Director Specification Sales – Outdoor lighting U.S.
Acuity Inc., Atlanta, GA, United States
Work Location
This position may be based anywhere in the United States and includes travel as part of the responsibilities.
This position requires on-site presence in Remote US-Non Cali, following a hybrid work model.
This position requires on-site presence in Remote US-Non Cali, must report to the office every business day.
Job Summary The Director of Sales — Innovation + Architectural (I+A) Outdoor Category is a senior sales leadership role responsible for driving revenue growth for assigned I+A category through a team of category‑focused Architectural Solutions Partners (ASPs). Reporting to the Specification Sales Leader, this role owns category performance by setting strategy, developing talent, and ensuring disciplined, consistent execution across markets.
The Director leads and develops a team of ASPs who are aligned by product category, ensuring deep expertise, clear market focus, and strong external influence within the architectural and design community. This role serves as the primary connection point between category ASPs, ATS, regional sales leadership, and internal product and marketing teams—balancing people leadership, category strategy, and market engagement to deliver sustainable, specification‑driven growth.
Key Tasks & Responsibilities (Essential Functions) Category Revenue & Specification Strategy
Own overall revenue performance for assigned I+A category driven through the ASP organization.
Establish category‑specific strategies that define target segments, priority design firms, and high‑value project profiles.
Ensure ASP efforts are aligned to category priorities, product roadmaps, and growth objectives.
Partner with sales leadership and ATS to integrate category strategy into regional and national sales plans.
Personally engage in select strategic opportunities, key accounts, and high‑impact projects as needed to support category success.
Lead, Coach & Develop Category‑Focused ASPs
Recruit, onboard, develop, and retain high‑performing ASPs.
Ensure each ASP operates as a recognized subject matter expert and public face of their assigned category.
Provide regular coaching, feedback, and performance management to drive consistency, effectiveness, and professional growth.
Set clear expectations for activity focus, engagement quality, and outcomes tied to category goals.
Foster a culture of accountability, collaboration, and continuous improvement across the ASP team.
Design Community & Market Leadership
Ensure strong, consistent engagement with the architectural and design community across assigned categories and markets.
Guide ASPs in building deep, strategic relationships with influential design firms aligned to their category focus.
Champion category thought leadership, innovation storytelling, and brand credibility within the design ecosystem.
Represent the I+A category organization at key industry events and leadership forums, as appropriate.
Channel & Cross‑Functional Collaboration
Drive strong alignment between category ASPs, agency partners, ATS, and internal sales teams.
Ensure clear communication, role clarity, and coordinated execution across teams supporting category growth.
Partner with product management, marketing, and training teams to support category‑specific launches, positioning, and enablement.
Act as an escalation point for complex category opportunities, conflicts, or strategic decisions.
Market Feedback & Category Insight
Aggregate and synthesize market insights gathered by category‑focused ASPs into clear, actionable input.
Provide strategic feedback to product management and marketing on category trends, gaps, competitive dynamics, and unmet needs.
Ensure the voice of the design community informs category roadmap decisions and go‑to‑market strategy.
Operating Rhythm & Performance Management
Establish consistent operating rhythms for the ASP team, including forecasting, pipeline reviews, and performance discussions.
Ensure disciplined use of CRM and reporting tools to maintain visibility into category performance.
Drive accountability around opportunity management, activity tracking, and execution quality.
Success is Measured By
Category Revenue Performance: Achievement of revenue targets for assigned I+A categories, growth of overall Innovation + Architectural revenue.
Specification Impact: Volume of specifications written and influenced by category ASPs, progression and close rate of specification‑driven opportunities.
Team Effectiveness: Performance, development, and retention of category‑focused ASPs, consistency and quality of execution across markets and categories.
Design Community Influence: Strength and depth of relationships with key design firms by category.
Skills and Experience Required
Bachelor’s degree or equivalent field experience.
Extensive experience in specification‑driven sales within lighting, architectural, or adjacent industries.
Proven people‑leadership experience managing and developing sales or market‑facing teams.
Strong understanding of architectural products, category management, and the construction cycle.
Ability to influence at multiple levels, internally and externally.
Strong coaching, communication, and strategic planning skills.
Proficient in Microsoft Office and CRM tools, e.g., Salesforce.
Travel Requirement
This role requires regular travel to support ASP development, key customer engagements, and category‑level strategic initiatives.
Travel is expected to be 30% — 50% of time.
Benefits Range The range for this position is $135,500.00 to $268,500.00. Placement within this range may vary, depending on the applicant’s experience and geographic location. Acuity offers generous benefits including health care, dental coverage, vision plans, 401K, and commissions or incentive compensation depending on the role.
Equal Opportunity Employer We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.
Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at 770‑922‑9000, select option 4. Please clearly indicate what type of accommodation you are requesting and for which requisition.
Legal Click for more information: https://www.eeoc.gov/poster. Click here for more information: https://www.e-verify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster Eng_Es.pdf. E-verify Participation Poster: https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf. e-verify.gov. eeoc.gov.
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This position may be based anywhere in the United States and includes travel as part of the responsibilities.
This position requires on-site presence in Remote US-Non Cali, following a hybrid work model.
This position requires on-site presence in Remote US-Non Cali, must report to the office every business day.
Job Summary The Director of Sales — Innovation + Architectural (I+A) Outdoor Category is a senior sales leadership role responsible for driving revenue growth for assigned I+A category through a team of category‑focused Architectural Solutions Partners (ASPs). Reporting to the Specification Sales Leader, this role owns category performance by setting strategy, developing talent, and ensuring disciplined, consistent execution across markets.
The Director leads and develops a team of ASPs who are aligned by product category, ensuring deep expertise, clear market focus, and strong external influence within the architectural and design community. This role serves as the primary connection point between category ASPs, ATS, regional sales leadership, and internal product and marketing teams—balancing people leadership, category strategy, and market engagement to deliver sustainable, specification‑driven growth.
Key Tasks & Responsibilities (Essential Functions) Category Revenue & Specification Strategy
Own overall revenue performance for assigned I+A category driven through the ASP organization.
Establish category‑specific strategies that define target segments, priority design firms, and high‑value project profiles.
Ensure ASP efforts are aligned to category priorities, product roadmaps, and growth objectives.
Partner with sales leadership and ATS to integrate category strategy into regional and national sales plans.
Personally engage in select strategic opportunities, key accounts, and high‑impact projects as needed to support category success.
Lead, Coach & Develop Category‑Focused ASPs
Recruit, onboard, develop, and retain high‑performing ASPs.
Ensure each ASP operates as a recognized subject matter expert and public face of their assigned category.
Provide regular coaching, feedback, and performance management to drive consistency, effectiveness, and professional growth.
Set clear expectations for activity focus, engagement quality, and outcomes tied to category goals.
Foster a culture of accountability, collaboration, and continuous improvement across the ASP team.
Design Community & Market Leadership
Ensure strong, consistent engagement with the architectural and design community across assigned categories and markets.
Guide ASPs in building deep, strategic relationships with influential design firms aligned to their category focus.
Champion category thought leadership, innovation storytelling, and brand credibility within the design ecosystem.
Represent the I+A category organization at key industry events and leadership forums, as appropriate.
Channel & Cross‑Functional Collaboration
Drive strong alignment between category ASPs, agency partners, ATS, and internal sales teams.
Ensure clear communication, role clarity, and coordinated execution across teams supporting category growth.
Partner with product management, marketing, and training teams to support category‑specific launches, positioning, and enablement.
Act as an escalation point for complex category opportunities, conflicts, or strategic decisions.
Market Feedback & Category Insight
Aggregate and synthesize market insights gathered by category‑focused ASPs into clear, actionable input.
Provide strategic feedback to product management and marketing on category trends, gaps, competitive dynamics, and unmet needs.
Ensure the voice of the design community informs category roadmap decisions and go‑to‑market strategy.
Operating Rhythm & Performance Management
Establish consistent operating rhythms for the ASP team, including forecasting, pipeline reviews, and performance discussions.
Ensure disciplined use of CRM and reporting tools to maintain visibility into category performance.
Drive accountability around opportunity management, activity tracking, and execution quality.
Success is Measured By
Category Revenue Performance: Achievement of revenue targets for assigned I+A categories, growth of overall Innovation + Architectural revenue.
Specification Impact: Volume of specifications written and influenced by category ASPs, progression and close rate of specification‑driven opportunities.
Team Effectiveness: Performance, development, and retention of category‑focused ASPs, consistency and quality of execution across markets and categories.
Design Community Influence: Strength and depth of relationships with key design firms by category.
Skills and Experience Required
Bachelor’s degree or equivalent field experience.
Extensive experience in specification‑driven sales within lighting, architectural, or adjacent industries.
Proven people‑leadership experience managing and developing sales or market‑facing teams.
Strong understanding of architectural products, category management, and the construction cycle.
Ability to influence at multiple levels, internally and externally.
Strong coaching, communication, and strategic planning skills.
Proficient in Microsoft Office and CRM tools, e.g., Salesforce.
Travel Requirement
This role requires regular travel to support ASP development, key customer engagements, and category‑level strategic initiatives.
Travel is expected to be 30% — 50% of time.
Benefits Range The range for this position is $135,500.00 to $268,500.00. Placement within this range may vary, depending on the applicant’s experience and geographic location. Acuity offers generous benefits including health care, dental coverage, vision plans, 401K, and commissions or incentive compensation depending on the role.
Equal Opportunity Employer We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.
Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at 770‑922‑9000, select option 4. Please clearly indicate what type of accommodation you are requesting and for which requisition.
Legal Click for more information: https://www.eeoc.gov/poster. Click here for more information: https://www.e-verify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster Eng_Es.pdf. E-verify Participation Poster: https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf. e-verify.gov. eeoc.gov.
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