Territory Manager - Hospitality

Hammerton is a leading American designer/manufacturer of custom decorative lighting for the hospitality, commercial and residential markets. We are known as a major design innovator in our industry, and we’re rapidly growing. Our in-house blown and kiln-fired glass capabilities, combined with our expertise in metal fabrication and machining, make us uniquely capable of addressing the needs of the design industry’s most discerning clients. Hammerton lighting can be found in leading five-star hotels and resorts, award-winning restaurants and many of the most beautiful homes in North America.

The Hospitality and Commercial Territory Manager drives the specification and sale of Hammerton's custom and catalog decorative lighting within an assigned territory. The role builds lasting relationships with hospitality and commercial designers, architects and purchasing agents. The manager will also partner closely with Hammerton's independent manufacturer reps to win projects from early concept through installation. Success is measured by bookings growth, specification wins, and a project experience that keeps clients coming back.

ESSENTIAL DUTIES AND JOB RESPONSIBILITIES

Territory and Account Development

• Own sales growth for an assigned territory, with a territory plan covering target firms, key projects, and rep coverage.
• Build and deepen relationships with hospitality design firms, architects, purchasing agents, hotel brands, owners and developers, and commercial interior designers.
• Own re-engagement of past and dormant customers, with consistent outreach that turns previous clients into repeat projects.
• Grow existing accounts by staying close to upcoming projects and expanding Hammerton's presence across each firm's studios and project types.
• Lead product presentations, lunch-and-learns, and showroom or factory visits that put Hammerton into projects early in the design process.

Manufacturer Rep Partnership

• Partner with Hammerton's independent manufacturer reps in the territory on joint calls, project pursuits, and pipeline reviews.
• Coordinate with each rep agency on who leads each opportunity and keep project status aligned.

Project Specification and Quoting

• Consult on projects from concept through specification, working with engineering and the custom product team to turn design intent into buildable fixtures.
• Coordinate RFQs and quotations for custom and catalog products, confirming drawings, finishes, and lighting specifications (CCT, lumens, driver compatibility, and dimming protocol) are complete and accurate before release.
• Support submittals, shop drawing reviews, and sample and finish approvals with designers.
• Set clear expectations with clients on lead times, pricing, freight, and installation requirements.

Pipeline, Forecasting, and Reporting

• Build pipeline ahead of each quarter, with most new opportunities created two quarters out, to meet quarterly bookings and rolling pipeline targets.
• Keep pipeline current: give every opportunity a next step and accurate close date, and requalify or close out stalled opportunities.
• Report on market trends, competitor activity, and upcoming projects in the territory.

Travel and Industry Presence

• Travel within the territory to meet clients and reps, and represent Hammerton at industry events such as HD Expo, BDNY, and LightFair.

EDUCATION AND EXPERIENCE REQUIREMENTS

• 3-5 years of specification or outside sales experience in hospitality, commercial lighting, furniture, or other A&D building products.
• Experience working with independent manufacturer rep agencies preferred.
• Lighting industry experience preferred, but not required.
• Working knowledge of a CRM (Odoo or similar) and Microsoft Office.

QUALIFICATIONS

• Positive, professional, customer-focused attitude, with the polish to earn trust with design-driven clients.
• Strong relationship builder who is comfortable presenting to designers, architects, and owners.
• Self-directed, with the ability to manage a territory and pipeline with minimal supervision.
• Sharp attention to detail on drawings, finishes, and specifications; design clients notice the small things.
• Ability to coordinate field, engineering, and production resources to solve customer requirements.
• Able to read architectural drawings and lighting specifications, with a working knowledge of CCT, lumens, drivers, and dimming protocols or the drive to learn them quickly.
• Works well under pressure on time-sensitive deadlines; able to multitask and reprioritize quickly.
• Excellent verbal and written communication skills.
• Effective project management, with timely follow-up and strong organizational skills.
• Knowledge of the hospitality and commercial A&D market preferred.

WORKING CONDITIONS

• Office-based position.
• Travel up to 20% to meet with clients and reps and attend industry events, including overnight and air travel.
• Occasional evenings and weekends for client events and trade shows.
• Valid driver's license required.
• This position requires a high degree of self-discipline to be productive and effective.