Job Description

Job Description

A passion for customer experience, sales and innovation. A driven, team player with a “Customer First” mindset. If these qualities are part of your DNA, read on!

DALS Lighting, inc. is a manufacturer of residential and commercial LED lighting products focusing on innovative and emerging technologies. Our main lighting categories include Recessed, Accent/Undercabinet, Indoor/Outdoor Decorative, Landscape and Smart Home. Our lighting systems are displayed and stocked at several lighting showrooms, electrical distributors, and national retailers. Our products are also sold on projects across North America through an extensive network of agents who work with architects, engineers, contractors and distributors. We strive for excellent service, superior to-market lead times, environmental innovation and product quality.

THE ROLE

DALS Lighting is growing and currently offering an excellent career opportunity for a Key Account Manager (KAM) covering North American Big Box, Club, Mass Market and E-commerce channels. Reporting directly to the Vice President of Sales, the successful candidate will be tasked with managing all key account relationships and day-to-day communications with a focus on exceeding customer expectations. Armed with strategic and analytical thinking, the KAM will be tasked with sustaining and growing current accounts along with adding new accounts to the DALS portfolio, resulting in long-term successes.

The candidate must be a proactive and determined individual with a passion for Customer Excellence and who shares our values. Understanding and aligning with our company culture is very important to us.

DALS is located in Blainville, North of Montreal, QC and although this position can be remote, we very much enjoy having in-person interactions at the office whenever possible.

TERRITORY

The KAM’s territory will include:

• All of North America (primarily Canada and the US), with the potential to expand into other regions should the opportunity arise.
• Sales channels will include Big Box/Home Improvement (Home Depot, Lowe’s, Rona, Menards, Ace, True Value, etc.), Club (Costco, Sam’s, BJ’s, PriceSmart, etc.), Mass Market (Canadian Tire, Walmart, etc.) and E-commerce Marketplaces (Amazon, Wayfair, Overstock, Build.com, etc.)

TOP 5 JOB RESPONSIBILITIES

Meet Sales and Growth objectives:

• Meet yearly and quarterly Sales targets ($)
• Meet personal quarterly Sales/Corporate objectives

Account management

• Operate as the primary point of contact for key account stakeholders
• Negotiate agreements and pricing, establish promotional planning, ensure data integrity
• Work with our Product Development Team to develop products and programs tailored to our consumers’ needs
• Understand and optimize product assortments
• Take the lead on customer presentations and line reviews

Manage/communicate sales cycles with a clear plan of upcoming presentations/line reviews and future opportunities

• Strategic growth
• Strategically identify and open new accounts while being conscious of our other customers and sales channels, minimizing conflicts
• Align with our internal brand and marketing strategies

Provide product knowledge and market feedback

• Share expert product knowledge with customers, end consumers and Sales Agencies (product specifications, features/benefits, usages, installation methods)
• Update the internal DALS teams with customer/industry information and feedback regarding products and market trends

Reporting and representation

• Measure, track and analyze key account metrics
• Create reports for upper management
• Represent DALS at corporate tradeshows and events

WHAT SUCCESS LOOKS LIKE:

• BY 6 MONTHS… You have taken over the day-to-day management of our current key accounts and are building a strong working relationship with key contacts at multiple levels (store merchants, online merchants, POG/visual merchandising teams, store services teams, etc.). You have met the main contacts in person. You have a good understanding of their product assortments (ours and the competition’s). You have a good technical knowledge of the DALS product line and a good understanding of the competition. You are providing customer/market feedback to internal DALS teams. You have targeted new accounts to open and actively looking for more.
• BY 12 MONTHS… You have gone through a full cycle with existing customers and have presented a yearly review and most likely a few line reviews/refreshes. The fruits of your labor are paying off and you are implementing changes to their product assortments/POGs. You are growing your active account base and are in contact with a number of new merchants. You are either in the process of presenting or onboarding new products with 3-4 new retailers. You have become a DALS product expert. You have presented a strategic growth plan with specific sales goals and customer targets internally.

QUALITIES OF THE IDEAL CANDIDATE:

• A self-driven, pro-active and energetic sales personality
• Strong communication and interpersonal skills
• Imaginative problem solver, drawing on your analytical skills and common sense to improve business and marketing strategies
• Highly organized and detail oriented with excellent time and project management skills
• Customer focused – Customer first
• Team player with superior collaboration abilities
• Integrate with multiple departments and using all the resources that Dals has to offer
• Displays accountability and meets deadlines

QUALIFICATIONS & WORK EXPERIENCE:

• 3+ years of proven experience as a successful key account manager
• Experience working in the Lighting industry
• Experience working with key North-American Big-Box, Mass Market, Club and E-commerce retailers
• Has built a bank of key contacts that will help to “hit the ground running”
• Fluent with Microsoft Office Suite (Powerpoint, Excel and Word) and Google Drive documents – Ability to build presentations and manage sales numbers
• Comfortable navigating customer systems and portals
• Willing to travel +/- 50% of the time (including local driving and longer distance flights)

DALS Lighting offers an exceptional work environment supported by a dynamic team, a solid compensation package, including base salary + motivating bonus structure and group insurance.

For consideration, send your resumé and cover letter to: Chris Warnock, Executive Vice President of Sales – cwarnock@dals.com

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