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

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  Own a meaningful individual sales quota tied to national account, OEM, and multi-site revenue growth
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  Identify, prioritize, and pursue high-value opportunities across key vertical markets and OEM partners
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  Lead major opportunities from early qualification through technical validation, proposal strategy, objection handling, and close
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  Build relationships with operations, engineering, facilities, procurement, safety, quality, and executive stakeholders
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  Develop account strategies that turn individual opportunities into long-term customer relationships
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  Manage pipeline discipline in CRM, including next steps, close plans, probability, and forecast inputs

Technical Sales Leadership & Opportunity Conversion

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  Lead customer meetings, discovery calls, technical presentations, site reviews, and strategic pursuits
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  Diagnose customer problems and translate operating conditions into practical lighting solutions
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  Position G&G against alternatives based on performance, reliability, application fit, total cost of ownership, and operational risk
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  Respond directly to technical objections, application questions, and specification requirements
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  Create persuasive presentations, application narratives, and business cases that move customers toward a decision

Specification Influence & Technical Positioning

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  Influence engineering specifications prior to bid release on strategic projects
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  Translate operating conditions and application requirements into practical, standardized solutions
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  Improve early-stage technical positioning to increase specification adoption and conversion
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  Identify recurring specification barriers and recommend product, messaging, or application improvements

Rep Agency, Engineering & Specifier Engagement

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  Build relationships with engineering firms, specifiers, OEM partners, and technical influencers tied to strategic projects
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  Provide structured prospecting direction to rep agencies pursuing national and multi-location opportunities
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  Selectively partner with regional sales, rep agencies, and channel partners where technical expertise improves win probability
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  Improve the consistency and credibility of G&G's technical story in the market
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  Strengthen technical alignment across channels on priority vertical opportunities

Standardization, OEM Alignment & Strategic Initiatives

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  Lead national lighting standardization efforts with key customers where G&G can become the preferred solution
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  Align with OEM partners and internal teams on large, repeatable, or strategic opportunities
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  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?

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  Must align with our Core Values
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  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.
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  Proven ability to personally lead and close complex B2B sales opportunities, ideally with quota ownership or direct revenue accountability.
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  Strong technical fluency, ideally including lighting applications, electrical systems, controls, harsh-environment products, industrial facilities, or engineered solutions.
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  Bachelor's degree in Electrical Engineering or similar field preferred; equivalent technical-commercial experience will be considered.
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  Selective national travel expected, likely 20-30%, based on opportunity quality and customer need.
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  Exceptional written and verbal communication skills; CRM discipline; and proven ability to work cross-functionally with sales, engineering, operations, and leadership.