Role Purpose:

Reporting to the Vice President of Global Sales, the Business Development Manager – Commercial is an individual contributor responsible for identifying, engaging, developing, and converting new business opportunities across Advatek’s Commercial markets in North America. The role is also responsible for account management of assigned customers and partners, development of strategic specification and industry relationships, and achievement of assigned revenue and business-development objectives.

The Commercial BDM has primary market responsibility for Commercial Venues, Retail & Hospitality, Commercial, Public Sector, and Architectural, including the relevant sub-markets within those categories.

The role requires an understanding of the longer and more complex sales processes often associated with commercial and architectural projects. Success may require developing relationships well before an order exists and working with architects, lighting designers, consultants, AV integrators, fixture manufacturers, contractors, distributors, specifiers, and other stakeholders who influence product selection.

A particular focus of the role is developing Advatek’s Fixture Partner ecosystem, working with manufacturers and solution providers that incorporate or pair Advatek pixel-control products with their own products and solutions. The Commercial BDM is expected to create both near-term revenue and long-term market development by strengthening existing partners while expanding specification and customer relationships.

The Commercial BDM operates as part of a highly collaborative North American sales organization. Market responsibility establishes an area of primary focus rather than an exclusive sales territory. The Commercial BDM is expected to work closely with the Entertainment BDM whenever customers, partners, and projects cross markets.

In this role you will:

Generate and qualify new Commercial business opportunities: Proactively identify and develop prospective customers through outbound prospecting, networking, referrals, industry events, Fixture Partner activity, specification relationships, Sales and Marketing Qualified Leads, and other business-development activity.

Develop Advatek’s Commercial markets: Build and execute a deliberate development strategy across Commercial Venues, Retail & Hospitality, Commercial, Public Sector, and Architectural markets. Identify priority sub-markets, target customers, specifiers, manufacturers, integrators, and whitespace opportunities capable of driving sustainable growth.

Engage prospects and close sales: Conduct discovery, understand the commercial and technical requirements of customers and projects, communicate Advatek’s value, manage objections, coordinate technical support where required, and guide buyers and influencers through the decision-making process.

Develop and manage Fixture Partners: Build strategic relationships with fixture manufacturers and other companies whose products or solutions can incorporate or pair with Advatek pixel control. Develop joint opportunities, support product integration and specification, strengthen sales and marketing alignment, and expand Advatek’s position within partner offerings.

Develop specification and influence relationships: Build relationships with lighting designers, architects, consultants, AV integrators, engineers, contractors, manufacturers, and other parties whose recommendations or specifications can create downstream Advatek revenue.

Provide account management to assigned customers and partners: Maintain strong relationships, communication, and engagement with assigned Fixture Partners, dealers, VAPs, strategic accounts, trade customers, end users, specifiers, and other customers. Develop account plans for strategically important relationships and identify opportunities for account expansion and recovery.

Manage longer-cycle opportunities: Maintain consistent engagement through extended design, specification, budgeting, approval, procurement, and construction timelines. Track milestones, stakeholders, risks, and next actions so strategically important opportunities continue to progress.

Collaborate on cross-market opportunities: Work closely with the Entertainment BDM when an assigned account or project crosses into Entertainment markets. Engage the appropriate market specialist early, share customer and project information, coordinate external communication, and follow Advatek’s established deal-ownership and revenue-allocation processes. Customers and opportunities belong to Advatek, not to an individual salesperson.

Develop and execute an annual Commercial market plan: In partnership with Sales Management, translate the assigned revenue budget into a practical plan covering priority markets, Fixture Partners, target accounts, specification relationships, pipeline requirements, events, and other activities necessary to achieve sales objectives.

Maintain CRM data and reporting accuracy: Use HubSpot and other business systems to record prospect and customer interactions, activities, opportunities, deal ownership, market classifications, and conversion outcomes. Maintain accurate market and sub-market information to support forecasting, reporting, MQL routing, and organizational decision-making.

Validate and manage incoming leads: Review assigned MQLs and other leads, determine actual business potential, validate the organization’s primary market sector, and quickly collaborate with or transfer the lead to the Entertainment BDM when another market assignment is more appropriate.

Collaborate with internal teams: Work closely with Sales Management, Marketing, Product Management, Technical Support, Sales Administration, Operations, and other Advatek teams. Provide market intelligence, customer feedback, competitive insight, and recommendations that improve Advatek’s Commercial strategy and customer experience.

Represent Advatek within the Commercial industry: Attend relevant trade shows, conferences, customer meetings, networking activities, and other events to develop relationships, generate opportunities, support the Advatek brand, and strengthen the company’s position within target markets.

Contribute to sales-process improvement: Identify and share improvements to prospecting strategy, CRM workflows, lead qualification, market classification, partner and specifier development, account management, cross-market collaboration, and customer handover processes.

Track and achieve sales-performance goals: Deliver the assigned Commercial revenue budget and target while actively managing pipeline conversion, velocity, value, new-customer development, Fixture Partner activity, specification opportunities, and other agreed KPIs. Take personal ownership of performance with support and direction from Sales Management.

You have:

• relevant tertiary qualification such as a bachelor’s degree in Marketing, Business, or a related field preferred.
• technical expertise and past work history in lighting, lighting controls, AVL, dynamic lighting and/or addressable LED lighting
• 5-10 years commercial experience (sales) in commercial/architectural lighting 
• professional experience working with technical products. 
• experience in customer facing sales functions.
• experience with CRM and other business systems such as HubSpot.  

We are looking for someone who is:

• ambitious with a strong passion for driving new business growth in the lighting control space, leading the charge as champion for generating new opportunities across the region for this international business. 
• experienced working across a range of lighting and/or audio-visual control products, complimented by extensive industry networks that will assist you to reach new levels in your sales career. 
• a reputable and considerate professional, cold-calling comes as second nature. You are comfortable solving technical problems and providing advice in a B2B environment, building relationships based on trust while executing successful sales strategies for the business. 
• across market trends and have proven capability working within technical industries, building strong relationships, leveraging exceptional networks, and converting sales pipelines to close deals to achieve revenue targets. 
• aligned with our team values and be able to work autonomously. You have proven yourself across multi-dimensional businesses and can manage a range of stakeholders and enjoy the thoroughness of reporting your wins and persisting through challenges. 
• flexible and can travel locally and internationally. 

You can see Advatek Lighting products in use:

Hard Rock, Atlantic City https://www.youtube.com/watch?v=YpsdCIucD9U

Eness Light emitting wood panels https://www.youtube.com/watch?v=o0HiACgiWXo

Light art installations, Adelaide https://www.youtube.com/watch?v=l6iYzFORTRQ

Visit us on the web: www.advateklighting.com

If you’re passionate about building relationships, closing deals, and making a measurable impact, we’d love to hear from you.

Please apply by submitting a cover letter telling us about your background, skills, and experience together with your resume to Tom Siko – Vice President, Global of Sales.