IKIO LED Lighting
Business Development Manager - Retail & National Accounts
IKIO LED Lighting, Indianapolis, Indiana, us, 46262
Business Development Manager – Retail & National Accounts
The Business Development Manager – Retail & National Accounts is responsible for expanding IKIO’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 to ensure IKIO remains competitive and relevant. 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. Why Join IKIO
This role offers the opportunity to build and scale national account programs, influence go‑to‑market strategy, and work directly with leadership in a high‑impact, growth‑oriented environment.
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The Business Development Manager – Retail & National Accounts is responsible for expanding IKIO’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 to ensure IKIO remains competitive and relevant. 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. Why Join IKIO
This role offers the opportunity to build and scale national account programs, influence go‑to‑market strategy, and work directly with leadership in a high‑impact, growth‑oriented environment.
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