Director of Sales - South Region

DIRECTOR OF SALES – SOUTH REGION

Dialight is the world leader in LED industrial lighting technology with millions of LED fixtures installed worldwide. We see a world where heavy industry is transformed to be safer, more productive, and environmentally friendly through illumination. We enable industrial customers operating in demanding environments to reduce their energy costs, maintenance costs, and carbon footprint while maximizing the safety and productivity of their facilities.

Position Summary

We are seeking an experienced, results-driven Director of Sales – South Region to lead revenue growth, market expansion, and strategic account development for a manufacturer of industrial LED lighting solutions. This role is responsible for developing and executing the regional sales strategy across the Southern United States, with a focus on heavy industrial, petrochemical, refinery, manufacturing, utility, infrastructure, and energy-related markets.

The Director of Sales will lead and support regional sales efforts, build strong customer and channel relationships, drive specification and project-based selling, and ensure the company’s industrial LED lighting solutions are positioned effectively with end users, EPC firms, electrical contractors, distributors, engineering firms, and key decision-makers.

The ideal candidate is a strategic sales leader with deep experience in industrial sales, strong knowledge of complex B2B sales cycles, and a demonstrated ability to grow revenue in specification-driven markets.

Key Responsibilities

Sales Leadership & Regional Strategy

• Develop and execute a comprehensive sales strategy for the South Region to achieve revenue, gross-margin, and market-share objectives.
• Lead regional sales planning, forecasting, pipeline development, and territory prioritization.
• Identify high-growth industries, accounts, and geographic markets within the region.
• Establish clear performance expectations, sales goals, and account development priorities.
• Partner with executive leadership to align regional strategy with overall company growth objectives.
• Monitor regional sales performance and implement corrective actions as needed to meet or exceed targets.

Business Development & Strategic Accounts

• Develop new business opportunities with industrial facilities, refineries, petrochemical and chemical plants, manufacturing facilities, terminals, utilities, and other heavy-industrial customers.
• Build and maintain executive-level relationships with key customers, channel partners, and industry influencers.
• Lead strategic account planning for major regional customers and high-value opportunities.
• Pursue retrofit, new construction, maintenance, capital-project, and energy-efficiency opportunities.
• Position industrial LED lighting solutions as replacements for HID, fluorescent, and other legacy lighting systems.
• Support major proposals, quotations, ROI analyses, and project-specific sales strategies.

Channel, EPC & Contractor Development

• Develop and strengthen relationships with EPC firms, engineering firms, electrical contractors, industrial distributors, and specification influencers.
• Drive efforts to have company products specified into industrial projects at the design and engineering stage.
• Evaluate, develop, and manage regional channel partners to maximize market coverage and sales effectiveness.

• Collaborate with distributors and contractors to identify project opportunities and support customer needs.
• Monitor competitor activity, pricing trends, customer requirements, and market dynamics across the region.

Team Leadership & Sales Execution

• Lead, coach, and develop regional sales professionals to improve performance, accountability, and sales effectiveness.
• Support sales team members in complex account negotiations, customer presentations, and strategic opportunity development.
• Ensure consistent use of CRM tools, pipeline management processes, forecasting practices, and sales reporting standards.
• Promote a consultative, solution-based selling approach focused on customer value, safety, productivity, and total cost of ownership.
• Foster collaboration between sales, customer service, engineering, operations, product management, and leadership teams.

Customer & Market Management

• Serve as a senior regional point of contact for major customers, distributors, contractors, and strategic partners.
• Maintain strong awareness of customer priorities, capital spending plans, maintenance needs, and operational challenges.
• Gather and communicate customer feedback, competitive intelligence, and market opportunities to internal stakeholders.
• Represent the company at customer meetings, industry events, trade shows, and regional business development activities.
• Ensure successful project handoff, execution, and customer satisfaction in partnership with internal teams.

Ideal Candidate

• 8+ years of progressive B2B industrial sales experience, including sales leadership or regional management responsibility.
• Proven success selling electrical, lighting, automation, MRO, industrial equipment, or related technical products into heavy-industrial markets.
• Experience selling into refineries, petrochemical plants, chemical facilities, manufacturing plants, terminals, utilities, infrastructure, or energy-related environments.
• Strong understanding of complex, specification-driven sales cycles involving multiple stakeholders.
• Established relationships with industrial end users, EPCs, electrical contractors, engineering firms, distributors, or channel partners in the South Region preferred.
• Demonstrated ability to build and manage sales pipelines, forecasts, strategic account plans, and regional growth strategies.
• Strong leadership, coaching, communication, negotiation, presentation, and closing skills.
• Ability to understand technical product specifications and communicate value to both technical and non-technical audiences.
• Experience managing long sales cycles, competitive bids, capital projects, and retrofit opportunities.
• Proficiency with CRM systems, Microsoft Office, sales reporting tools, and pipeline management processes.
• Willingness to travel throughout the South Region as needed.

Preferred Experience

Experience with one or more of the following is a strong advantage:

• Industrial LED lighting
• Hazardous-location lighting
• Explosion-proof lighting
• High-bay and low-bay lighting
• Petrochemical, refinery, and chemical plant environments
• Electrical products and electrical distribution
• MRO products and industrial maintenance solutions
• Industrial automation or process industries
• EPC project sales
• Electrical contracting and industrial construction
• Lighting controls and energy-efficiency solutions
• Regional sales leadership in heavy-industrial markets