Account Executive I, II & III

Job Title: Account Executive I, II & III

(locations: Baltimore, MD; Sterling, VA)

About CNR

Founded in 1870, C.N. Robinson Lighting Supply (CNR Lighting) is a proudly family-oriented, award-winning wholesale distributor specializing in commercial lighting, control products, and switchgear. With over 150 years of continuous service across the Mid-Atlantic, we’ve built a legacy rooted in innovation, expertise, and unwavering customer commitment. With locations in Baltimore, MD and Sterling, VA, CNR supports both new construction and retrofit projects, incorporating the latest in lighting technology, energy-saving solutions, and advanced power distribution systems.

Our evolution from a seed and glass business to a lighting and power systems leader reflects our forward-thinking mindset and deep industry knowledge. Throughout our history, we’ve remained dedicated to delivering exceptional value — combining cutting-edge solutions with the personal touch of a team that treats every project like it matters, because it does.

We’re growing, and we’re looking for someone who shares our drive, attention to detail, and customer-first mindset. Join us and become part of a company with a storied past and a bright future.

Position Summary

CNR Account Executives are responsible for growing profitable sales, developing new business, managing assigned customer relationships, and delivering responsive, solution-oriented support across commercial and institutional markets. Depending on assignment and technical capability, an Account Executive may sell lighting and controls, switchgear and electrical distribution equipment, or an integrated combination of both. The role serves end users, electrical contractors, ESCOs, construction customers, and other business-to-business accounts through customer visits, job-site engagement, technical discovery, quotations and proposals, product presentations, negotiation, and consistent follow-through.

Required Qualifications

• High school diploma or equivalent required; bachelor's degree in Business, Engineering, or a related field preferred.
• Relevant B2B/outside sales experience. Electrical distribution, commercial lighting, construction, MRO, switchgear, electrical products, or related industry experience is strongly preferred.
• Excellent communication, presentation, negotiation, relationship-building, organizational, and time-management skills.
• Self-motivated, goal-oriented, responsive, and capable of managing multiple customers, opportunities, and projects simultaneously.
• Ability to learn and use CRM/sales reporting tools, Microsoft Office, quotation/project systems, and other CNR technology; experience with industry-specific systems such as Oasis is beneficial where applicable.
• Valid driver's license, reliable transportation, and willingness to travel to customer locations, job sites, vendor meetings, and industry events within the assigned market.

Core Account Executive Responsibilities

• Own the B2B sales process within the assigned territory or account portfolio, including prospecting, qualifying opportunities, customer discovery, quotations/proposals, presentations, negotiation, closing, and post-sale follow-up.
• Develop new business through outbound prospecting, cold calling, referrals, networking, trade shows, vendor activities, joint sales calls, lunch-and-learns, and other customer-facing business development.
• Build and maintain strong relationships with existing and prospective customers; understand customer operations, projects, contracts, purchasing requirements, and technical needs.
• Sell assigned CNR product categories and actively identify cross-selling opportunities. Lighting-focused AEs should recognize switchgear opportunities; switchgear-focused AEs should recognize lighting opportunities; integrated AEs may manage both.
• Maintain working product knowledge appropriate to the assigned portfolio, including product applications, specifications, new technologies, industry standards, manufacturer capabilities, market conditions, and competitive alternatives.
• Conduct customer and job-site visits, presentations, product demonstrations, and solution reviews; coordinate technical support from CNR leadership, manufacturers, representatives, project teams, and internal specialists when needed.
• Prepare or coordinate accurate quotations, proposals, product specifications, technical information, and ROI/value presentations appropriate to the opportunity.
• Maintain accurate and timely records of customer contacts, activities, quotations, opportunities, pipeline status, projects, and follow-up commitments in CNR's designated CRM/sales reporting systems.
• Develop and maintain an actionable pipeline and forecast; meet or exceed assigned sales, gross-margin, business-development, and other performance objectives established by management.
• Collaborate with inside sales, customer service, project management, purchasing/procurement, warehouse/operations, marketing, finance, and sales leadership to support accurate order processing, product availability, delivery, project execution, issue resolution, and customer satisfaction.
• Represent CNR professionally at customer locations, job sites, industry events, vendor meetings, trade shows, networking functions, and company-sponsored activities.
• Participate in manufacturer and technical training, continuing education, and sales development activities; apply new knowledge to customer conversations and opportunity development.
• Support CNR marketing and supplier initiatives, including promotional campaigns, customer events, strategic supplier programs, and coordinated market-development activities.
• Respond promptly to customer inquiries, concerns, and service issues and remain accountable for follow-through through resolution.
• Perform additional sales, mentoring, onboarding, recruiting support, or business-development activities as assigned and appropriate to level.

Benefits

CNR offers competitive base compensation with performance-based commission/incentive opportunities, health/dental/vision benefits, retirement benefits, company paid life insurance, paid time off, holidays and flex days, professional development opportunities, and vehicle allowance or other travel support where applicable to the assignment.

CNR Lighting is an Equal Opportunity Employer and values diversity in the workplace. All qualified applicants will be considered for employment without regard to any legally protected status