The Opportunity: The Director of Sales- ESCO is responsible for leading, managing, and developing Keystone's ESCO sales channel. This role is a business director and people leader accountable for sales strategy, team performance, budget discipline, field execution, and customer growth across ESCOs, performance contractors, and distribution partners. This leader will provide clear direction, coaching, accountability, and day-to-day management to ESCO Territory Manager(s), ensuring each team member receives the appropriate level of guidance based on experience, tenure, territory needs, and performance goals.
Your Impact: - Lead and manage the ESCO Territory Manager team, providing direct oversight, clear expectations, coaching, and performance accountability.
- Translate ESCO channel strategy into actionable sales plans, territory priorities, performance goals, and business routines for the team.
- Provide differentiated coaching and guidance to Territory Manager(s) based on experience level, tenure with Keystone, territory opportunity, and individual development needs.
- Review and guide territory-level budget management, business investment, travel planning, and time-in-field expectations.
- Monitor team performance through CRM activity, pipeline reviews, sales reporting, customer engagement, and market feedback; identify risks, gaps, and opportunities for improvement.
- Partner with Territory Manager(s) to strengthen relationships with ESCOs, performance contractors, distributors, and other channel partners through consistent customer engagement and exceptional service.
- Ensure Territory Manager(s) are effectively training and supporting ESCOs, performance contractors, and distributors on new and existing Keystone products.
- Provide leadership direction on pricing discipline, market positioning, competitive intelligence, and project strategy within the ESCO channel.
- Develop and maintain a strong understanding of channel dynamics, competitor activity, customer needs, product applications, and lighting market trends.
- Collaborate cross-functionally with Sales leadership, Product, Operations, Finance, and Customer Experience to resolve issues, remove barriers, and support profitable channel growth.
- Other duties as assigned.
What you bring: - Bachelor's Degree in Business or related field preferred.
- Minimum 7 years of sales, business development, account management, or channel management experience within the lighting industry required.
- Lighting industry experience required.
- Minimum 7 years of sales management or people leadership experience required, including direct oversight of sales professionals.
- ESCO, performance contracting, or energy solutions channel experience preferred; however, strong sales leadership and business management experience will be prioritized over ESCO-specific experience.
- 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
- Travel: Frequent travel required to support team field coaching, customer meetings, trainings, presentations, rep engagement, and distributor visits.
Please note that we do not accept unsolicited resumes from recruiters or employment agencies.
