Executive Director of Specification Sales

Executive Director of Specification Sales

FULL TIME Senior Management Port Washington, NY, US

5 days ago Requisition

Job Summary

The Executive Director of Specification Sales leads the Commercial Specification market segment, driving sales growth through strategic engagement with key specifiers and effective leadership of Regional Sales Managers and independent sales representatives. This role is responsible for developing demand, executing regional sales strategies, and establishing long-term commercial plans. In close collaboration with Marketing and R&D, the Executive Director of Specification Sales aligns new product strategy, market needs, and project opportunities to accelerate growth across the commercial channel.

Major Duties and Responsibilities

• Develop and execute strategic, specification-focused sales plans to achieve revenue and market share objectives within the designated territory.
• Drive specification and project-based sales performance for assigned product lines, with emphasis on early project engagement and long-term demand creation.
• Build and maintain strong relationships with architects, designers, engineers, lighting designers, key end users, and other specification influencers.
• Train, coach, and develop independent sales representatives to effectively call on the specification community and prioritize specification activity for the product line.
• Develop and implement specification-focused training programs, sales tools, and resources for Sales and Support teams.
• Collaborate with internal teams (Marketing, Submittals, R&D, Product Management, and other Sales leaders) to ensure alignment between specification strategy, product offerings, and go-to-market initiatives.
• Identify, track, and support key project opportunities from concept through specification, submittal, and close.
• Conduct in-field market research with specifiers and customers to identify unmet needs, emerging trends, and competitive activity.
• Provide well-developed new product ideas, including target markets, specification requirements, pricing guidance, and anticipated sales forecasts.
• Partner with R&D to define product specifications based on market feedback, project requirements, and sales forecasts.
• Identify and develop relationships with strategic specification partners and align with the retail and hospitality key account managers.
• Monitor and evaluate the performance of independent sales representative groups, making coverage and staffing recommendations as needed.
• Proactively identify issues or challenges impacting specification success and collaborate on timely resolutions.
• Manage within approved expense, returns, and discount budgets.

Requirements

• 10+ years of sales experience with a proven track record of success managing independent sales representatives, preferably within the lighting industry and specification-driven markets.
• Bachelor’s Degree or equivalent work-related experience in a business-related field.
• Strong understanding of the commercial specification sales process, including architect, designer, and contractor engagement.
• In-depth knowledge of lighting systems, controls, and installation requirements.
• Proven success selling linear lighting through independent reps with a focus on specification and project-based sales.
• Strong technical aptitude to support the specification community and complex project requirements.
• Self-directed with the ability to independently drive results and manage a large territory.
• Willingness to travel 60–70% within the assigned territory.
• Proven ability to exercise sound judgment and discretion.
• Experience managing products across their full lifecycle.
• Excellent interpersonal, analytical, verbal, and written communication skills.
• Strong organizational, project management, and prioritization skills.
• Ability to meet tight and changing deadlines in a fast-paced environment.
• Effective presentation skills with the ability to communicate at all organizational levels.
• Ability to influence and drive initiatives through non-direct reports.
• Attention to detail with strong follow-through.
• Potential for overseas travel up to two weeks at a time (1–2 trips per year).

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