[Hiring] Director of Technical Sales, National Accounts @G&G Industrial Lighting

Role Description

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.

• Lead 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

• 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

Qualifications

• 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

Benefits

• 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.