Sales Director - Lighting

Role Summary

We are seeking a seasoned Sales Director to spearhead the commercial divisions across various regions with a complete ownership of the sales journey — from lead generation to order realization and revenue collection. This leadership position demands the creation of a data-driven sales organization working in synergy with Engineering, Supply Chain, Finance, and Customer Service to ensure profitable order conversions.

Key Responsibilities

• Oversee Sales operations including local and export market teams along with managing the Estimation department.
• Define clear commercial goals, authorize delegation, and set performance expectations for sales and estimation teams.
• Foster collaboration with Engineering, Product Design, Supply Chain, Finance, and Customer Service departments.
• Develop succession plans and guide future sales leaders within the commercial team.
• Formulate and implement sales strategies aligned with executive-level business aims.
• Translate company revenue, margin, and order goals into practical sales plans targeting various customer segments and commercial solutions.
• Maintain a balanced sales pipeline catering to short and long-term revenue objectives with regular performance analysis and corrective actions.
• Enforce disciplined CRM practices ensuring timely management of leads, inquiries, quotations, orders, and closures.
• Lead pricing management, including protection of gross margin, monitoring discounting, and approving quotations within delegated limits.
• Coordinate closely with Finance for payment terms, risk assessments, and collections.
• Facilitate commercial handovers post order acceptance and maintain order lifecycle communication with customers and internal teams.
• Build and nurture critical business relationships across developers, consultants, architects, and other stakeholders to explore new market opportunities.
• Prepare and present accurate sales forecasts and pipeline reports, including identification of risks and proposed corrective strategies.
• Manage resource allocation, sales team recruitment, performance evaluation, and succession planning.

Candidate Profile and Requirements

• Bachelor’s degree in relevant fields such as Business Administration, Engineering (Electrical, Electronics, Mechanical, Architectural), Lighting Technology, or Construction Management.
• MBA or equivalent postgraduate management qualifications are advantageous.
• Professional credentials in strategic sales, key account management, or commercial negotiation are preferred.
• About 10 years of progressively advanced experience in B2B, technical, project-based, or solution-oriented sales with proven leadership capabilities.
• Extensive experience managing senior-level customer relationships and complex sales negotiations.
• Strong preference for candidates possessing lighting industry experience or related sectors like architectural lighting, building automation, MEP systems, smart buildings, or technical system integration.
• Demonstrated discipline and proficiency with CRM systems and pipeline management.
• Possess deep knowledge and skills in sales strategy, commercial decision-making, pricing, margin control, negotiation, team leadership, financial understanding, problem-solving, and market development.