Head of Distributor Sales - Mainland Europe

Position title: Head of Distributor Sales - Mainland Europe

Department: Sales

Location: Europe

Reports to: Global Sales Director

Astro Lighting is a leading designer and producer of contemporary lighting for high end residential and hospitality markets. Established in 1997, our products are supplied to homeowners and professionals through a network of international partners. Our head office located in the UK is complimented by satellite locations in Italy, Germany, Asia, and the USA.

For 26 years, our Co-Founders John Fearon and James Bassant have been at the heart of the business, sharing a commitment to British lighting design and passion for quality and precision. Our creative ethos has remained consistent throughout - that good design demands simplicity, delivering products with technical excellence that extend far beyond their design aesthetic.

As a trusted, dynamic, and continually growing supplier, our extensive range complements every aspect of luxury living and hospitality, from bedrooms and bathrooms to living areas, corridors and exteriors and can be seen within projects across the globe.

Role overview

You will have responsibility for all third party countries in mainland Europe (area TBC), supporting our in-territory distributors whilst coordinating our specifications and writing specifications in the territories, working closely with the local teams.

You will report to our Global Sales Director and be an important part of our strategy, in delivering significant sales and profit growth in our European operation. Our business is already developing strongly, and we are now poised for significant growth. This role will play a major part in making our strategy happen.


  • Managing and leading a direct team of two and further indirect team of two.
  • Driving and manages all distributors, responsible for sales and bookings.
  • Has the responsibility for distributor performance and distributor decisions.
  • Specification pipeline and quote follow up.
  • Execute tactical plan - focused target market.
  • Build key relationships with hospitality brands and spec influencers and developers.
  • Developing relationships with our key customers so that we maximise the opportunities we have for growing our sales profitably.
  • Developing opportunities with new customers to significantly enhance our sales, whilst making sure we have the right product selections for those customers.
  • Be our brand champion for Europe, identifying and prioritising opportunities that grow our brand presence building our business in both the short and long term.
  • Working with our product management team in developing new product and pricing opportunities for the European market based on providing strong market intelligence and a fact-based approach to support our team.
  • Working with our marketing team to identify and execute opportunities for growth in our sales with a strong return on investment (ROI) focus.
  • Be an active member in our senior leadership team in developing and executing our business development strategy both in mainland Europe and globally as we continually look for areas of growth.
  • Coordinating with relevant stakeholders to achieve on-time delivery of large project orders with complex value chains, primarily into the hospitality, residential and maritime channels.
  • Manage the phase out and exit of products to maximise our financial returns.
  • Make use of technology to ensure that our processes are as efficient as possible whilst offering great customer service levels.

How we will measure you

  • Overall sales for mainland Europe
  • New customer acquisition and development
  • Growth in sales of existing direct customer sales
  • Sales and EBITDA of the European business
  • Management of overheads
  • Quality relationships with the peer group

About you

  • 5 years sales & management experience.
  • Previous experience working in lighting industry.
  • Experience in working for an international organisation.
  • Commercial awareness.
  • Excellent verbal and written communication skills.
  • Ability to use independent judgement.
  • Excellent attention to detail.
  • Excellent prioritisation and time management skills.
  • Engaged within the business and a flexible approach to work.

What we offer

  • 25 days holiday (rising to 26 days after 4 years and 27 days after 5 years)
  • Hours 38.75 per week with 45 minutes lunch
  • Astro Flex It - Flexible core hours and opportunities to work remotely
  • Discretionary Annual Bonus (profit share)
  • Pension
  • Enhanced Maternity Pay (after 2 years)
  • Enhanced Paternity Pay (after 2 years)
  • Mentoring Programme
  • A range of wellbeing initiatives including 24/7 access to our Employee Assistance Programme
  • Cycle to Work Scheme (with plenty of on-site cycle parking)
  • Eyecare voucher scheme
  • Staff Discount on Astro products
  • Sabbatical Leave (after 5 years)
  • Volunteering and fundraising opportunities, supporting local charities and schools.
  • Free fresh fruit weekly
  • Superb modern offices with free on-site parking

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