Business Development Manager-Lighting Specialist

Company Overview  

Richelieu is a leading North American distributor, importer, and manufacturer of specialty hardware and complementary products. Our products are targeted to an extensive customer base of kitchen and bathroom cabinet, storage and closet, home furnishing and office furniture manufacturers, door and window, residential and commercial woodworkers, and hardware retailers including renovation superstores. Richelieu offers customers a broad mix of high-end products sourced from manufacturers worldwide. With over 150,000 product offerings, 112 locations in North America, and a state-of-the-art field force that passionately serves over 110,000 customers, Richelieu continues to stand in the forefront of a dynamic and ever-changing industry.

Since 1968, Richelieu has understood the significance and impact of a strong set of Core Values. Richelieu stands behind these Five Core Values that serve as the guiding principles of everything we do: Customer Focus, Innovation, Performance, Respect/Integrity/Ethics, and Ownership.

These values are what allow us to achieve Our Mission: to enable our customers to profitably grow their businesses through the design and creation of exceptional kitchens, closets, and storage spaces.

Our Opportunity

Business Development Manager-Lighting Specialist – Midwest and Western U.S. Region

Reports To: Director of U.S. Sales
Location: Midwest and Western United States
Territory: Midwest and Western United States
Travel: Frequent regional travel required (typically 50–70%)

Richelieu is currently seeking a Business Development Manager-Lighting Specialist- Midwest and Western U.S. Region to take responsibility for growing our lighting business segment with kitchen and bath dealers, retailers, distributors, and buying groups.

Role Overview

The Business Development Manager-Lighting Specialist– Midwest and Western U.S. Region serves as the primary commercial link between Head Office and the Midwest sales organization. The role is responsible for regional execution, adoption, and growth across assigned product classes.

This is a field-execution role focused on translating national product and segment strategies into consistent regional results through sales support, training, and customer engagement across a broad and diverse market.

Product & Segment Scope

Lead the execution strategy across high-priority product categories aligned with Richelieu’s core hardware and accessory portfolio. These categories represent key drivers of growth, margin, and customer engagement.

Key Responsibilities

Sales Development & Field Execution

• Drive adoption and specification across assigned super classes for our lighting business segment. 
• Partner with sales reps on call planning, territory strategy, and customer development
• Participate in joint customer visits and specification meetings
• Support strategic accounts with pricing, quoting, and inventory alignment
• Conduct showroom visits and customer site engagement
• Attend regional QBRs and provide feedback on execution, competitive dynamics, and market opportunities

Product Training & Enablement

• Deliver product and category training across the region
• Lead new product introductions and rollout support
• Support customer-facing demonstrations and technical discussions
• Coordinate with Product Champions to ensure consistent messaging and execution

Tools, Vendors & Reporting

• Support adoption of sales tools, merchandising standards, and catalogs
• Serve as a regional interface with key suppliers and product managers
• Promote consistent CRM usage and pipeline visibility
• Provide concise monthly updates on activity, pipeline, and key initiatives

Success Measures

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