessly until it closes, not just until it's been logged.
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• Follow up on lapsed accounts, incomplete sales, and outstanding quotes to drive conversions.
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• Review daily open order reports to identify opportunities to upsell or cross-sell across HVLG brands.
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• Provide in-stock product alternatives to help clients meet project timelines and reduce cancellations.
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• Run weekly account reviews to evaluate progress, address underperformance, and re-engage with dormant accounts.
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• Convert trade show leads and wish lists into actionable sales.
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• Manage quarterly target account lists and execute customized strategies for growth.
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• Proactively reach out to top accounts on a set cadence, not just when they reach out first, staying ahead of their project needs before a competitor does.
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• Own your book of business like it's your own territory: know your accounts, know your pipeline, and know exactly where your next order is coming from.
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• Collaborate with Business Development Managers, Inside Sales Manager, and Sales Directors to address performance gaps and drive growth strategies.
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• Prepare sales reports by account and business partner class, using insights to inform proactive sales activities.
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• Ensure accurate account details and program information are in SAP.
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Order & Project Support

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• Create all customer quotations and follow them through to conversion.
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• Monitor and manage open orders to proactively resolve back orders, payment issues, or shipping delays.
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• Process and assist with alternative fixture suggestions for display orders when items are out of stock or discontinued.
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• Offer specialized service to familiarize customers with company policy and process.
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• Support showroom display requests, coordinating with customers, sales reps, marketing, and operations to ensure availability, signage, mounting materials, timely shipments, and accurate displays.
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• Evaluate showroom display performance at regular intervals (90-day, 6-month, annual) and make adjustments as needed.
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Customer Experience & Problem Solving

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• Troubleshoot customer issues by asking the right questions and providing thoughtful, creative solutions.
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• Guide clients on how to use HVLG's website and in-house technology tools, empowering them to be more self-sufficient.
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• Identify trends in customer interactions and share insights with cross-departmental teams.
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• Provide clear, concise communication of technical solutions back to clients.
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• Recommend product improvements based on customer feedback, using both anecdotal insights and data.
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Collaboration & Market Insights

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• Partner with Business Development Managers, Sales Leadership, and Marketing to identify growth opportunities and execute initiatives.
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• Collaborate cross-functionally to drive process improvements, automation, and efficiency in back-office systems.
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• Assist with training customer service counterparts to ensure they meet and maintain company standards and expectations.
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• Ensure support staff are working to assist your clients with the level of excellence HVLG expects.
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• Other duties assigned as needed.
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Position Requirements:

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• Bachelor’s degree or equivalent experience required.
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• 3+ years of sales, account management, or business development experience; consumer goods, decorative lighting, architectural lighting, residential lighting, luxury home products, or home furnishings industry preferred.
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• Experience working with interior designers or within the residential design community strongly preferred.
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• Proven ability to drive sales growth and achieve performance targets.
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• Strong communication, presentation, and negotiation skills.
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• Self-motivated with a strong sense of urgency and follow-through, comfortable picking up the phone and chasing down a close.
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• Highly organized, able to manage a full book of accounts without letting anything slip.
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• Proficiency in SAP or similar ERP/CRM systems, and Microsoft Office.
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• Proficient in Microsoft Office; SAP experience preferred.
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• Highly organized, detail-oriented, and adaptable to a fast-paced, evolving environment.
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• Enthusiastic, self-motivated, and collaborative, with a genuine passion for design and design trends in the interior design industry.
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• Must work onsite at our Wappingers Falls, NY office five days per week during the introductory period, with one remote day per week thereafter.
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• Ability to travel domestically up to approximately 5% annually to trade shows.
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• US citizen or permanent resident (no Visa sponsorship available).
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Compensation & Benefits

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• Competitive base salary (dependent on experience).
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• Comprehensive health insurance (single medical plan).
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• Life insurance and long-term disability coverage.
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• 401(k) with employer match.
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• Bonus potential.
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• Generous vacation, sick, and holiday pay program.
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WORKING CONDITIONS

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Work Environment:

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The work environment characteristics described here are representative of those employees encounter while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

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Ability to work in a Distribution Center environment with varying temperatures and noise.

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Equal Opportunity Employer:

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Hudson Valley Lighting is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status, or other characteristics protected by law.

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Disclaimer: This position description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required. Employees may be asked to perform other duties as needed.