Luminii is seeking a driven, relationship-focused Specification Sales Executive to expand our presence within the architectural lighting and design community.
The ideal candidate has understanding of the specification process and a passion for building meaningful relationships with lighting designers, architects, and other design professionals.
This is an outside sales position that combines specification development, business development, and project management. The successful candidate will not only generate product specifications but also take ownership of opportunities throughout the entire sales cycle, from initial design discussions and product selection through quotation, project award, order placement, and post-sale support.
We are looking for someone who is eager to make their mark in the industry, develop a strong network of specification partners, mainly lighting designers and landscape architects, and translate design relationships into measurable sales growth.
Key Responsibilities
Specification Development & Relationship Management
- Build, develop, and maintain strong relationships with lighting designers, architects, interior designers, and other specification professionals within the assigned territory.
- Promote Luminii's architectural lighting solutions through regular client visits, product presentations, educational sessions, and design consultations.
- Identify and pursue new specification opportunities across commercial, hospitality, residential, and other architectural projects.
- Collaborate with designers during the early stages of project development to influence product selection and secure Luminii specifications.
- Maintain ongoing engagement with key specification accounts to strengthen relationships and encourage repeat business.
Sales Development & Project Conversion
- Take ownership of specified projects and actively follow opportunities from initial specification through quotation, bidding, project award, and order placement.
- Proactively track project progress, identify decision-makers, and address potential obstacles that could impact the sale.
- Achieve assigned sales targets through a combination of specification development, project conversion, and account growth.
Territory & Pipeline Management
- Develop and execute a territory sales strategy focused on increasing specification activity, market penetration, and revenue.
- Build and maintain a healthy pipeline of specification-driven opportunities.
- Utilize CRM tools to document customer interactions, track specifications, monitor project milestones, and maintain accurate sales forecasts.
- Monitor market trends, competitor activity, and emerging opportunities within the architectural lighting industry.
Technical & Cross-Functional Collaboration
- Develop a strong understanding of Luminii's product portfolio, applications, customization capabilities, and technical specifications.
- Collaborate with Engineering, Product Management, Inside Sales, and Customer Service teams to develop solutions that meet project requirements.
- Participate in industry events, trade shows, networking opportunities, and professional associations to build genuine relationships and strengthen Luminii's market presence.
Qualifications & Experience
Required Qualifications
- Approximately 5 years of sales, specification, or business development experience within the architectural or commercial lighting industry.
- Demonstrated experience working with lighting designers, architects, or other specification professionals.
- Strong understanding of the architectural lighting specification process and how projects progress from design through procurement and installation.
- Proven ability to develop relationships, identify opportunities, and convert specifications into sales.
- Working knowledge of LED lighting technology, architectural lighting applications, and industry terminology.
- Strong communication, presentation, negotiation, and relationship-building skills.
- Self-motivated, organized, and comfortable managing multiple projects and customer relationships independently.
- Proficiency with CRM systems and Microsoft Office applications.
- Ability and willingness to travel regularly throughout the assigned territory for customer meetings, presentations, and industry events.
Preferred Qualifications
- Existing relationships within the lighting design, architectural, or specification community.
- Experience working for an architectural lighting manufacturer or independent lighting sales agency.
- Familiarity with lighting controls, LED systems, and custom architectural lighting solutions.
- Experience collaborating with sales agents, electrical distributors, and contractors.
- Established track record of growing specification-driven business and managing projects through successful conversion.
What Success Looks Like
The successful Specification Sales Executive will be measured not only by the number of specifications generated but also by their ability to translate those specifications into meaningful business results.
Key indicators of success include:
- Specification Growth: Increasing the number and value of projects specifying Luminii products.
- Project Conversion: Successfully moving specified projects through the sales cycle to confirmed orders.
- Relationship Development: Establishing and strengthening productive relationships with key lighting designers and architectural firms.
- Revenue Growth: Meeting or exceeding assigned territory sales objectives.
- Pipeline Management: Maintaining visibility into active opportunities and consistently following projects through completion.
- Market Presence: Building Luminii's reputation as a preferred architectural lighting partner.
Ideal Candidate Profile
We are looking for an ambitious lighting industry professional who has developed a solid foundation in specification sales and is ready to take the next step in their career.
This individual understands that securing a specification is only the beginning. They enjoy developing relationships with designers, influencing project decisions, and remaining actively involved until the project becomes a successful sale.
They are equally comfortable discussing lighting applications with a designer, coordinating with sales agents on a bid, and working internally to resolve technical or commercial challenges.
Above all, they bring an entrepreneurial mindset, a strong sense of ownership, and the motivation to build a lasting presence for Luminii within the design community.
