Directeur(trice) des ventes - Spécialité Canada/International

Req ID: 10973

Remote Opportunities: Remote

We use technology to solve problems in spaces, light, and more things to come… for our customers, our communities, and our planet.

Acuity Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light, and more things to come. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.

We are positioned at the intersection of sustainability and technology. Our businesses develop technology that helps save our customers energy and reduce their carbon emissions. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and location-aware applications.

Job Summary

The Director of Sales – Specialty Canada/International is part of the C&I Sales team and will be responsible for driving long-term growth for our Specialty brands in conjunction with our Canada/International sales management and teams.
This person is widely viewed as a trusted advisor and should possess a high degree of technical product expertise across our lighting and controls portfolio with the ability to tailor the approach to the right audience and application. This person can influence at all levels of an organization and will be a key point of contact with Product Management, Marketing, and others to help define and deliver world-class products and services to the market.
This person is comfortable navigating ambiguity and is always in search of better solution by asking questions, utilizing data, and engaging others to navigate the problem. The ideal candidate has a mindset that balances strategy, innovation, and execution, which will be critical to define and execute a plan that drives revenue, market share and profitable growth.

Key Tasks & Responsibilities (Essential Functions)

Business Development (40%)
• Develops direct relationships with Lighting Designers, Architects, Landscape Architects, Interior Designers and Engineers to drive specifications.
• Owns the sales number(s) for their assigned brands and geography.
• May be leveraged as an expert for large, national scale opportunities.
• Able to tailor sales approach to multiple audiences (specification, distributor, contractor, etc)
• Navigates the C&I agency landscape for training opportunities above and beyond routine market behaviors, utilizing data to help prioritize efforts.
• Trains and mentors the broader sales team on best practices and product integration into a variety of applications.
• Speaks and attends industry events, conferences and tradeshows.

Ops / Strategy (25%)
• Recommends and executes sales strategies for a winning approach based on situational analysis, market research, competitor analysis, etc.
• Evaluates our go-to-market approach including our products, services and support, service levels, pricing, promotions and compensation to define the right strategy, for each segment of the market, to maximize revenue and profitable growth.
• Provides a two-way feedback loop to applicable sales management team(s) - proactively accelerating information and knowledge transfer between product and sales teams.
• Creates momentum through a continuous improvement journey - establishing consistent operating rhythms and building and sharing standard work and best practices.
• Provides sales and operating expense forecasting input
• Aligns priorities with sales and product leadership

Product Development / New Product Introduction (20%)
• Educates designers and other clients as a subject matter expert on New Products introduced by our brands.
• Serves as a market/VOC resource on a new product launch team (GTM approach, training, marketing, tools, pre-launch, etc)
• Collects feedback on product trends / opportunities / gaps and synthesizes trends and insights to prioritize solutions that help define the future-looking technology innovation roadmap and strategy
• Provides guidance on pricing, compensation, sales volume targets and inventory (include phase in / phase outs)

Training & Marketing (10%)
• Works with marketing/product teams to determine and build training materials
• Owner/presenter of CEU material for internal/external customers
• Participates in industry code/standards events as they relate to the technology and uses this gained knowledge as an educational benefit
• Outlines content to present at local/regional/national tradeshows
• Partners with marketing to outline thought leadership campaigns and content – including sales tools needed

Analytics (5%)
• Helps review & determine analytics needed to further penetrate segment
• Outlines reporting requirements to improve visibility and insights for all applicable sales roles
• Establishes metrics of success and uses data to drive regular reviews with stakeholders

Preferred Skills and Experience

Experience (minimum experience required)

• Must have 5-7 years of experience in lighting and lighting controls
• Bachelor of Lighting Design/Engineering/Architecture/Business Administration or Similar Field
• Effective communicator – approachable, exceptional presenter, and great listener
• Detail-oriented, organized, and able to handle and prioritize multiple responsibilities
• Extensive experience and capability to speak “up and down” the channel/construction cycle (Designers, manufacturers, engineering firms, general contractors, etc.)
• Experienced in a company that manufactures and markets technically complex controls products through a variety of distribution channels
• Strong analytical and project management skills

We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.

Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at (770) 922-9000. Please clearly indicate what type of accommodation you are requesting and for what requisition.

Any unsolicited resumes sent to Acuity Inc. from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Inc. mailing address, fax machine or email address, directly to Acuity Inc. employees, or to Acuity Inc. resume database will be considered Acuity Inc. property. Acuity Inc. will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Inc. will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.

Knowledge of French is required for positions permanently located in Quebec so incumbents can communicate with their colleagues and suppliers in Quebec as necessary. French-language training is offered to all incumbents in permanent positions in Quebec who do not have a good knowledge of French.

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