WAC Lighting · 6 hours ago
Executive Director of Specification Sales
United States
Full-time
Remote
Director/Executive
10+ years expWAC Lighting is a leader in the lighting industry, seeking an Executive Director of Specification Sales to lead the Commercial Specification market segment. This role involves driving sales growth through strategic engagement with key specifiers and effective leadership of sales teams to develop long-term commercial plans.
CommercialElectronicsLightingManufacturing
Hiring Manager
Jonathan Reetz
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
Qualification
Required
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)
Benefits
Paid time off
Medical & dental coverage (including family coverage)
Vision
Life
401(k)
Tuition assistance
Continuous training and development
Company
WAC Lighting
A global manufacturing leader of solid state lighting that designs, engineers and produces a broad range of lighting products.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$0.2M2009-10-02Grant· $0.2M
Leadership Team
Michelle Sacco
HR Business Partner
Recent News
2026-01-13
Company data provided by crunchbase