Lighting & Controls Specification Sales Representative; AEC

Lighting & Controls Specification Sales Representative (AEC)

Inside Lighting, a commercial lighting and controls sales agency based in Torrance, is recruiting a Specification Sales Representative to drive growth and deepen customer relationships within the Los Angeles, Ventura, Santa Barbara, and SLO territories, with a primary focus on Los Angeles. The position reports to the VP of Specification Sales.

Location:

Los Angeles, California

• Develop specifications by educating the specifier and providing relevant product recommendations.
• Conduct product presentations to showcase the features and capabilities of our lighting controls and architectural/commercial lighting products.
• Support new product launches and new product lines in the territory through presentations and persistent client outreach.
• Know the key specifiers (lighting designers, electrical engineers, and architects) in the assigned territory and generate interest in LIGHT‑represented products.
• Conduct regular follow‑ups and maintain communication with existing clients to ensure retention and repeat specifications.
• Develop new opportunities by identifying, qualifying, and pursuing new client accounts within target markets.
• Be a trusted resource by providing expert guidance to clients on lighting controls and architectural/commercial lighting solutions that meet their specific needs and project requirements.
• Understand lighting design concepts and construction processes to present appropriate product solutions.
• Maintain a deep understanding of our product lines, including technical specifications and design applications.
• Participate in ongoing training to enhance product knowledge.
• Collaborate with internal project managers and external manufacturer teams to ensure accurate and timely project specifications and quotations.
• Meet and exceed quarterly and annual sales targets to drive growth and profitability.
• Develop and maintain a robust quote pipeline.
• Follow up on assigned leads (warm and cold) and respond to client inquiries in a timely manner.
• Set appointments and travel with regional sales managers when they are in territory.
• Participate in industry association events to promote LIGHT‑represented manufacturers.

• Experience working with lighting designers, electrical engineers, and architects.
• Minimum 5 years of sales experience, ideally within the lighting controls and architectural/commercial lighting, building automation, or building products industries.
• Minimum 2 years of sales experience to the A&D or AEC communities.
• Demonstrated success in sales, with a track record of meeting and exceeding sales goals.
• Technical acumen with a strong understanding of lighting products.
• Strong communication, interpersonal, and presentation skills, with the ability to engage clients and influence specifications.
• Self‑motivated with the ability to work autonomously, identify priorities and act on them.
• A commitment to exceptional client service with a high level of integrity.
• Strong organizational skills with the ability to prioritize multiple tasks and deadlines.
• Proficient computer skills and experience with Microsoft Office Suite, CRM, and other software.
• The ability to read and interpret construction documents, lighting controls schedules, and lighting fixture schedules.
• Travel in assigned territory 60%+ of the time for daytime appointments with infrequent overnight travel for trade shows and manufacturer training.
• Home‑based office setup (equipment provided).
• Valid driver’s license and reliable vehicle.

• An understanding of California Title 20, Title 24, and JA8 energy codes; familiarity with local electrical building codes.
• A college degree.
• LC, LEED, or WELL accreditation.

• Competitive base salary based on experience, knowledge and existing specifier client relationships.
• Uncapped specification incentive plan.
• Vehicle, phone and internet allowance.
• 401(k) plans with company match.
• Company‑supplemented health insurance, including dental and vision.
• 15 days of PTO.
• 9+ paid holidays.

LIGHT is a well‑established commercial lighting and controls sales agency serving all of Southern California. We represent a diverse line card of 70+ brands, ensuring suitable options for a wide range of projects. Our team has a reputation as a trusted resource to our specification and distribution partners, with decades of experience across various sectors.

Apply today by sending your resume to