Director of Sales- ESCO
On-siteAtlanta, Georgia, United States
Job Summary
Lead and manage the ESCO Territory Manager team, translating channel strategy into actionable sales plans, performance goals, and business routines. Provide differentiated coaching on experience, tenure, and development needs while reviewing budget management, travel planning, and field expectations. Monitor team performance via CRM activity, pipeline reviews, and market feedback to identify risks and opportunities. Partner with managers to strengthen relationships with ESCOs, performance contractors, and distributors through consistent engagement and product training. Guide pricing discipline, market positioning, and competitive intelligence while collaborating cross-functionally to resolve barriers and drive profitable growth.
Required Qualifications
- Minimum 7 years of sales, business development, account management, or channel management experience within the lighting industry
- Lighting industry experience
- Minimum 7 years of sales management or people leadership experience
- Minimum 7 years of sales management or people leadership experience, including direct oversight of sales professionals
- Demonstrated success leading sales teams, managing territory performance, coaching employees, and driving sales execution through others
- Proficient with Microsoft Office Suite
- Experience with Customer Relationship Management (CRM) systems and Power BI
- Exceptional sales leadership, people management, and team development skills
- Demonstrated ability to achieve results through others
- Strong business management skills, including sales planning, budget oversight, activity management, pipeline review, and performance accountability
- Ability to provide clear direction, practical coaching, and effective feedback to employees with varying levels of experience and tenure
- Strong ability to perform sales, territory, market, and business analysis to identify opportunities and drive decision-making
- Exceptional verbal and written communication abilities, with the ability to influence internal and external stakeholders
- Strong collaboration skills and ability to partner across functions to support customer needs and business outcomes
- Uphold and implement Keystone�s Core Values, consistently aligning actions and decisions that reflect the core principles
- Frequent travel required to support team field coaching, customer meetings, trainings, presentations, rep engagement, and distributor visits
Desired Qualifications
- Bachelor�s Degree in Business or related field preferred
- ESCO, performance contracting, or energy solutions channel experience
- Strong sales leadership and business management experience will be prioritized over ESCO-specific experience
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