Role PurposeTo deliver revenue growth through specialist, consultative lighting sales while providing strong commercial leadership within the region. The role is accountable for building and growing a quality lighting pipeline, converting opportunities into revenue, strengthening customer relationships, and progressively building a capable lighting sales team to support scale.This is a specialist role intended for an individual with proven lighting industry experience, a strong track record in business development and revenue generation, and the leadership capability to build, coach and lead a high-performing team over time. The role is designed as a developmental pathway towards a future Lighting Head of Department / HOD appointment, subject to performance and business need.Key Responsibility Areas (KRAs)1. Lighting Sales Delivery and Revenue Growth (Primary Accountability)•	Own and deliver against an agreed personal sales target and regional lighting contribution target, including pipeline growth, conversions and revenue.•	Develop and execute account plans for key lighting customers and target segments, including contractors, developers, consultants, architects, end-users and other relevant channel partners.•	Build and maintain an active opportunity pipeline through lead generation, relationship development, market penetration and qualification of new business.•	Prepare and manage quotes, proposals, lighting solution presentations and tender responses, with internal technical/design support where required, to convert opportunities into orders.•	Drive specification-led and project-based sales opportunities from early engagement through to close-out.•	Ensure strong after-sales support and ongoing account management, identifying upsell, cross-sell and repeat business opportunities.•	Maintain accurate CRM records, pipeline visibility and forecasting data through disciplined weekly updates and reporting.2. Regional Commercial Leadership and Coordination•	Provide day-to-day leadership and coordination of the regional lighting sales function, ensuring a professional, responsive and commercially focused customer experience.•	Coordinate local sales activity and align internal support across technical, design, operations, procurement and logistics functions where relevant.•	Act as the first point of escalation for lighting-related customer, quotation or service issues within the region, resolving these promptly and escalating where needed.•	Maintain an effective regional operating rhythm, including pipeline reviews, opportunity prioritisation, internal handovers and action tracking.•	Ensure alignment to company policies, commercial standards, pricing discipline and ethical business practices.3. People Leadership, Coaching and Performance Discipline•	Lead by example as a credible lighting specialist and strong commercial operator, setting the standard for customer engagement, solution selling and revenue delivery.•	Coach and support team members to improve sales execution, technical product confidence, quoting discipline, customer management and closing ability.•	Set clear expectations for activity levels, customer engagement, pipeline creation, quoting cadence and follow-through, and monitor these through regular 1:1s and sales reviews.•	Support performance management conversations and documentation in conjunction with the relevant leader and HR.•	Mentor junior sales consultants and new joiners through onboarding support, practical coaching, field exposure and knowledge transfer.4. Talent Acquisition and Team Build (Progressive)•	Partner with leadership and HR to define and execute a regional lighting team build plan as growth requires.•	Identify the capability profile needed for future hires and support sourcing, screening and interviews to ensure strong role fit and commercial capability.•	Build a scalable team structure over time, with the Sales Lead playing a central role in attracting, selecting and onboarding strong lighting talent.•	Drive effective onboarding and early capability development for new hires to improve time-to-productivity and accelerate team contribution.5. Reporting, Market Intelligence and Continuous Improvement•	Provide regular reporting on lighting pipeline health, forecast accuracy, key account progress and sales risks/opportunities.•	Share market intelligence on customer trends, competitor activity, pricing movements, project activity and emerging opportunities within the lighting sector.•	Use data and commercial insights to improve execution, conversion rates, customer responsiveness and overall team effectiveness.•	Identify and propose improvements to lighting sales processes, customer experience and internal collaboration to support growth.Role Requirements•	Matric / NQF4 minimum; Are •	5–8+ years’ demonstrable success in external B2B consultative sales within the lighting industry.•	Proven track record as a business developer and revenue generator, with the ability to originate and close new business.•	Strong experience in managing project-based or specification-led sales cycles and building long-term customer relationships.•	Proven ability to lead, coach and grow others, with the credibility and maturity to build a team over time.•	Strong CRM discipline and forecasting capability (e.g. HubSpot, NetSuite or similar).•	Own vehicle and valid driver’s licence, with willingness to travel regularly to customer and project sites within the region.•	Strong communication and presentation skills, with the ability to explain technical lighting concepts and commercial value clearly to non-technical stakeholders.Key Competencies•	Strong commercial acumen and customer focus.•	Proven consultative selling, negotiation and closing capability.•	Business development drive and market-building ability.•	Leadership presence, accountability and team-building capability.•	Coaching and people development ability.•	Strong execution discipline, prioritisation and follow-through.•	Effective stakeholder management across customers and internal support teams.•	Data orientation and comfort using pipeline, forecast and conversion metrics to drive action.•	High levels of professionalism, credibility and integrity.

Rubicon (NYSE: RBT) builds technology solutions for waste, recycling, and fleet operations. Bringing together AI-enabled software products and expert sustainability solutions, the Company helps waste generators, private and municipal fleets, and material processors better understand, manage, and reduce waste. As a mission-driven company, Rubicon helps its customers improve operational efficiency, unlock economic value, and deliver better environmental outcomes.

Regional Sales Lead - Lighting

About the Job

About the Company

Rubicon

Similar Jobs

Regional Sales Manager

Regional Sales Manager

Director of Sales PTS

Director of Sales PTS

Regional Sales Manager

Regional Sales Manager

Director of Large Scale Regional Sales (East Coast)

Director of Large Scale Regional Sales (East Coast)

Sales Consultant - Microgrid Control

Sales Consultant - Microgrid Control

Senior Sales Consultants

Senior Sales Consultants

External Sales WSS New Zealand

External Sales WSS New Zealand

Senior Sales Consultants

Senior Sales Consultants

Senior Sales Consultants

Senior Sales Consultants

Senior Sales Consultants

Senior Sales Consultants