OSRAM is seeking qualified Director of Specification Sales for the Eastern region. This position provides value to customers through solution-based selling and truly understanding customer and market needs. We value teamwork and actively foster a dynamic collaborative work environment. All commercial team members are held to the highest degree of accountability for performance and are encouraged to be entrepreneurial in the execution of their sales plans. This position will market and sell OSRAM & Partner lighting products to the design and specification communities which includes Architects, Developers, MEP firms, Lighting Design Firms, Consulting Engineers, Energy Retrofit/ ESCOs, and Lighting Consultants.
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Essential Responsibilities
Actively develop a Manufacturer’s Representative network in the eastern United States and Canada. In addition to your own territory this position will manage several other sales professionals
Collaborate with other Channels and the Management Team to deliver results within the comprehensive go to market strategy
Collaborate with Sales VP, Regional Sales Managers and Specification Sales Team and Key Account Sales to maximize sales goals
Call on customers to develop lighting specifications, build relationships and providing value with the best lighting and controls solutions to accomplish the design intent and meet energy code requirements.
Share information across the team with relevant players within a project
Educate and train specification community, building knowledge and approval of products through solution-selling.
Actively participate in lighting and controls community events
Work with the project, technical and quotations teams to deliver accurate and timely information and ensure customer satisfaction
Maintain regular contact with key specifiers, contractors, and national accounts through field visits, electronic and written correspondence and follow-up on in-house generated leads
What we look for
Required Experience/Skills and Education
Bachelor’s Degree and 10 years applicable experience
Existing relationships with the design and specification communities
Knowledge of lighting components (LEDs, relays, drivers, ballasts, sensors, etc.), luminaires and light management systems and the ability to address and resolve technical questions.
Knowledge of networking, security and encryption.
Knowledge of ZigBee, Bluetooth, Z-Wave, 6LowPAN, LiFi, WiFi and Thread.
Demonstrated ability to effectively communicate internally and externally in both written and oral form.
Candidates must have exceptional interpersonal skills and strong problem solving capabilities.
Significant experience delivering presentations to C-Level executives
Solid strategic planning and execution skills
Self-directed and highly motivated
Excellent team building and collaboration skills
Proven ability to exercise good judgment and discretion
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