Lighting Product Sales Representative (USA)

Job Type:

Territory:  U.S.

Position Summary

The Lighting Product Sales Representative is responsible for managing Sales Activity to achieve quarterly and annual revenue goals.  This involves direct involvement with key customers, and management of the Reps and Distributors within their territory. The Lighting Products Sales Representative must understand the overall business of the clients in their territory, and how to assist the Rep and Distributor teams in best positioning Horner’s line of products.  The Lighting Products Sales Representative works closely with the Lighting Sales Manager and National Sales Manager to ensure consistent execution against the strategic plan for their assigned territory. Responsible for ensuring sales efforts support the company’s overall strategy and objectives.

Duties and Responsibilities

  • Responsible for developing the strategic sales plans for assigned territories, working closely with the Lighting Sales Manager and the National Sales Manager to ensure alignment between the plans & initiatives and company goals.
  • Regular and consistent reporting of sales planning and activities.
  • Ensure all sales opportunities in their assigned area are being effectively managed through the Sales Process
  • Ensure that sales data and sales pipeline information is accurately entered and managed in the ZOHO CRM
  • Identify and communicate competitive losses/wins and record in ZOHO CRM.
  • Execution of the Company’s go-to-market strategies
  • Lead Reps and Distributors in consistently enhancing sales growth opportunities
  • Provide training and coaching in the use and application of processes to Horner RSM’s, Reps and Distributors.
  • Conduct periodic reviews of business including sales call activity, lead follow up, account reviews, prospecting and performance for each individual sales rep or distributor.
  • Provide day-to-day guidance for reps and distributors in matters of problem resolution, sales strategies, competitive analysis, pricing and bids/RFPs/RFQs.
  • Manage and coach reps and distributors to ensure accurate and timely forecasts and communicate to management monthly, quarterly and annually.
  • Coordination of sales programs such as quarterly business reviews and sales training
  • Collect and communicate marketing requirements and competitive data, including pricing, feature needs and value proposition strategies.
  • Facilitate discussions cross functionally to ensure market data needs are being met, and issues are being addressed.
  • Identify and help implement new initiatives to maximize revenue and market potential.
  • Demonstrate strong product knowledge and ability to articulate our value proposition; ability to coach Reps on same.
  • Perform other job duties as assigned.

Knowledge, Skills and Abilities Required

  • Bachelor’s degree in Sales, Marketing or comparable discipline, or equivalent combination of education and work experience
  • A minimum of 3+ years’ experience of industrial sales experience
  • Experience selling industrial LED lighting is preferred but not required.
  • Self-motivation, self-management and professionalism in addition to advanced organizational, negotiation, problem solving and team building skills are necessary.
  • The Lighting Products Sales Representative must be able to understand and articulate the key value propositions of the product portfolio, and communicate the information effectively to customers.
  • Ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives.
  • Must demonstrate strong verbal, written and interpersonal communication skills.
  • Must possess focused time and project management skills with high level of autonomy.
  • Must be able to interact with all levels of the organization in a fast paced environment with multiple locations.
  • Ability to travel up to 75 % of the time within assigned territory.
  • Must be able to perform the essential functions of the job with or without reasonable accommodation.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

Employee is required to: sit, stand, talk, see, and hear.

In Terms of an 8 hour workday,

On the job employees must: Not at all Occasionally

(<2 hours)


(2-5 hours)

Continuously (5-8 hours)
Bend/Stoop X
Reach above shoulder level X
Balance X
Push/Pull X
Use hands/fingers to handle/feel            X
Repetitive operations          X

During work the employee must lift and/or push/pull:

On the job employees must lift: Not at all Occasionally

(<2 hours)


(2-5 hours)

Continuously (5-8 hours)
Up to 10 pounds X
Up to 25 pounds X


The noise level that is typical for the work environment of this position is

Moderate noise (examples: business office with computers and printers, telephone communication)

Company Description

Horner APG, comprised of Horner Automation and Horner Lighting Group, is a U.S. based, global leader in industrial and building automation, and LED lighting.

The Horner Lighting Group is the leader in Solid State and Remote Phosphor lighting technology, providing an innovative approach for creating increased light output and sustainable energy savings through LED lighting applications.

The Horner Lighting Group advantage revolves around a flexible business model, adapting to many different customer needs and offering comprehensive services and high quality products. From smart grid solutions and state-of-the-art LED Remote Phosphor lighting technology to automated lighting controls, Horner Lighting products can reduce or offset much of your electricity and maintenance costs.

The main focus of the Horner Lighting Group is to service customer needs. We strive to make our customers’ businesses and lives more effective and efficient. This is accomplished by reducing operational costs through reduced power usage, improving fixture effectiveness and visibility, and by providing solutions that require the lowest maintenance possible. The Horner Lighting Group designs, manufactures, and distributes from our Indianapolis, Indiana facilities.

To learn more about us, visit our websites at and  Resumes may be emailed to Human Resources.

Horner Automation Group is an Equal Opportunity Employer


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