Glamox Luxonic
Recruiting Sales Engineers and a Lighting Engineer for Luxonic — helping a lean, entrepreneurial lighting business build its commercial team in a highly competitive specification market.
Client Overview
Luxonic was a UK-based commercial and industrial LED lighting manufacturer that built a strong reputation for high-quality, application-specific lighting solutions before being acquired by Glamox, the Norwegian lighting group. Operating at the specification end of the market, Luxonic's products were sold through architects, M&E consultants and contractors into commercial offices, retail, healthcare and industrial environments. The business operated with a lean sales structure that required its people to be technically capable, entrepreneurially minded and comfortable working across multiple customer types simultaneously — from specifier to contractor to distributor — often without the marketing and administrative support available at larger competitors.
The Brief
Sales Recruit UK worked closely with Luxonic to recruit Area Sales Managers with specification sales experience in the lighting sector, alongside a Lighting Engineer to provide technical support to the commercial team. The brief required candidates who could work effectively in a lean, entrepreneurial environment — often inventing the tools and processes they needed rather than relying on established infrastructure — while still delivering the specification-led sales activity the business model required.
The Challenge
The commercial lighting recruitment market is highly competitive. Experienced specification sales engineers with a genuine understanding of the lighting design and specification process are in constant demand from manufacturers, distributors and agents. Luxonic's lean operating model added a further dimension — the business needed candidates with the entrepreneurial mindset and self-discipline to succeed without the support structures available at larger organisations. Candidates who were used to a more supported environment often struggled with the autonomy the role demanded.
What Sales Recruit UK Did
Sales Recruit UK targeted the commercial and industrial lighting sector for candidates who had demonstrated success in specification-led environments and who had the professional profile to operate effectively in a lean commercial operation. The SRUK Fit Score process weighted specification sales capability, technical lighting knowledge, entrepreneurial self-sufficiency and cultural alignment with Luxonic's ambitious but lean operating style. Candidates from larger lighting businesses were assessed carefully for their ability to transition to a less supported environment.
The Outcome
Sales Recruit UK successfully recruited multiple people for Luxonic across the period of the relationship — Sales Engineers and a Lighting Engineer — supporting the business's commercial growth ahead of its subsequent acquisition by Glamox.