Lighting Specification Sales Manager Description Jobs

About Hunter Fan Company

For 140 years, Hunter Fan Company has been an industry leader in ceiling fans, decorative lighting, ventilation products, controls, and smart home comfort solutions. We make quality products and are committed to delivering exceptional customer experience and profitable growth across every sales channel.

Job Summary

The National Sales Manager – Commercial Specification is responsible for developing and executing Hunter Fan Company’s commercial specification growth strategy. This role drives profitable growth across Hunter’s portfolio of ceiling fans, accessories, and decorative lighting solutions by leading a nationwide network of independent manufacturers’ representative agencies and increasing Hunter’s influence on commercial projects.

This position works across the full project lifecycle, from early-stage opportunity identification and design influence through specification, quotation, and order conversion. The role builds strong relationships with lighting reps, specifiers, architects, lighting designers, electrical engineers, contractors, distributors, and other channel partners to create long-term value for customers and Hunter.

Essential Duties & Responsibilities

Commercial Strategy and Growth

• Develop and execute Hunter’s long-term Commercial growth strategy.
• Build Hunter’s presence with architects, lighting designers, electrical engineers, specifiers, contractors, and other commercial decision-makers.
• Identify and pursue commercial projects during the early stages of planning and design.
• Use project lead-generation platforms, CRM tools, and market intelligence to build and manage a qualified project pipeline.
• Increase the number of commercial projects in which Hunter products are chosen as the Basis of Design, specified, or approved as an alternate.

Representative Agency Leadership

• Lead, coach, and develop Hunter’s network of independent manufacturers’ representative agencies to improve specification share, sales performance, market coverage, project conversion, and accountability.
• Establish clear goals, performance expectations, territory plans, and business reviews with representative agencies.
• Support rep agencies in positioning Hunter products as the Basis of Design and defending specifications through project quotation, value engineering, and substitution reviews.
• Assess market coverage and recommend changes to agency representation where needed.

Channel and Project Execution

• Expand Hunter’s presence with electrical distributors and other channel partners that support project quoting, ordering, and fulfillment.
• Partner with contractors, distributors, and representative agencies to improve project conversion and order execution.
• Support project quotations, special pricing, job pricing, overage programs, and other commercial pricing processes while protecting profitability.
• Provide market feedback to support product development, pricing, technical documentation, marketing tools, and commercial sales programs.

Cross-Functional Collaboration

• Partner with Product Management, Marketing, Supply Chain, Customer Service, Finance, Channel, and other internal teams to improve customer execution and channel performance.
• Coordinate internally to address product, pricing, service, and fulfillment needs for commercial opportunities.
• Represent Hunter at industry events, training sessions, trade shows, architectural and engineering presentations, and other customer activities.

Education Required:

• Bachelor’s degree

Special Qualifications & Skills

• Seven or more years of progressive sales experience within commercial specification sales, architectural lighting, ceiling fans, ventilation, electrical products, building products, HVAC, or a related industry.
• Experience calling on architects, lighting designers, electrical engineers, specifiers, contractors, and other commercial decision-makers.
• Experience managing and developing independent manufacturers’ representative agencies.
• Demonstrated success identifying commercial projects, influencing specifications, and converting project opportunities into profitable sales.
• Experience with project quotations, special pricing, job pricing, overage programs, value engineering, or similar commercial pricing processes.
• Experience using project lead-generation platforms such as Dodge Construction Network, ConstructConnect, or similar tools.
• Strong financial and commercial acumen, including pricing strategy, profitability analysis, forecasting, and business planning.
• Strong communication, negotiation, presentation, and relationship-building skills.
• Mechanical aptitude and a basic understanding of electrical systems.
• Ability to travel approximately 50 percent.
• Capable of lifting up to 50 lbs and comfortable working on ladders at heights of 15 to 20 feet.

Ideal Candidate Profile

• Existing relationships within the architectural, engineering, lighting design, or commercial specification community.
• Experience leading multiple independent manufacturers’ representative agencies across a broad or nationwide territory.
• Experience with ceiling fans, decorative lighting, controls, ventilation, or related product categories.
• Familiarity with commercial specifications, basis-of-design positioning, submittals, alternates, value engineering, and specification defense.
• Experience working with electrical distributors, contractors, buying groups, and other channel partners involved in project fulfillment.
• Thrives in a results-driven, accountable environment and balances strategic leadership with hands-on execution.