Director of Sales, Industrial

As Director of Sales, Industrial, you will join the organization's leadership team and oversee the sales operations of our Industrial channel. This includes sales through our independent network of Lighting, NEMRA and Transit representatives as well as direct strategic partnerships. The primary function of this role is to accelerate the growth of sales through strategy development and execution and the management, direction and guidance of our sales representatives and internal sales team.

Who will I report to? President

What roles am I accountable for?

1. Lead, Manage & Hold Accountable (LMA) (20%)

• Lead, manage and hold the Industrial sales team accountable for achieving agreed-upon commitments.
• Train and mentor sales staff, including providing ongoing feedback and coaching.
• Set individual goals for the sales team and align their work with broader organizational targets.
• Help to remove sales team barriers and effectively solve the team’s issues.
• Contribute to the G&G leadership team as a vital member.
• Partner with Finance to develop, lead and oversee the Industrial Sales budget.

2. Channel Partner Management & Development (30%)

• Manage and support our independent representative network, ensuring they have the necessary tools, resources, and training to succeed.
• Build strong relationships with key representatives to drive collaboration and enhance performance.
• Monitor performance of representatives and address underperformance or other channel challenges.
• Develop and execute sales strategy tailored to our specific industrial markets, product lines, and independent representatives.
• Collaborate with leadership to recommend and develop new channel partners and new ways to market.

3. Sales Growth & Customer Acquisition (25%)

• Drive new business opportunities, working closely with representatives and internal sales team to identify and close new opportunities and accounts.
• Drive new market opportunities and expansion strategies, including new verticals, regions, or applications for the company’s lighting solutions.
• Coordinate cross-functional efforts (e.g., engineering, product management) to deliver solutions for larger customers and opportunities.

4. Sales Process & Forecasting (15%)

• Develop and maintain a clearly defined sales process and proven way of doing business with our customers
• Refine and continuously improve our processes for CRM tool utilization and effectiveness
• Manage sales forecasts and pipeline accuracy through close collaboration with internal sales team, representatives and strategic partners.
• Provide regular sales reports to leadership, analyzing data to make informed decisions.
• Track market trends, competition, and customer preferences to adjust strategies.
• Collaborate on pricing strategies that balance competitiveness with profitability.
• Ensure margin integrity by negotiating pricing agreements and controlling discounting practices.

5. Product Marketing Collaboration & Product Expertise (10%)

• Provide critical customer and market feedback to product marketing on product performance, pricing and competition status.
• Collaborate with product marketing to help define and develop effective sales tools and go-to-market campaigns.
• Represent the company at trade shows, conferences and other related sales and customer functions.
• Become an expert in our product offerings and serve as a go-to and trusted source for team members.
• Accurately convey the key differentiating features of our products and services from our competition.
• Influence product development based on market feedback and competitive analysis from the field.

What does success look like?

Success in this role will be achieved by revenue and market growth through the development and expansion of channel partners, the execution of effective sales strategy and leadership, direction and guidance of our independent sales representative and internal sales team.

How do we show up every day?

• Positive Attitude - See challenges as growth opportunities. Keep an optimistic mindset. Create an uplifting environment.
• Does the Right Thing - Genuine care for our customers. Go above and beyond expectations.
• Always Learning - Problem-solvers who continuously learn. Insatiable thirst for personal & professional growth.
• Gets It Done (GSD) - Fast-paced, follow through on commitments. Do what it takes to get the right work done as a team.
• Detailed Oriented - Intentional and dedicated to excellence in all that we do.

What will I need to succeed?

• Must align with our Core Values
• Proven track record of leading and managing sales teams, ideally in lighting, industrial, or related industries.
• Extensive experience working with independent representatives, distributors, and other channel partners, including relationship management and performance oversight.
• Deep understanding of the industrial lighting market, including key channel partners, trends, competitors, and the technical aspects of lighting products.
• Experience in identifying new market opportunities, expanding into new territories or verticals, and growing key accounts.
• Strong ability to develop and execute sales strategies, set targets, and drive consistent achievement of revenue goals.
• Ability to work closely with other departments, such as marketing, product development, and operations, to ensure alignment between sales efforts and company objectives.
• Experience in using data and analytics to forecast sales, track performance, and make informed strategic decisions.
• Proven ability to lead, mentor, and develop high-performing sales teams, both internally and through channel partners.
• Passionate about selling and finding ways to satisfy customers’ needs
• Strong critical thinking and problem solving skills
• Strong written and oral communication skills
• Strong attention to detail and organizational skills
• Strong computer skills, including experience working with CRM systems
• Strong execution and follow-through