Job Description

POSITION SPECIFICATION

TITLE: Director of Sales – Lowe’s

REPORTING TO: Vice President of Sales

LOCATION: Mooresville, NC (Hybrid)

THE COMPANY: Good Earth Lighting

Founded in 1992, Good Earth Lighting is a leader in energy efficient lighting across multiple lighting categories. The company has enjoyed consistent growth in sales and profits at the forefront of the ‘green’ revolution for over 30 years. Primary markets served are major North American retailers and electrical distributors.

As a six-time winner of the EPA Energy Star Lighting Partner of the Year Award, you can be confident in Good Earth Lighting as your source for quality energy efficient lighting. An excellent team of engineers and designers, combined with outstanding long-term relationships with its Asia factories, allows the company to combine the latest in LED technology and fashion with value pricing.

The Good Earth design team holds multiple awards for their ability to combine these efficient technologies with outstanding style. Whether your taste calls for contemporary, transitional, or traditional, Good Earth makes it easy to find the lighting fixture that expresses your personality

The company is looking for an experienced, highly motivated Director of Sales to join our team as the “team leader” of our Lowe’s strategic business partnership. This is a highly visible and key role within the company reporting to the VP of Sales. This person must have the ability to learn quickly, work within an entrepreneurial environment with the ability to wear “several hats” and become a strong team player. The candidate will be responsible for the following:

DIRECTOR OF SALES – Lowe’s (and possibly RONA):

PURPOSE OF POSITION:

The Director of Sales – Lowe’s will lead Good Earth’s relationship with Lowe’s and own both the top line and bottom-line financial results. This position will also have direct report(s).

PRIMARY RESPONSIBILITIES:

• Develop best-in-class business partner relationships with key decision makers & executives at all levels within Lowe’s.
• Develop & expand upon joint business planning structure and processes.
• Develop & execute strategic plans for accounts to achieve budget.
• Deliver assigned budgets on a quarterly and yearly basis.
• Forecast at the account and product level.
• Possess a thorough understanding of the customer P&L and manage the business with a General Manager mindset.
• Lead the development of presentations for Line Reviews and business planning meetings.
• Deliver monthly performance and key metric scorecards both externally for Lowes Merchant Bi-Weekly meetings and internally within Good Earth. Provide meaningful insights on performance and key metric data.
• Provide leadership on account service needs to ensure timely execution and follow-up on all activities
• Cross functionally work with Good Earth’s Director of Supply Chain & Forecasting on all product needs for existing and new business.
• Help identify opportunities to improve supply chain, operations, or product packaging initiatives to support and efficiently grow the business.
• Cross functionally work with Good Earth’s CFO & VP Sales on all yearly budgeting for sales volumes and investment funding needs.
• Propose use of funds and resources with the best ROI in mind .
• Analyze data and implement high quality solutions and actions to solve problems proactively with customer or team.
• Seek consensus and approval from internal stakeholders for proposed plans; negotiate with accounts towards company's position for mutual “win-win” end results.
• Identify potential new opportunities within Lowe’s and related resource needs and potential risks.
• Seek out internal decision makers and influencers. Create positive working relationships across all levels of the business.
• High level negotiation skill set with the ability to identify and execute mutually agreeable win-win scenarios acceptable within both the customer’s go to market strategy and Good Earth’s go to market strategy.
• High level conflict resolution skill set with the ability to identify the opportunities contained within a business issue between the customer and Good Earth
• Relish the opportunity to pick up new activities that fall broadly in the purpose of the role.
• Think outside of the box, identifying opportunities for improvement.
• Identify problems and find solutions.

Education & Experience:

• Bachelor’s Degree required, concentration in business or related field preferred.
• Minimum of 5 years’ experience in national account sales managing large retailers such as Target, Best Buy, Home Depot, Lowes, Costco, Sam’s, Wal-Mart, etc.
• Minimum of 2 years’ experience calling on Lowe’s.
• Ecommerce experience is desirable.
• Experience coaching and leading direct report(s) is preferred.
• Strong track record of budget/quota delivery

Skills & Capabilities:

• Demonstrates the ability to penetrate the appropriate customer, customer team, and internal functions to achieve maximum results on sales objectives.
• Excellent presentation and persuasion skills.
• Well-developed negotiation skills.
• Well-developed conflict resolution skills and a demonstrated ability to build relationships and key partnerships.
• Demonstrated ability to manage complex projects.
• Adept at multi-tasking.
• Strong analytical skills with the ability to translate into impactful sales results.
• Possess strong business and financial acumen.
• P&L proficiency and ability to optimize return on investment.
• Highly enthusiastic and a hands-on business approach.
• Proficiency in Microsoft Word, PowerPoint, Excel, and Outlook.
• Full driver’s license with good driving record
• Ability to lift, push, and pull a minimum of 30lbs unassisted.
• Ability to reach overhead and work at heights up to 5 feet.
• Ability to travel up to 20% including potential international travel.

Competencies:

• Strategic thinker
• Multi-tasker
• Even tempered & calm within stressful situations
• Organized with a high desire for attention to detail and accuracy.
• Energetic with a high motor to take on multiple projects at the same time with high accuracy.
• Objective, enthusiastic, committed, flexible, diligent, conscientious.

Position Location: Charlotte (Mooresville, NC) area with Hybrid office/home office flexible schedule. We would also consider strong candidates within a reasonable driving distance to Mooresville, NC for the right individual.

Compensation:

• Salary DOE
• Bonus Plan
• Highly competitive benefits:
• Medical & Dental – individual coverage in base plan fully funded by Good Earth
• Optional Vision, LT Disability, additional Life Insurance, etc.
• Flexible Spending Account (FSA)

• 401K plan with up to 4% employer match
• Flexibility and Remote Work (Hybrid)
• Paid Holidays
• Paid Personal/sick leave days.
• Paid Vacation days.

Good Earth is an Equal Opportunity Employer

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off

Supplemental pay types:

• Yearly bonus

Experience:

• Lowe's Home Office (HQ): 2 years (Required)

Work Location: Hybrid remote in Mooresville, NC 28117

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