Business Development Manager - West/Midwest U.S.

Business Development Manager - West/Midwest U.S.

Role Overview This position is a high impact sales leadership role focused on driving revenue within the Western United States. You will be responsible for identifying and capturing project opportunities exceeding $50k by targeting Energy Service Companies (ESCOs), energy focused installers, and national accounts across various verticals such as healthcare, hospitality, retail, and industrial property management. This is not a "milk run" position; it requires a hunter mentality to pivot from existing business to aggressive new business development.

Key Responsibilities

• Develop and execute a strategic sales plan to pursue national accounts and ESCO businesses throughout the Western U.S. territory.

• Create and manage a robust project pipeline, maintaining all contacts and opportunities within Salesforce.

• Collaborate with national account distributors and energy focused contractors to maximize market penetration.

• Engage with industry organizations such as NALMCO, NAESCO, and NAILD to build brand presence and network with key decision makers.

• Utilize a servant leader approach to work effectively with internal support teams, including lighting layouts, demand planning, and scheduling.

Required Qualifications and Skills

• Proven Market Expertise: You must already understand the lighting or energy market and possess established relationships with key players in the ESCO and National Accounts sectors.

• Autonomous Drive: A "self starting" mentality is essential, as the role offers a high degree of autonomy without micromanagement.

• Professional Grit: You possess the "gumption" and "moxy" to navigate difficult negotiations and stand up to challenging individuals when necessary.

• Technical Aptitude: Experience coming from a manufacturer, distributor, or agency background is highly preferred.

• Education: A university degree is required.

Work Environment and Travel

• Territory: Coverage includes the West and Midwest U.S. (up to the Mississippi River), with a preference for candidates based in the Pacific Northwest, Northern California, or Colorado.

• Travel: Significant regional travel of 50% to 65% is required to effectively manage the territory and visit customer sites.