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 & Design Specialist

Midwest and Western U.S. Region

Reports To: Director of U.S. Sales / Director Business Development of Lighting

Location: Midwest or Western United States

Territory: Midwest and Western United States

Travel: Frequent regional travel required (typically 50-70%)

Richelieu is seeking a Business Development Manager - Lighting & Design Specialist to help grow our lighting business across the Midwest and Western United States.

We are looking for someone who understands kitchen, bath, cabinetry, closets, furniture, or interior design and can translate great design into great product solutions. Deep electrical or lighting engineering experience is not required. We can teach the technical aspects of our lighting portfolio.

The ideal candidate understands how cabinets, interiors, and showrooms are designed and sold, is comfortable working directly with designers and customers, and has the ability to visualize how integrated lighting can improve the appearance, functionality, and value of a finished space.

Role Overview

This is a highly customer-facing role combining design, product expertise, education, and business development.

The Lighting & Design Specialist will work alongside Richelieu sales representatives to call on cabinet shops, kitchen and bath dealers, showrooms, closet manufacturers, designers, and other woodworking customers, helping them incorporate lighting into their designs and product offerings.

Rather than simply selling individual lighting components, this person will help customers understand where, why, and how lighting should be incorporated into cabinetry, furniture, closets, and interior spaces.

Richelieu will provide the product and technical training necessary to develop the successful candidate into a lighting specialist.

Key Responsibilities

Customer & Design Development

• Work directly with cabinet shops, kitchen and bath dealers, showrooms, designers, closet manufacturers, and woodworking customers
• Help customers incorporate lighting into cabinetry, furniture, closets, displays, and interior spaces
• Conduct showroom visits, design consultations, product demonstrations, and customer presentations
• Identify opportunities to integrate lighting earlier in the customers design and specification process
• Help customers select appropriate lighting products based on application, aesthetics, functionality, and installation requirements
• Build relationships with designers, showroom personnel, business owners, and other customer decision-makers

Field Sales Support

• Partner with Richelieu sales representatives on customer calls, territory development, and lighting opportunities
• Help sales representatives identify customers with strong lighting potential
• Participate in joint customer visits and specification meetings
• Support strategic opportunities with product selection, layouts, quoting, samples, and demonstrations
• Help convert lighting opportunities into repeatable customer programs
• Support regional trade shows, open houses, showroom events, and industry events

Training & Product Education

• Become a subject-matter expert on Richelieus decorative and functional lighting portfolio
• Deliver engaging lighting and design presentations to customers and sales teams
• Train sales representatives on lighting applications and how to identify opportunities
• Support new product introductions and product demonstrations
• Educate customers on emerging trends in integrated cabinet and furniture lighting
• Translate technical product information into practical, design-oriented solutions customers can easily understand

What We Are Looking For

We are particularly interested in candidates with experience in one or more of the following areas:

• Kitchen and bath design
• Cabinetry or closet design
• Interior design
• Cabinet or furniture manufacturing
• Kitchen and bath showrooms
• Architectural or decorative products
• Cabinet hardware and accessories
• Space planning or specification
• Design-oriented building products

Experience with design software such as 2020 Design, AutoCAD, SketchUp, Chief Architect, Cabinet Vision, or similar platforms is beneficial but not required.

The successful candidate should have:

• Strong design instincts and an ability to visualize finished spaces
• Experience working directly with customers, designers, showrooms, or manufacturers
• An engaging presentation and communication style
• Curiosity and an ability to learn technical products
• Confidence presenting products and design concepts to individuals and groups
• Strong relationship-building skills
• Ability to work independently across a large geographic territory
• Willingness to travel frequently
• A passion for design, innovation, and helping customers create better finished spaces

Lighting experience is beneficial but not required. Electrical engineering experience is not required. Richelieu will provide comprehensive product and application training.

A degree in interior design, industrial design, architecture, business, or a related field is preferred but not required. Relevant industry experience will be strongly considered.

What Success Looks Like

Success in this role means:

• More cabinet shops and showrooms incorporating Richelieu lighting into their designs
• Increased lighting specifications and sales across the territory
• Strong relationships with designers, manufacturers, and showroom personnel
• Sales representatives becoming more confident identifying and developing lighting opportunities
• Customers viewing Richelieu as a design and lighting resource, not simply a component supplier
• Lighting becoming a standard part of the conversation when customers design kitchens, closets, cabinetry, and furniture

Compensation and Benefits

• Competitive market-based salary plus monthly, quarterly, and annual commissions
• Monthly car allowance and covered fuel
• Business expense reimbursement
• Group insurance program (medical, dental, vision, life, disability, etc.)
• Employee Stock Purchase Plan with employer matching
• 401(k) with employer matching
• Company cell phone
• Paid vacation time, sick days, and 9 paid holidays per year

Richelieu is an equal opportunity employer.