Business Development Manager - Retail & National Accounts

Position Overview

The Business Development Manager – Retail & National Accounts is responsible for expanding the organization's presence with large retail chains and national customers by securing basis-of-design, approved-equal, and preferred-vendor specifications that convert into repeatable, multi-site programs. This is a senior-facing, strategic role focused on relationship development, specification selling, and cross-functional execution.

Key Responsibilities

• Develop and execute a national account strategy targeting multi-site retail customers including big-box, grocery, convenience, QSR, warehouse, and specialty retail segments.

• Identify and pursue corporate standards, prototype approvals, and specification pathways that lead to regional or national lighting programs.

• Establish and maintain senior-level relationships with facilities, construction, procurement, sustainability,

engineering, and design stakeholders.

• Lead specification and pursuit efforts, coordinating internal engineering, sales, marketing, operations, and finance teams.

• Create and deliver tailored presentations, proposals, and value-based solutions aligned with retail and national account requirements.

• Drive product penetration by expanding pilot projects into standardized rollouts and repeat programs.

• Monitor market trends, customer needs, and competitive activity.

Success Metrics

• Specification wins including basis-of-design, approved-equal, and standards inclusion

• Conversion of pilots and prototypes into regional or national rollouts

• Growth in national account pipeline value and awarded programs

• Strength and depth of executive-level customer relationships

• Consistent CRM pipeline management and forecast accuracy

Required Qualifications

• 5–10+ years of experience in lighting, electrical, or building systems sales with a focus on specification or national

accounts

• Proven success securing corporate standards, specifications, or multi-location programs

• Strong understanding of LED lighting applications, specification processes, and submittal workflows

• Ability to communicate effectively with engineers, designers, procurement teams, and executive stakeholders

• Willingness to travel approximately 30–60% as required

Preferred Qualifications

• Experience selling into retail chains or large national portfolios

• Familiarity with ESCOs, energy programs, or performance-based projects

• Existing relationships with specifiers, consultants, or national retail decision-makers