Director of Sales- ESCO

Job Description

The following information aims to provide potential candidates with a better understanding of the requirements for this role.

This is a remote position.

Director of Sales - ESCO

National Leadership | Commercial Lighting & Electrical Solutions

Confidential Search

We are partnering with a well-established manufacturer serving the commercial and industrial lighting market across North America to identify an experienced Director of Sales. For decades, our client has delivered innovative energy-efficient lighting and electrical solutions through a broad network of distributors, contractors, and strategic channel partners. Known for product quality, technical expertise, and strong customer relationships, the organization continues to expand its presence across commercial retrofit, energy efficiency, and capital improvement projects.

As the business continues to invest in strategic growth, they are seeking a proven sales leader who can strengthen channel partnerships, lead regional sales managers, and accelerate revenue across key commercial markets.

The Opportunity

The Director of Sales is responsible for leading national sales strategy, developing high-performing sales teams, and expanding relationships with strategic channel partners across the ESCO channel. This position oversees both revenue growth and customer engagement while supporting large commercial projects through distributors, energy service providers, contractors, and other key industry partners.

This is a sales leadership role, requiring a balance of strategic planning, business development, coaching, accountability, and lighting market expertise. The successful candidate will possess a deep understanding of consultative sales, channel management, pricing strategy, and regional market dynamics while empowering their team to exceed growth objectives.

Key Responsibilities

• Develop and execute national sales strategies that drive revenue growth and increase market share.
• Lead, coach, and mentor Territory Sales Managers to improve performance, expand customer relationships, and achieve sales goals.
• Build and strengthen partnerships with ESCOs, distributors, contractors, and other strategic commercial customers.
• Identify new business opportunities for Territory Sales Managers and drive performance accountability.
• Oversee product presentations, educational seminars, and customer training programs to increase product adoption and market awareness.
• Analyze sales performance, customer trends, competitive activity, and market conditions to develop actionable growth strategies.
• Collaborate with internal teams to develop pricing strategies, support project quotations, and ensure exceptional customer service throughout the sales process.
• Maintain accurate sales forecasts, pipeline reporting, and customer activity using CRM and business intelligence tools.
• Represent the organization at customer meetings, industry events, and regional business development initiatives.
• Travel extensively throughout the assigned territory to support territory sales personnel, and strategic growth initiatives.

Required Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related discipline (or equivalent professional experience).
• 7+ years of experience in strategic sales, account management, business development, or channel sales.
• 5+ years of experience leading, coaching, and developing successful sales teams.
• Experience working within commercial construction, electrical distribution, lighting, industrial products, building materials, or related B2B manufacturing environments is highly preferred.
• Demonstrated success managing strategic distribution partners and complex commercial accounts.
• Strong understanding of sales forecasting, pricing strategy, territory planning, and market analysis.
• Experience utilizing CRM platforms, Microsoft Office Suite, and business intelligence tools such as Power BI.
• Outstanding leadership, communication, presentation, negotiation, and relationship-building skills.
• Ability to travel extensively (approximately 50–70%) nationally.

What Success Looks Like

In this role, you'll:

• Increase regional sales performance and market penetration.
• Build lasting relationships with strategic channel partners and commercial customers. xhyhwjd
• Develop and mentor a high-performing sales organization.