Director, Sales and Business Development

Position Overview

Oracle Lighting is seeking a commercially driven and strategically minded executive to lead revenue growth initiatives across wholesale sales, strategic account expansion, and new product commercialization. The Vice President, Sales Growth & Business Development will serve as a senior cross-functional leader responsible for accelerating new business acquisition, expanding key wholesale partnerships, improving internal sales execution, and maximizing the success of new product launches through disciplined commercial strategy and go-to-market execution.

This role is designed for a proven operator with deep experience in distribution, automotive aftermarket, strategic account development, and multi-channel commercial growth. The ideal candidate combines executive-level account management expertise with strong analytical capabilities, product commercialization experience, and the assist the CRO in alignment across sales, marketing, product development, and operations.

The VP will act as a strategic extension of executive leadership while maintaining a strong day-to-day presence within the organization to ensure accountability, execution excellence, and sustainable revenue growth.

Core Responsibilities

1. Revenue Growth & Strategic Account Leadership

Lead growth initiatives across wholesale, distribution, dealer, and strategic retail accounts

Develop and execute account growth strategies focused on revenue expansion, profitability, and long-term partnership value

Drive strategic stocking programs, promotional planning, and assortment optimization across key accounts

Identify white-space opportunities and new channel expansion opportunities within the automotive aftermarket and adjacent categories

Partner closely with executive leadership on annual sales planning, forecasting, and growth initiatives

2. New Business Development

Build and manage a high-quality pipeline of new wholesale, distribution, fleet, and strategic corporate opportunities

Lead prospecting efforts, executive-level sales presentations, negotiations, and onboarding processes

Develop scalable strategies for new customer acquisition while protecting margin and operational efficiency

Establish strong industry relationships and expand Oracle Lighting’s market presence through strategic partnerships

Represent the company at industry events, trade shows, customer meetings, and key commercial engagements

3. Sales Team Leadership & Commercial Execution

Provide leadership and operational oversight for inside sales and sales support functions

Establish performance expectations, accountability standards, and workflow discipline within the sales organization

Ensure rapid response times, quote follow-up consistency, CRM compliance, and high-quality customer communication

Collaborate with leadership to improve sales processes, reporting visibility, pipeline management, and forecasting accuracy

Mentor and develop team members while reinforcing a performance-driven and solutions-oriented culture

Serve as a senior commercial leader within the Metairie office and a trusted extension of the CRO

4. Business Development, Product Launch & Go-to-Market Leadership

Lead commercial growth strategy and launch execution for new product introductions with key partners and new business partners

Partner cross-functionally with product development, marketing, operations, and sales teams to maximize launch success

Develop launch readiness plans with leadership including channel positioning, pricing alignment, dealer communication, sales enablement, and promotional execution

Analyze market trends, customer demand, competitive positioning, and product performance to optimize commercialization strategy and business expansion opportunities

Support inventory alignment and channel readiness to improve sell-through and accelerate adoption of new products across key accounts

5. Sales Operations & Commercial Analytics

Maintain disciplined CRM management, forecasting accuracy, and pipeline visibility

Develop reporting frameworks and commercial analytics to support strategic decision-making

Monitor sales performance metrics, conversion rates, inventory trends, and account profitability

Utilize data-driven insights to improve promotional performance, customer acquisition, and market penetration

Support executive leadership with actionable recommendations and growth strategies based on market analysis and business trends

Qualifications

10+ years of progressive leadership experience in sales, business development, strategic accounts, or commercial management

Strong background in automotive aftermarket, wholesale distribution, retail, eCommerce, or performance products industries preferred

Proven success driving new business growth and expanding strategic accounts in complex multi-channel environments

Demonstrated experience leading or coordinating internal sales teams and commercial operations

Deep understanding of business development strategy, product launches, commercial expansion, and go-to-market execution

Strong commercial and financial acumen with experience managing margin, pricing, and profitability initiatives

Experience collaborating cross-functionally with sales, marketing, operations, product development, and executive leadership

Advanced negotiation, presentation, and relationship management skills

CRM and analytics proficiency with platforms such as NetSuite, Salesforce, Magento, or equivalent systems

Highly analytical mindset with strong forecasting and reporting capabilities

Leadership Profile

The successful candidate will demonstrate:

Executive presence with a hands-on leadership approach

Strong ownership mentality and accountability

Ability to balance strategic thinking with operational execution

High level of responsiveness, professionalism, and urgency

Collaborative leadership style capable of building alignment across departments

Strong organizational discipline and attention to detail

Growth-oriented mindset with the ability to identify scalable commercial opportunities

Passion for customer growth, strategic partnerships, and brand expansion

Performance Indicators

Growth within strategic wholesale and distribution accounts

New business acquisition and pipeline conversion performance

Sales team responsiveness, execution quality, and operational consistency

Success and profitability of new product launches

Strategic stocking order growth and account penetration

Forecast accuracy and CRM data integrity

Margin improvement and revenue expansion

Cross-functional execution and organizational alignment

Ideal Background Alignment

This role is well-suited for a commercial leader with experience spanning:

National account management

Wholesale distribution growth

Automotive aftermarket sales and business development

Product launch commercialization

Retail and eCommerce strategy

Cross-functional operational leadership

Analytical sales planning and forecasting

Strategic relationship development

The ideal candidate brings a unique blend of sales leadership, merchandising expertise, operational discipline, and entrepreneurial growth mindset capable of scaling both revenue and organizational effectiveness.