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We use technology to solve problems in spaces, light, and more things to come… for our customers, our communities, and our planet.

Acuity Brands, Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light, and more things to come. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.

We are positioned at the intersection of sustainability and technology. Our businesses develop technology that helps save our customers energy and reduce their carbon emissions. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and location-aware applications.

Job Summary

Responsible for developing and implementing programs that improve the capability and productivity of the sales organization. Will own all aspects of sales effectiveness and learning to play a critical role in ensuring that sales and sales support teams have the necessary resources and technology to effectively engage with customers and drive revenue growth for the organization. Will work directly with the sales, sales operations, customer success, marketing, and L&D teams to create scalable processes focused on increasing productivity and efficiency as well as build sales effectiveness best practices.

Key Tasks & Responsibilities (Essential Functions)

• Manage a team responsible for developing, delivering and measuring a sales effectiveness strategy including training programs that implements best practices in methods and delivery tools for the sales team ensuring that the sales process is optimized from lead generation to post sales follow up. Provide the sales team with the right learning content and experiences, knowledge, tools, and resources to effectively communicate the value of a company’s products and services and close deals. Own onboarding and ongoing learning experiences from new hire induction through to development experiences of tenured reps for continued success. (25%)

• Coordinate with direct sales and partner channel leadership to align and prioritize effectiveness programs to meet agreed-on objectives that support sales goals, including technical sales and customer success. Collaborate with the marketing and product teams to align messaging and materials including creating and curating sales content such as playbooks, battle cards and product collateral

• Lead planning and execution of annual Sales Kickoff meeting, lead learning sessions and workshops at sales kickoff events to educate the sales team on new products, sales techniques and market trends, while collaborating with other sales leaders to align the team around the organization’s sales goals and objectives.

• Develop market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content.

• Identify, support and implement sales technology (e.g. CRM Systems, sales automation tools) to enhance productivity.

• Review and implementation of annual SI/Distributor Incentive program.

• Track sales effectiveness spends against budget; provide executive-level transparency to investments and results. Analyze shifts in sales performance in the sales organization at the individual, team and regional and corporate levels.

Skills and Minimum Experience Required

• Bachelor’s Degree or Equivalent

• 12+ years of experience

• Relevant sales insight, including a deep understanding of B2B sales cycles and functions and direct experience in B2B sales.

• Experience in designing, developing and implementing companywide sales/revenue effectiveness programs aimed at enhancing the capabilities of sellers and other revenue role.

• Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication.

• Ability to establish and prioritize KPIs that can help determine the impact and effectiveness of effectiveness efforts.

• Ability to effectively and efficiently collaborate with cross-functional teams across practices, regions and size.

• Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently.

• Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities.

• Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, services, and IT.

• Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support effectiveness initiatives.

Travel Requirements

Domestic and/or International travel 0 - 25%

We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.

Please click here (https://www.eeoc.gov/poster) and here (https://www.e-verify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster%20Eng_Es.pdf) for more information.

Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Brands is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at (770) 922-9000. Please clearly indicate what type of accommodation you are requesting and for what requisition.

Any unsolicited resumes sent to Acuity Brands from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Brands mailing address, fax machine or email address, directly to Acuity Brands employees, or to Acuity Brands resume database will be considered Acuity Brands property. Acuity Brands will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Brands will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search.

E-Verify Participation Poster (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf)

e-verify.gov

eeoc.gov (https://www.eeoc.gov/employees-job-applicants)

The range for this position is $143,600.00 to $322,700.00. Placement within this range may vary, depending on the applicant’s experience and geographic location.

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