Director of Sales -LED Emergency Lighting (Arlington)

Director of Sales - LED Emergency LightingPosition OverviewThe Director of Sales, LED Emergency Lighting, will lead and execute the commercial strategy to grow revenue, expand market share, and strengthen channel partnerships for our LED emergency lighting product lines. This role combines deep technical knowledge of LED systems and drivers with proven distribution and channel management experience to drive sales performance across new construction, retrofit, and aftermarket channels. The Director will build and coach a high-performing sales team, partner with engineering and marketing, and ensure customers receive technically accurate solutions that meet code and safety requirements.Key ResponsibilitiesDevelop and implement a comprehensive sales strategy for LED emergency lighting products, including new product launches, pricing, and promotional plans.Lead, recruit, mentor, and performance-manage a regional/national sales team, setting clear targets, KPIs, and development plans.Drive revenue growth and margin improvement through direct sales, OEM partnerships, and distribution channel expansion.Manage and develop relationships with key distribution partners, electrical contractors, wholesalers, specification agents, and end-users to increase product adoption.Collaborate with product management and engineering to ensure product roadmaps align with market needs, especially on LED modules, LED drivers, and emergency functionality.Provide technical sales support and training to internal teams and external partners on LED technology, driver compatibility, installation best practices, and code compliance (e.g., UL, NFPA, local regulations).Forecast sales, prepare budgets, and report on pipeline, performance, and market trends to executive leadership.Negotiate contracts, pricing, and commercial terms with distributors, specification firms, and large customers while protecting margin and brand positioning.Identify and pursue new business opportunities in retrofit, hospitality, healthcare, education, and commercial markets.Represent the company at industry trade shows, technical seminars, and customer meetings to promote products and gather market intelligence.Work cross-functionally with supply chain and operations to ensure product availability, lead-time management, and on-time deliveries for key accounts.QualificationsBachelors degree in Business, Engineering, Electrical Technology, or a related field; MBA or technical graduate degree preferred.Minimum 8 years of progressive sales experience with at least 5 years in lighting, emergency lighting, or a closely related electrical/controls industry.Demonstrated technical knowledge of LED technology, LED drivers, emergency lighting systems, and relevant safety codes and certifications (e.g., UL, NFPA).Proven success managing distribution channels, building partnerships with wholesalers and contractors, and driving revenue through channel sales.Strong leadership experience with a track record of hiring, coaching, and scaling sales teams to meet aggressive targets.Excellent negotiation, presentation, and communication skills, with the ability to convey technical concepts to non-technical stakeholders.Experience using CRM and sales forecasting tools (e.g., Salesforce) and strong analytical skills to manage pipeline and performance metrics.Willingness to travel regularly to meet customers, distributors, and attend trade events (typical travel 3050%).Ability to work cross-functionally with engineering, product, marketing, and operations to align commercial and technical objectives.Comfortable operating in a fast-paced environment with changing priorities and the ability to drive initiatives to completion.Benefits · Base salary + commission/bonus structure · Car allowance or travel reimbursement · Health, dental, and vision insurance