The posting
Senior Sales Consultant – Lighting Solutions
About the Role
The Senior Sales Consultant in the Lighting division is responsible for driving the growth of Rubicon's lighting solutions business by developing new opportunities, managing strategic customer relationships and increasing market share within the retail, commercial, industrial, infrastructure and construction sectors.
The successful candidate will have an established network within the lighting and electrical industry and a proven track record of achieving sales targets through specification selling, contractor engagement and project driven business development.
Key Responsibilities
Business Development
- Grow lighting sales revenue and achieve agreed sales targets.
- Identify, develop and secure new business opportunities within assigned territories and market segments.
- Build and maintain strong relationships with:
- Electrical contractors
- Consulting engineers
- Electrical engineers
- Project developers
- Quantity surveyors
- Facilities management companies
- End-user clients
- Engage with consulting engineers to secure product specifications on projects.
- Work closely with contractors and project teams to ensure successful project conversion and execution.
- Develop project pipelines and actively track opportunities from specification through to project completion.
- Present lighting solutions, product offerings and technical proposals to customers.
- Prepare quotes, tenders and commercial proposals.
- Conduct regular customer visits and manage key account relationships.
- Conduct regular account reviews to ensure customer satisfaction and identify future opportunities.
- Serve as the primary point of contact for key stakeholders within customer organisations.
Technical Sales & Solutions Consulting
- Collaborate with internal lighting design, commercial and technical support teams.
- Monitor competitor activity, market trends and emerging opportunities.
- Maintain accurate sales forecasting.
- Provide monthly pipeline, sales and activity reports.
- Prepare professional quotations, proposals and tender submissions.
- Negotiate pricing, commercial terms and framework agreements.
- Project manage solutions provided from inception to capitalisation.
Market Intelligence
- Monitor competitor activity and market developments.
- Identify emerging technologies and market opportunities.
- Provide feedback to management regarding customer requirements, pricing trends and product opportunities.
Minimum Requirements
Experience
- Minimum 5 years’ experience in an external lighting sales, electrical sales or specification sales role.
- Proven history of achieving and exceeding sales targets.
- Existing relationships and active network within:
- Electrical contractors
- Specifiers at large
- Consulting engineers
- Electrical consulting practices
- Large end-user organisations
- Experience working on commercial, industrial, retail, infrastructure or public sector projects.
- Experience managing long sales cycles and project-based opportunities.
- Strong commercial and negotiation skills.
Must have - Valid Driver’s licence and own reliable motor vehicle.
Preferred
- Existing relationships with major consulting engineering firms in South Africa.
- Experience selling LED lighting solutions and lighting control systems.
- Previous experience in specification driven sales.
- Knowledge of energy efficient lighting technologies and sustainable building practices.
Education
- At minimum, Matric/NQF4 level qualification.
- Diploma or Degree in Electrical Engineering, Renewable Energy, Business, Sales or a related field preferred.
- Relevant industry certifications will be advantageous.
- Electrical Engineering
- Building Services
- Business Management
- Sales and Marketing
- Similar field
Key Competencies
- Relationship building
- Business development
- Strategic account management
- Consultative selling
- Negotiation and influencing
- Presentation skills
- Commercial acumen
- Technical aptitude
- Pipeline management
- Customer-centric approach
- Strong communication skills
What Success Looks Like
Within the first 12 months the successful candidate will:
- Revenue growth and gross profit targets.
- New customer acquisition.
- Number and value of secured project specifications.
- Project conversion rates.
- Pipeline growth and forecast accuracy.
- Key account development.
- Market share growth within the lighting division.
- Customer retention and satisfaction.
Ideal Candidate Profile
The ideal candidate is a well-connected lighting industry professional with a strong reputation in the market and established relationships with consulting engineers, specifiers, built environment professionals and electrical contractors. They are commercially driven, highly motivated and capable of opening doors, influencing specifications and converting projects into profitable sales opportunities. They possess a hunter mentality while maintaining the ability to build long-term strategic relationships across the value chain.
