Director of Technical Sales, National Accounts
Director of Technical Sales, National Accounts 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. Who will I report to? Vice President, Growth What roles am I accountable for? Strategic National Account Sales & Opportunity Development 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 Technical Sales Leadership & Opportunity Conversion 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 Specification Influence & Technical Positioning 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 Rep Agency, Engineering & Specifier Engagement 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 Standardization, OEM Alignment & Strategic Initiatives 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. What does success look like? Success in this role means G&G is winning larger, more complex, more strategic opportunities because you are personally leading the technical-commercial sales process. This person builds and manages a strong pipeline of national account, OEM, multi-site, and specification-driven opportunities; personally leads customer discovery, presentations, technical persuasion, objection handling, and close strategy; converts complex opportunities into measurable revenue; improves win rates and specification adoption; creates repeatable sales tools that make the broader team more effective; and reduces the company's dependency on executive leadership to carry technical sales conversations. How do we show up every day? Positive Attitude -See challenges as growth opportunities. Keep an optimistic mindset. Create an uplifting environment. Above and Beyond -Genuine care for our customers and team - exceeding expectations. Always Learning - Problem-solvers who continuously learn. Insatiable thirst for personal & professional growth. Gets It Done (GSD) -Fast-paced, follow through on commitments. Detail Oriented -Intentional and dedicated to excellence in all that we do. What will I need to succeed? 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. Apply To This Job