Executive Director of Specification Sales - Port Washington - WAC Lighting

Description

Overview

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).

We recognize people as our most valuable asset. Our competitive salary and benefits package includes: paid time off; medical & dental coverage (including family coverage), vision, life, 401(k); tuition assistance; and continuous training and development. For immediate consideration, please submit your resume as directed. Due to the high volume of applications, only candidates who meet the qualifications will be contacted.

WAC is an equal opportunity employer and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, age, disability, genetics, or any other protected characteristic. In addition to federal law requirements, WAC complies with applicable state and local laws governing non-discrimination in employment in all of its locations. This policy applies to all terms and conditions of employment, including, but not limited to, recruiting, hiring, placement, promotion, termination, recall, transfer, leaves of absence, compensation, and training.

Please note, all responsibilities outlined in the above job description are subject to change as needed. All efforts will be made to ensure proper notice is given for changes in responsibilities.