Influence the Lighting Decisions That Define High-End Residential Design
This is not a retail showroom role, and it is not built around inbound walk-in traffic.
At Cantu, lighting decisions are shaped long before a quotation is requested. Our consultants work with designers, builders, architects, electrical contractors, and installers to introduce the right solutions early, bring technical lighting expertise into the conversation, influence specifications, and convert project potential into secured business.
We’re looking for a growth-focused Lighting Design Consultant who can operate in that environment—someone who brings a clear point of view, can develop deep technical expertise, and takes responsibility for creating and advancing sales opportunities.
You will be assigned a portfolio of approximately 100 existing accounts and prospects, with 30–50 prioritized as key development accounts. That portfolio represents market potential—not a ready-made book of business. You are expected to create the activity, conversations, meetings, specifications, projects, and pipeline that turn those accounts into repeat business.
This is a full-time, onsite position based at Cantu’s Vancouver showroom. It is not a hybrid or remote role. The showroom is the primary work base, but as you progress through training, the role expands to include client-office meetings, project-site visits, presentations, lunch-and-learns, and other market-facing activity.
You will also have access to two experienced lighting specialists for technical validation, quotations, controls, submittals, and troubleshooting. Their involvement provides additional expertise when needed, but it is not a handoff—you remain accountable for the client, opportunity, and complete project lifecycle.
What You’ll Do
Develop Assigned Accounts and Create Opportunities
- Proactively develop an assigned portfolio of designers, builders, architects, electrical contractors, installers, and other target accounts
- Initiate commercially relevant conversations rather than waiting for inbound enquiries
- Create opportunities for showroom consultations, client-office meetings, project-site visits, presentations, and lunch-and-learns
- Position Cantu early in the project lifecycle through lighting expertise, technical insight, and disciplined account planning
- Identify active and upcoming projects where Cantu is the right fit
- Maintain consistent outbound activity and follow-up across the assigned portfolio
- Convert account activity into qualified pipeline, active specifications, secured projects, and repeat revenue
- Identify and pursue new accounts where appropriate while maintaining primary focus on the assigned portfolio
Apply an Insight-Driven Technical Sales Approach
- Lead client conversations with lighting expertise and a clear point of view
- Review architectural, electrical, and reflected-ceiling plans, complete takeoffs, and develop accurate fixture schedules
- Develop coordinated decorative, architectural, interior, exterior, and lighting-control solutions
- Advise clients on light output, beam spread, colour temperature, colour rendering, voltage, drivers, dimming, controls, and system compatibility
- Educate clients on product applications, technical constraints, installation requirements, and available opportunities
- Challenge assumptions where appropriate and help shape stronger project solutions
- Balance design intent with lighting performance, technical feasibility, budget, applicable requirements, product availability, and installation conditions
- Qualify opportunities by understanding project scope, stakeholders, timelines, budgets, and decision-making processes
- Prepare accurate specifications, quotations, technical submittals, product alternatives, and value-engineered solutions
Own the Full Sales and Project Lifecycle
- Own each opportunity from initial qualification and specification through quotation, close, order entry, delivery, troubleshooting, and aftercare
- Enter and manage orders accurately, ensuring fixture, finish, lamping, driver, voltage, dimming, controls, mounting, accessory, quantity, approval, and delivery details are complete
- Coordinate dimming and controls requirements and remain involved through installation, commissioning, and troubleshooting where applicable
- Manage vendor follow-up, approvals, submittals, lead times, substitutions, and client communication
- Coordinate with purchasing, warehouse, project-management, technical teams, electrical contractors, and installers to support accurate and timely delivery
- Manage project changes, deficiencies, product alternatives, warranty issues, returns, and replacement products
- Use Cantu’s lighting specialists when their expertise adds value while retaining complete ownership and accountability for the project
Work Across the Showroom and Market
- Host structured, professional client consultations in the Vancouver showroom
- Conduct external meetings with designers, builders, architects, electrical contractors, installers, and other project stakeholders as the role progresses
- Participate in project-site visits, client presentations, and lunch-and-learns
- Balance showroom responsibilities with ongoing account development and market engagement
How the Role Progresses
This position includes a deliberate onboarding and development process. Timing may vary based on demonstrated technical knowledge, accuracy, sales readiness, and performance.
- Months 0–3 — Foundational Lighting, Product, Process and Systems Training: Build foundational knowledge of lighting principles, products, applications, controls, plans, takeoffs, fixture schedules, specifications, installation considerations, quoting, order processes, and internal workflows.
- Months 3–6 — Guided Technical and Transactional Sales Exposure: Begin managing selected transactional and inbound opportunities while gaining practical experience with plan review, takeoffs, fixture schedules, quotations, submittals, order entry, vendor coordination, and delivery.
- Months 6–12 — Sales-Cycle Ownership and Supported Account Outreach: Take increasing ownership from qualification and specification through ordering, delivery, troubleshooting, and aftercare. Proactive account outreach begins, with support in creating meetings, projects, and qualified pipeline.
- 12 Months and Beyond — Independent Account Development and Complex Project Ownership: Independently develop the assigned portfolio through proactive outreach, showroom appointments, client-office meetings, project-site visits, presentations, lunch-and-learns, account planning, and consistent follow-up. Manage complex opportunities from beginning to end, using specialist expertise when valuable without relinquishing accountability.
This is a long-cycle sales environment where commercial results build through consistent activity, technical knowledge, sound judgement, strategic selling, and strong execution.
What’s in It for You
- A structured path into a high-value, technically complex lighting-sales environment
- Extensive lighting, product, controls, process, and systems training
- Exposure to sophisticated lighting projects within some of Vancouver’s most prestigious luxury homes
- An identified account portfolio from which to build pipeline and repeat business
- Support from two experienced lighting specialists while maintaining ownership of your projects
- A role that combines business development, strategic selling, technical specification, and project execution
- A collaborative, process-driven team with strong operational support
- The opportunity to build meaningful commercial impact within Vancouver’s design and construction community
Compensation Structure
- Base salary of $70,000–$85,000 during the first 24 months
- Transition to commission-based earnings as consistent sales performance is established
- Typical earnings in Year 3 and beyond: approximately $110K
- Top performers: $150K+
Required Experience
- A minimum of one year of B2B business-development experience within the architecture and design industry is required
- Business-development experience within the A&D lighting sector is strongly preferred
- Demonstrated ability to create sales opportunities through proactive outreach rather than relying exclusively on inbound traffic
- Experience engaging designers, builders, architects, electrical contractors, installers, or other professional project stakeholders
- Technical aptitude and the ability to develop detailed knowledge of lighting products, controls, specifications, and installation requirements
You’ll Thrive Here If You Are
- A growth-focused B2B sales professional who can create opportunities and activate assigned accounts
- Comfortable initiating outreach and engaging clients across multiple channels
- Confident bringing insight and a clear point of view into technical client conversations
- Comfortable educating clients, challenging assumptions, and influencing complex decisions
- Motivated to develop deep technical knowledge of lighting products, applications, controls, and installation requirements
- Structured and exceptionally detail-oriented, with the ability to manage multiple complex projects
- Accountable for maintaining activity, project information, pipeline visibility, and disciplined follow-up
- Patient and persistent enough to succeed within longer sales and project cycles
- Prepared to retain ownership from initial qualification through delivery, troubleshooting, and aftercare
- Comfortable working onsite from the Vancouver showroom while also engaging clients in the market
About Cantu
Cantu represents premium European lighting and design brands and supports the design and construction community on high-end residential projects throughout Vancouver and Western Canada.
Our showroom is where proactive business development, technical lighting expertise, strategic specification, and disciplined execution come together. Our consultants contribute to complex projects where precision, quality, and follow-through matter.
Pay: $70,000.00-$85,000.00 per year
Application question(s):
- What is your postal code, and approximately how many minutes would your commute to our office be?
- Are you legally entitled to work in Canada? If yes, are you a permanent resident, visa holder, or Canadian citizen?
- This position requires a minimum of one year of B2B business-development experience within the A&D space. Please briefly explain your B2B business-development experience, your A&D industry experience, and any lighting-specific experience. Candidates who do not meet the minimum B2B and A&D experience requirement will not be considered.
Work Location: In person
