Full-time Business Development Manager – Refrigeration Lighting, Fulham Co., Inc.

01About Us

NUALIGHT [https://www.nualight.com/] are pioneers in the category of LED lighting within refrigeration cabinets. Today we are the only LED lighting company in the world that specializes exclusively on LED lighting for food retail display cabinets, and our mission is to be the global leader in this market segment. Led by experts in LED technology and food retail merchandising, Nualight is a powerful partner for retailers who wish to increase the profitability of their food displays while delivering their sustainability agendas.

We partner with the world’s leading retailers and OEMs to create more profitable and sustainable retail displays.

Nualight is a sister company of Fulham Co., Inc. [https://www.fulham.com/] This role is dedicated to Nualight’s U.S. business; however, the successful candidate will be employed by Fulham Co., Inc., with payroll and benefits administered through Fulham.

To help the growth and expansion of our business activities worldwide we are looking for an ambitious, dynamic, communicative and fearless business development executive.

02About the Role

We are seeking a senior sales leader to drive business development, revenue growth, and strategic account expansion across the United States. The Business Development Manager will develop and execute the U.S. growth strategy while supporting and expanding Nualight’s existing customer base through both retailer-specification and OEM-specification selling. This role will sell Nualight refrigeration lighting products and solutions to retailers, display case manufacturers, OEMs, and other commercial refrigeration customers, while partnering closely with the OEM account management, customer service, and management teams. The position is remote and requires regular travel throughout the United States, with many customer meetings also conducted virtually.

Responsibilities include:

• Develop and execute an aggressive U.S. business development and growth strategy that expands revenue and margin through retailer-specification and OEM-specification selling.
• Own and actively manage the new-customer sales pipeline while maintaining and growing Nualight’s core business and strategic accounts.
• Identify, develop, and close opportunities with retailers, display case manufacturers, OEMs, and other commercial refrigeration customers.
• Build a network of key industry contacts and develop high-potential accounts into strategic U.S. or global partnerships.
• Lead commercial negotiations and deliver compelling value propositions to engineering, purchasing, and executive-level stakeholders.
• Partner with the OEM account management, customer service, and management teams to ensure a high level of customer service, retention, and execution.
• Prepare and maintain accurate sales, product, pipeline, and new-business forecasts; identify risks and address challenges to successful commercial outcomes.
• Maintain complete customer and prospect information in CRM software and use data analytics to support sales planning and decision-making.
• Represent Nualight at customer meetings, industry events, and conferences and contribute to the achievement of the company’s strategic objectives.
• Requirements:
• Proven senior-level B2B sales and business development experience, ideally in refrigeration, commercial refrigeration, display case manufacturing, lighting, electrical products, or a related technical industry.
• Demonstrated success developing key customer relationships, winning new business, and growing revenue and margin through consultative, value-based selling.
• Senior management experience with responsibility for revenue performance, forecasting, and achievement of monthly, quarterly, and annual financial goals.
• Strong commercial negotiation skills and the ability to establish credibility and present persuasive propositions to engineering, purchasing, and C-suite audiences.
• Excellent organizational, prioritization, interpersonal, written communication, and presentation skills in virtual and in-person settings.
• Self-starter and collaborative change agent who can manage multiple commercial processes, work across teams, and maintain a strong focus on customer service and retention.
• Sufficient technical curiosity and knowledge to communicate core product features; experience with refrigeration lighting or related technologies is preferred.
• Bachelor’s degree in business, sales, or a related discipline, or an equivalent combination of advanced commercial experience and technical knowledge.
• Proficiency in Microsoft Word, Excel, Outlook, CRM software, and data analytics tools.
• Ability and willingness to travel regularly throughout the United States, while working remotely from a home office.
• Compensation & Benefits:
• Salary Range: $100,000–$120,000 annually.
• Bonus Opportunity: Target bonus potential of approximately $30,000–$40,000+, based on quarterly, and year-end performance. Actual incentive compensation may vary based on performance.
• Comprehensive benefits package including medical, dental, vision, and life/AD&D insurance, with company-paid contributions toward premiums.
• 401(k) retirement plan with company match and immediate vesting upon eligibility.
• Paid time off, sick leave, and company-paid holidays.
• Reimbursement for approved business travel, mileage, mobile phone, and home-office expenses.
• Additional voluntary benefits and flexible spending account options available.