Profile of Larry E. Smith

Larry E. Smith Sales Executive, Business Startups & Energy Focused Strategies
30 years experience USA

Executive sales management leader who has created startup businesses within four major companies in the lighting industry. A proven track record of initiating and maintaining strategic relationships with C-Level leadership and stakeholders. Goal-oriented professional offering a successful history of building a large client base and exceeding revenue objectives through pipeline management.  Created and managed a Key Account support team to guarantee customer satisfaction and collaborative partnership.Developed and staffed four sales teams, four operations teams, and four inside customer support teams to deliver value to our customers.  Managed the day-to-day sales and operations of niche businesses with major lighting companies.  Implemented four CRM systems and LEAN management processes to establish standards, strategic objectives, and accountability.  Energy-efficiency specialist. 

Work History (0)

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Work Experiences

  • VP - Key Accounts, ESCO & VAR Channels

    GE Current

    June 2020 - June 2022

    Restructured the Key Accounts sales division. Created a new ESCO focused sales unit. Re-invigorated the VAR channel to support Daintree Controls.

  • Director of Renovation Sales

    Acuity Brands Lighting

    April 2016 - June 2020

    Instrumental in filling a market gap with new Renovation strategy, developing concept and operational plans from ground up to focus on LED fixture and integrated controls sales.

    Conceptualized complete business structure and culture focused on achieving core business mission.

    Created Sales and Marketing strategies to engage major lighting contractors and ESCO’s who engage in turnkey lighting upgrades within the commercial, industrial and MUSH markets.

    Built a strong team by recruiting highly qualified candidates for strategic customer-facing sales positions.

  • Director & GM - Hagemeyer Energy

    Hagemeyer North America (Vallen)

    October 2012 - April 2016

    Created a turnkey lighting renovation group that increased value to strategic Fortune 500 accounts.

    Developed sales and marketing strategies that focused on a coordinated plan to identify, engage and sell energy efficient lighting upgrades using LED lighting and controls technology.

    Developed operational team and services to support “retrofit and re-design” programs.

    Achieved optimal results by targeting specific retrofit markets with high bottom line impact.

    Implemented a CRM system to identify, qualify and grow sales opportunities to maintain a minimum sales pipeline of $40M with $21M projects in the final closing stage.

  • VP of Sales - Renovation Market

    Fulham Inc.

    October 2010 - October 2012

    Developed a project-based retrofit business focused on ESCO’s who are executing performance contracts.

    Created sales and marketing strategies to draw multiple Fulham sales channels into a coordinated effort to identify, engage and sell energy efficient lighting upgrades using new fixture and retrofit kit approaches.

    Implemented a CRM program to track and monitor sales pipeline and to forecast revenue.

    Created an internal engineering support team to execute “retrofit and re-design” program using LEAN.

    Created a sales pipeline of $77M in the first eight months. Increased sales of renovation projects by 200%.

  • Director of Sales

    Digital Lumens, Inc.

    January 2010 - November 2010

    Responsible for developing initial go-to-market strategy to sell intelligent LED lighting.

    Organized strategies for reaching strategic resellers and meeting demand, helping company fill multiple demand gaps and cement market leadership.

    Established a sales pipeline of $45M in less than six months.

    Achieved profit targets, leveraging market knowledge and in-depth forecasts to plan sales operations.

  • VP & GM - SAERIS

    Acuity Brands

    February 2007 - October 2009

    Created a new business and drove success with well-planned vision and strategic goals.

    Oversaw successful Energy Efficiency (Retrofit) sales and marketing strategies, resulting in $35M in first year with new revenue with Acuity’s largest customers.

    Maximized the business plan and structure to execute sales strategies with Acuity’s largest customers.

    Capitalized on new business opportunities, identifying and pursuing development pathways based on current market and competitor research.

    Developed strong team relationships within ABL management and built strong ties to ABL’s lighting agency network, to leverage access to long-term clients.

    Strengthened company position in RENOVATION market, leveraging industry knowledge and business acumen to achieve consistent successes.

  • National Sales Manager - Energy Solutions Channel

    Cooper Lighting

    April 2005 - February 2009

    I was recruited to create and manage a Strategic Sales Team focused on ENERGY SOLUTIONS for Cooper Lighting’s corporate accounts.

    Working with matrix partners within Cooper I created sales and marketing strategies; recruited a sales and operations team and managed the sales and installation effort.

    Key objectives were to increase top line revenue and improve operating profits through aggressive consultative selling in the energy efficiency marketplace targeting Fortune 500 companies.

    Fostered strong cooperative relationships throughout the Cooper channel sales teams and created valuable relationships with Cooper’s independent sales agents and distribution partners.

    Secured long-term “Enterprise Energy Efficiency” contract with three major Fortune 500 clients with contract value of $40M over three years.

  • VP of Sales

    Amtech Lighting Services

    April 1992 - April 2005

    Managed the sales efforts of a $145M national lighting and retrofit company.

    Accomplished business goals with effective management of sales and marketing strategies bringing in $12M per month.

    Recruited, hired, and trained a strategic sales team that propelled the company from $62M to $145M during my tenure.

    Elevated team productivity and performance using new compensation and incentive plan, improved training and performance improvement strategies.

    Managed twelve strategic account sales professionals who called on Fortune 1000 companies such as HOME DEPOT, LOWES, OFFICE DEPOT, TEXACO, CHEVRON, and RACETRAC.


  • AMA Certified Professional in Management™

    American Managment Association

    June 1982 - June 1983


  • BS Degree - Major: English / Secondary Education

    University of Southern Mississippi

    August 1968 - December 1972