Regional Contract Sales Lead – East
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Job Description
Regional Contract Sales Lead driving strategic growth within Lumens’ contract and commercial business. Focusing on hospitality, multi-family, procurement, and corporate sectors while managing key accounts.
Responsibilities:
- Develop and execute a region-specific growth strategy focused on expanding Lumens’ contract and commercial business.
- Identify and pursue new business opportunities across hospitality, multi-family, procurement, corporate, and commercial sectors.
- Conduct ongoing market research and competitive analysis to identify high-opportunity accounts, emerging projects, and strategic partnerships.
- Build relationships with key commercial stakeholders including ownership groups, developers, procurement firms, hospitality operators, contractors, commercial specifiers, and distribution partners within the region.
- Maintain an active in-market presence through regional travel, client meetings, presentations, networking events, trade events, and industry engagement.
- Represent the Lumens brand and contract capabilities within the commercial design and procurement community.
- Own and grow strategic regional contract accounts while developing long-term client partnerships.
- Lead projects through the full sales lifecycle, from early-stage opportunity development and specification through procurement and fulfillment.
- Influence fixture schedules, product selections, and sourcing strategies to help secure project specifications.
- Partner with clients on value engineering solutions, budget alignment, and product alternatives while protecting project intent and sales opportunity.
- Develop account penetration strategies that increase share of wallet across lighting, furniture, and décor categories.
- Maintain strong relationships with key stakeholders across multiple levels of client organizations.
- Partner closely with the internal contract sales support team to ensure seamless project execution, responsiveness, and client communication.
- Collaborate cross-functionally with Customer Operations, Fulfillment, Finance, Product, and Sales leadership teams to support project success.
- Provide market intelligence and customer feedback that help shape regional strategy, category growth, and business priorities.
- Maintain organized pipeline management and forecasting through CRM and sales management tools.
Requirements:
- 5+ years of experience in contract sales, commercial furnishings, specification sales, architectural products, hospitality sales, or related B2B industries.
- Proven success managing strategic accounts and driving regional business development growth.
- Experience working with hospitality groups, developers, procurement firms, contractors, distributors, architects, or commercial design firms.
- Strong understanding of project-based sales cycles, specification influence, procurement processes, and value engineering conversations.
- Experience managing large, multi-phase commercial or contract projects preferred.
- Proficiency with CRM and pipeline management platforms such as HubSpot, Salesforce, or similar systems.
- Ability to travel approximately 20–25% within assigned regional markets.
- Strong communication, presentation, and relationship management skills.
Benefits:
- Comprehensive health benefits
- 401k with company match
- 3 weeks of annual paid time off
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