Reporting to: Contract Sales Manager
The Opportunity:
Lumens is a leader in modern lighting, furnishings, and décor, serving residential, trade, and contract design professionals across North America. We are seeking a Regional Contract Sales Lead to drive strategic growth within our contract and commercial business across key regional markets.
This role is responsible for developing and expanding relationships within the hospitality, multi-family, procurement, corporate, and commercial design sectors while leading regional contract sales strategy and account development initiatives. The Regional Contract Sales Lead will own some of the region’s largest and highest-opportunity contract accounts, guiding projects from early-stage specification through procurement and final sale.
Success in this role requires a highly strategic and relationship-driven sales professional with strong commercial instincts, industry presence, and the ability to influence stakeholders across ownership groups, procurement teams, developers, design firms, contractors, and distribution partners. This is a quota-carrying role responsible for regional contract growth, account penetration, and strategic business development.
The ideal candidate brings experience navigating complex project sales cycles, securing product specifications, developing regional partnerships, and identifying opportunities to grow Lumens’ presence across lighting, furniture, and commercial furnishing categories. This role combines proactive business development, regional market engagement, and high-level account management with the support of an internal contract sales team.
Compensation:
- Total target compensation is $130,000 - $150,000
Location:
What You’ll Do
Regional Strategy & Business Development
- Develop and execute a region-specific growth strategy focused on expanding Lumens’ contract and commercial business.
- Identify and pursue new business opportunities across hospitality, multi-family, procurement, corporate, and commercial sectors.
- Conduct ongoing market research and competitive analysis to identify high-opportunity accounts, emerging projects, and strategic partnerships.
- Build relationships with key commercial stakeholders including ownership groups, developers, procurement firms, hospitality operators, contractors, commercial specifiers, and distribution partners within the region.
- Maintain an active in-market presence through regional travel, client meetings, presentations, networking events, trade events, and industry engagement.
- Represent the Lumens brand and contract capabilities within the commercial design and procurement community.
Strategic Account Management
- Own and grow strategic regional contract accounts while developing long-term client partnerships.
- Lead projects through the full sales lifecycle, from early-stage opportunity development and specification through procurement and fulfillment.
- Influence fixture schedules, product selections, and sourcing strategies to help secure project specifications.
- Partner with clients on value engineering solutions, budget alignment, and product alternatives while protecting project intent and sales opportunity.
- Develop account penetration strategies that increase share of wallet across lighting, furniture, and décor categories.
- Maintain strong relationships with key stakeholders across multiple levels of client organizations.
Sales Leadership & Collaboration
- Carry responsibility for regional contract sales performance, strategic account growth, and quota attainment.
- Partner closely with the internal contract sales support team to ensure seamless project execution, responsiveness, and client communication.
- Collaborate cross-functionally with Customer Operations, Fulfillment, Finance, Product, and Sales leadership teams to support project success.
- Provide market intelligence and customer feedback that help shape regional strategy, category growth, and business priorities.
- Maintain organized pipeline management and forecasting through CRM and sales management tools.
Who You Are
- Strategic, commercially minded, and highly relationship-driven.
- Comfortable operating in complex, project-based sales environments with multiple stakeholders and long sales cycles.
- An influential communicator with strong presentation and networking abilities.
- Skilled at developing business through both proactive outreach and relationship cultivation.
- Organized and self-directed, with the ability to manage competing priorities across a large regional territory.
- Experienced navigating specification-driven sales and commercial procurement environments.
- Motivated by regional growth, account development, and building long-term strategic partnerships.
What You’ll Bring
- 5+ years of experience in contract sales, commercial furnishings, specification sales, architectural products, hospitality sales, or related B2B industries.
- Proven success managing strategic accounts and driving regional business development growth.
- Experience working with hospitality groups, developers, procurement firms, contractors, distributors, architects, or commercial design firms.
- Strong understanding of project-based sales cycles, specification influence, procurement processes, and value engineering conversations.
- Experience managing large, multi-phase commercial or contract projects preferred.
- Proficiency with CRM and pipeline management platforms such as HubSpot, Salesforce, or similar systems.
- Ability to travel approximately 20–25% within assigned regional markets.
- Strong communication, presentation, and relationship management skills.
Why Join Lumens?
As North America’s premier destination for design aficionados, architects, interior designers, and contract professionals, Lumens offers a curated assortment of modern lighting, furniture, and décor from more than 400 global design brands. Our mission is to inspire and connect the world with good design through exceptional products, expertise, and service.
Since 2021, Lumens has been part of Flos B&B Italia Group, a global leader in luxury furnishings and lighting united by the purpose: We design for a beautiful life.
Commitments
People are at the heart of our business. We strive for an empowering and positive culture and working environment for our people. Therefore, creating a strong, diverse and inclusive team is essential for Lumens. For us, your expertise and motivation matter most.
Benefits:
- Comprehensive health benefits
- 401k with company match
- 3 weeks of annual paid time off
