Lighting & A/V Business Development

About the role

Job Purpose: To build and maintain strategic customer relationships while creating a customer connection that can withstand the inevitable pressures, politics, and mishaps that can be a part of day-to-day business. Sales Reps develop an intellectual and emotional bond to support partnership, trust, and confidence for our clients and specifiers, to drive customer success and revenue growth.

Responsibilities

• Engages in client relationship building: developing intellectual and emotional bonds with customers; being proactive in arranging in‑person appointments; traveling to meet clients; being present on job sites as needed; ensuring regular communication through scheduled check‑ins; creating an ideal customer type and regularly prospecting for that profile.
• Influences product specification: developing strong technical understanding of lighting and AV system integration; working with owners, designers, consultants, agents, and manufacturers’ reps to ensure Christie Lites Sales products are requested at bid time; nurturing consultant and designer relationships to be listed as an approved bidder; navigating industry insider networks to best position themselves and the company.
• Sets goals and manages portfolio: setting annual client relationship development and financial targets with VP Sales; developing and pursuing an industry network to support portfolio growth; identifying and managing key retention accounts; identifying existing and future client growth opportunities to pursue proactively.
• Monitors portfolio performance: regularly entering sales activities and customer data into the CRM; monitoring sales pipeline and updating Opportunities, Quotations, and Sales Orders; reviewing quarterly profitability reports with management; identifying issues affecting margins; seeking revenue growth opportunities to meet benchmark targets.
• Bid preparation and submittal: understanding specifications and clarifying unclear details; reviewing bid documentation (equipment lists, drawings, sample contracts, payment terms, insurance, bid bond); writing bid takeoff and initial Bill of Materials; working with Sales Coordinator to build complete job costing; strategically setting margin and selling price; writing and compiling a complete proposal (cover letter, Scope of Work, cut sheets, submittal drawings, pricing proposal, corporate profile, project case studies, etc.).
• Interfaces with Project Management to ensure high‑quality job execution: engaging with PM during bid preparation for technical specification, system design, resource planning, and drawing preparation; participating in kick‑off meetings; transitioning control of projects to the PM team; effectively communicating Change Orders; participating in post‑mortem meetings to transition the relationship back to the Sales Rep at project close.
• Works independently with regular interaction and support from VP Sales: remaining focused on established goals; engaging in consistent proactive daily business practices; participating in regular portfolio update meetings with VP Sales; delegating non‑Sales Rep work (managing projects and sub‑contractors) to appropriate departments; communicating questions, issues, and strategies with VP Sales and seeking support as needed; calling upon other management departments (Operations, Finance, Project Management) for further support.

Personal Attributes for Success

• Quickly builds rapport and trust
• High desire to compete and win
• Entrepreneurial spirit
• Decisive
• Creative problem solver
• Results and success‑driven
• Self‑starter
• Comfortable with travel
• Listens to understand & asks great questions
• Effective communicator, well‑written and well‑spoken
• Seek high levels of compensation
• Sets goals and measures success against them

Professional Attributes for Success

• Demonstrated experience in entertainment lighting and/or AV system integration sales
• Maintains deep relationships with consultants, designers, and other specifiers in the industry
• Strong administration and organizational skills
• Proven track record of success
• Proven negotiator with strategic business sense and ability to close deals
• Problem solver, attentive to client needs, and builds relationships

Additional Information

Christie Lites operates one of the largest stage lighting rental companies in North America, with offices in multiple cities across the United States, Canada, the United Kingdom, and Germany. The company has been in operation for 40 years and boasts a client base of some of the most respected names in many wide‑ranging industries. Christie Lites Sales is the sales and system integration division of Christie Lites. CLS provides lighting and AV products and systems to various market segments in North America, including Performing Arts, Education, Film/TV, Sports Entertainment, Architectural, and Worship. Christie Lites Sales employs a specialized team of Sales Reps serving clients through exclusive interpersonal relationships. Sales opportunities and client