Spotlight on Diversity
January 2025
Mariposa Social: Jessie Grillo Represents with Humor and Drive
Jessie Grillo
Director of Specification Sales, Diversified New York
For Jessie Grillo, Senior Sales Manager at Diversified New York. previously known as ORA Lighting & Controls, adaptability and a knack for connection have shaped a career spanning three decades. Whether managing large-scale projects or navigating a client boardroom, Grillo brings humor and resilience to every challenge.
Grillo’s journey into the lighting world started by chance. “Originally, I didn’t know the lighting industry was a thing,” she said. Joining International Lights in 1994 fresh out of business school, she quickly moved from answering phones to handling quotes and project management. “As a rep agent, you’re the liaison between a couple of different parties: the manufacturer, the distributor, and the end user. Someone once told me we’re like the middleman that exists, but doesn’t really exist.”
Grillo stayed with the company for 9 years, eventually becoming Office Manager as well as a project manager. “I’ve always been fortunate enough to perform multiple functions,” she said. “It keeps things interesting. I like challenges, and I’m not afraid to ask questions.”
Her parents’ work ethic
Born to Colombian-Italian parents who immigrated to the US, Grillo credits her drive to her upbringing. “Both my mom and dad were go-getters, and they instilled that in all of us,” she explains. Born in the US while her older siblings were born in Colombia, she grew up bilingual in Spanish and English. (Italian remains on her bucket list.) “My parents left Colombia to come here for a better life. They were comfortable, but they wanted more. That’s where that determination comes in…. Unfortunately, they passed away young, but they left us with so much,” she reflected.
Grillo’s personality shines brightest in her ability to connect with people. “I’m very social, and I know how to read a room,” she said. “I’ll be in a boardroom full of men and crack a joke in Spanish, like, ‘¿Qué lo que está pasando?’ They laugh. Humor definitely helps.”
She describes her ability to navigate different cultures as both instinctual and strategic. “I have clients who are Orthodox and others who are Latino. It’s about knowing your audience. If someone’s uncomfortable, I don’t overstep. But if they’re open, I’ll connect.” Her humor doesn’t diminish her credibility. “People might call me spicy,” she said. “But I know how to get things done.”
After International Lights, Grillo joined SDA Lighting (then, Stan Deutsch Associates), where she spent 14 years managing projects. The last four were pivotal as she worked closely with the late Kenneth Ceppos. “Ken was an excellent mentor. He taught me about sales, and about fit, form, and function,” she recalled. “You’ve got to make sure it fits, has the right form, and functions properly.”
Her role as SDA’s NYC School Specialist required meticulous planning and tight deadlines. “When schools are off during summer, you have multiple projects releasing at the same time. I never took off in the summer. It had to be so precise.”
Out in the community
In 2018, Grillo transitioned into specification sales at O’Blaney Rinker Associates. “James always said I should be in sales, that I belonged on the outside,” she says. “I wasn’t ready at first – my kids were young. But when they got older, I decided to try it. If it didn’t work, I could always go back to what I knew.”
Grillo thrived in her new role, building relationships, negotiating contracts, and overseeing the productivity of the quotations department. At ORA, she worked closely with co-founder Caroline Rinker. “Caroline was training me to be her protégé,” Grillo said wistfully. “She showed me a different aspect of the business. I miss her every day.”
Grillo is deeply involved in professional organizations, including Lightinas, Women in Lighting + Design (WILD), and the IESNYC, where she co-chairs the Programs Committee and volunteers on the Council Committee. “We look for programs that appeal to multiple roles in lighting – designers, architects, engineers – and make them interactive,” she explained. “We want people to understand each other’s roles and stay informed about trends.”
Her involvement with Lightinas celebrates her Hispanic heritage. “It’s a Latin group of women in the lighting industry. We organize local events like King’s Day or gatherings that reflect our culture…. It’s about connecting and celebrating who we are.” Grillo shares her life with her longtime partner, Yolanda, and her children, Enrique and Marc. But other than Lightinas, Grillo keeps her professional and family life fairly separate. “Again, you have to be able to read a room.”
Now at Diversified, Grillo focuses on maintaining the good relationships that have defined her career. “We’re expanding within the NYC market but keeping that white-glove service,” she said. “I’ve been lucky to have great mentors. Now, I want to give back.”
