Director of Technical Sales, National Accounts
About The Position
At G&G Industrial Lighting, we don't just build lights - we engineer solutions that perform in the toughest environments. From food processing facilities to transit systems and industrial applications, our products are designed to thrive where others fail. Built on a foundation of innovation, customer-first thinking, and American manufacturing, we partner closely with our customers to solve real-world challenges and deliver reliable, purpose-built solutions. We are looking for a quota-carrying technical sales leader to own and close complex national account opportunities. This person will lead high-value pursuits where technical credibility, application expertise, and commercial persuasion are required to win. The ideal candidate can walk into a demanding industrial environment, understand the application, earn trust with technical stakeholders, build a compelling solution, handle objections, and lead the customer toward a buying decision.
Requirements
- Must align with our Core Values
- 10+ years of experience in technical sales, national accounts, strategic accounts, sales engineering, lighting, electrical products, industrial equipment, controls, OEM sales, or a closely related field.
- Proven ability to personally lead and close complex B2B sales opportunities, ideally with quota ownership or direct revenue accountability.
- Strong technical fluency, ideally including lighting applications, electrical systems, controls, harsh-environment products, industrial facilities, or engineered solutions.
- Bachelor's degree in Electrical Engineering or similar field preferred; equivalent technical-commercial experience will be considered.
- Selective national travel expected, likely 20-30%, based on opportunity quality and customer need.
- Exceptional written and verbal communication skills; CRM discipline; and proven ability to work cross-functionally with sales, engineering, operations, and leadership.
Responsibilities
- Own a meaningful individual sales quota tied to national account, OEM, and multi-site revenue growth
- Identify, prioritize, and pursue high-value opportunities across key vertical markets and OEM partners
- Lead major opportunities from early qualification through technical validation, proposal strategy, objection handling, and close
- Build relationships with operations, engineering, facilities, procurement, safety, quality, and executive stakeholders
- Develop account strategies that turn individual opportunities into long-term customer relationships
- Manage pipeline discipline in CRM, including next steps, close plans, probability, and forecast inputs
- Lead customer meetings, discovery calls, technical presentations, site reviews, and strategic pursuits
- Diagnose customer problems and translate operating conditions into practical lighting solutions
- Position G&G against alternatives based on performance, reliability, application fit, total cost of ownership, and operational risk
- Respond directly to technical objections, application questions, and specification requirements
- Create persuasive presentations, application narratives, and business cases that move customers toward a decision
- Influence engineering specifications prior to bid release on strategic projects
- Translate operating conditions and application requirements into practical, standardized solutions
- Improve early-stage technical positioning to increase specification adoption and conversion
- Identify recurring specification barriers and recommend product, messaging, or application improvements
- Build relationships with engineering firms, specifiers, OEM partners, and technical influencers tied to strategic projects
- Provide structured prospecting direction to rep agencies pursuing national and multi-location opportunities
- Selectively partner with regional sales, rep agencies, and channel partners where technical expertise improves win probability
- Improve the consistency and credibility of G&G's technical story in the market
- Strengthen technical alignment across channels on priority vertical opportunities
- Lead national lighting standardization efforts with key customers where G&G can become the preferred solution
- Align with OEM partners and internal teams on large, repeatable, or strategic opportunities
- Reduce executive dependency by owning technical-commercial sales conversations that currently require senior leadership involvement.
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What This Job Offers
Job Type
Full-time
Career Level
Director
