Contract Sales Director

FLOS  |  


On behalf of our client, FLOS, we are conducting a search for a Contract Sales Director to lead the iconic brand’s sales activities and operations in North America.

The Contract Sales Director will lead FLOS’s B2B expansion strategy and be responsible for business development growth of the entire contract channel. Reporting to the CEO of FLOS U.S., this role will be responsible for operational excellence, planning, project tracking, team management, channel growth, and, ultimately, increasing the company’s net sales performance across multiple product categories.

Essential Duties + Responsibilities

  • Responsible for all B2B sales results.
  • Develop Business strategies to drive North America growth.
  • Manage, guide and develop an effective team of Business Development Managers (BDMs), helping to find effective solutions in covering large territories across the US & Canada.
    • The Contract Director is a role model and leader, and must solve problems, make informed decisions, and manage the workforce and their time wisely in order to achieve maximum results.
  • Provide market-specific feedback to the HQ with regards to new products, new opportunities and regional needs.
  • Work in tight connection with Heads of B2B in other Design Holding brands, to develop synergies and shared programs.
  • Act as an entrepreneurial leader in the company to drive sales growth and overall win/close rates across product categories.
  • Prepare tenders for clients, stockholder, specifiers, lighting designers and commercial bids to help bring in new business.
  • Develop network of architects, specifiers, end users, lighting designers.
  • Develop and present project proposals to specifiers and end users.
  • Meet with clients to find out their requirements.
  • Produce plans and estimate budgets and timescales
  • Discuss, draft, review and negotiate the terms of business contracts.
  • Solidify budgets and timescales with clients.
  • Resolve any unexpected costs, and value engineering in case of special or bespoke solutions.
  • Settle commercial issues between channels and manage overlaps.
  • Collaborate with third parties to ensure that everyone understands their roles and responsibilities.
  • Ensure construction projects meet agreed technical standards.
  • Maintain knowledge all the Standards and Rules in the Lighting application, as well as electrical standards between the United States and Canada.
  • Liaise with technical and financial staff, sub-contractors, legal teams and the client’s own representatives

Qualifications + Requirements

  • Bachelor’s Degree preferred.
  • 3-5 years of sales team leadership. 
  • Strong expertise in B2B lighting sales in the US and Canadian markets.
  • Demonstrated understanding of the contract design industry. 
  • Ability to drive others and collaborate with leaders in a matrixed, international organization.
  • Ability to understand and apply all company policies and procedures.
  • Demonstrated negotiation skills.
  • Capable of managing conflicting priorities; meeting deadlines; and preparing for and giving presentations on company product offerings.
  • Strong interpersonal communication skills. 
  • Exceptional organizational, time management and follow-through abilities. 
  • Skilled storytelling and sales acumen.


If this sounds like an excellent for for you, please send a cover letter and resume to Kait Mosbauer at

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