Regional Sales Manager

Energy Focus, Inc. is a leading developer and provider of energy efficient LED lighting products, primarily for the enterprise market (B2B). Our LED lighting products provide energy savings, environmental, health, safety, and maintenance cost benefits over conventional and other competing LED lighting products. Our long-standing relationship with the U.S. Government continues to enable us to provide advanced LED lighting products to the U.S. Navy, the Coast Guard and the Military Sealift Command fleets, and our commercial product customers include national, state and local U.S. government agencies and public schools, as well as Fortune 500 companies and many other commercial and industrial clients in healthcare, higher education and manufacturing industries. Headquarters are located in Solon, Ohio. For more information, see our web site at www.energyfocusinc.com. The Regional Sales Manager (RSM) strategically promotes and sells Energy Focus products and solutions in support of the overall mission, vision, financial goals, and business objectives of the organization. The focus of this position is to oversee and grow various strategic partnerships through multiple vertical markets. The RSM is proactively hands-on and supports the defined sales strategies and marketing plans by collaborating with key National Accounts, Agencies, ESCO partnerships, Distributors, Lighting Retrofit Contractors (LRCs), and General Contractors. Responsibilities: Development and execution of the territory-based plan Responsible for conducting sales activities in order to exceed the sales plan (total sales as well as new product sales) on a monthly and quarterly basis. Monitor performance through the review of daily, weekly, and monthly reports. Development of an independent manufacturer sales representative network through training, education, and joint sales calls. Effectively interface with decision makers in client organizations; lead and coordinate customer-facing activities, including effective and frequent interaction, quoting, problem-solving, presentations and Q&As Maintain outstanding working relationships with strategic clients, enhancing retention and new sales through referrals and references Maintain awareness of industry trends, competition, and technology development Lead solutions development for customer needs and collaborate in the presentation of credible solutions to key decision-makers Actively maintain and update business development activities, pipeline opportunities, and customer contact information within the Energy Focus sales tracking system Forecast and develop sales pipeline. Collaborate with product management on solutions to best meet market needs. Stay abreast of and able to articulate features, benefits, and impacts (financial, environmental, and human) of Energy Focus products and solutions, as well as industry trends and forces Education and Experience: 3 or more years of sales management experience. Bachelor’s degree in Business, Marketing, Engineering, or a related field is preferred but not required Facility/building management, electrical contracting or construction, lighting retrofit, or installation experience is a strong plus Desired Characteristics: Strong ability to negotiate and close deals Excellent interpersonal and relationship-building skills with a strong aptitude for empathy Strong and convincing writing and presentation capabilities History of successful B2B sales and/or business development Flexible and willing to learn new technologies, a quick learner Highly focused on achieving targeted financial goals and desired results with problem-solving skills Demonstrated ability to work independently as well as within a team environment Application of a common-sense approach and ease in identifying issues and suggesting practical, simple, and powerful solutions Strong analytical skills Commitment to continuous improvement and learning Intermediate proficiency with SalesForce.com and Microsoft Office Suite programs A high level of trustworthiness and demonstrated integrity Compensation and benefits: Attractive bonus structure that strongly rewards upside performance Company stock option grants Health, dental and vision coverage and more Additional Criteria: Legal authorization to work in the U.S. is required. Time for travel: 50%- 75% Company personality and cultural compatibility test Capable of lifting heavy materials, carrying samples, and setting up at trade shows We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Applicants can send a disability accommodation request to careers@energyfocus.coom