Regional Sales Manager

G&G Industrial Lighting is the leading American manufacturer of harsh-environment LED lighting and controls, headquartered in Malta, NY. Recently recognized as the fastest-growing manufacturer in New York State and the most innovative company in the Capital Region, G&G engineers purpose-built lighting solutions for the car wash, food processing, mass transit, and industrial markets. Our growth is driven by relentless innovation, long-term partnerships, and doing business in alignment with our core values.

As Regional Sales Manager, you will drive revenue growth across G&G’s core go-to-market channels—OEM partners, distributor networks, and strategic end-user accounts. This is not a traditional territory sales role; it is a channel-led role where success is defined by your ability to grow revenue through partners as well as direct engagement.

You will serve as the primary field resource for key OEM partnerships, enabling their sales teams to position and sell G&G’s lighting platforms, while revitalizing and expanding an underperforming distributor network with significant untapped potential. You will also support select high-value end-user opportunities where G&G’s consultative approach drives measurable ROI.

The ideal candidate brings experience in channel-driven sales within an industrial or manufacturing environment and is comfortable operating across multiple selling motions—from partner business planning and co-selling with distributors to direct engagement with multi-site operators.

Who will I report to?  Director of Sales, Car Wash

Territory: South Region. G&G splits the U.S. into two territories (North and South). You will own channel development and account management across Southern territory, working in coordination with your North Region counterpart and G&G’s inside sales team

Compensation: $100,000–$120,000 base salary, plus variable compensation tied to regional and channel revenue performance, with total on-target earnings aligned to experience and performance.

What roles am I accountable for?

1. Sales Growth (50%)

• Drive revenue growth across the region, primarily through OEM partnerships and distributor networks,
• while supporting strategic end-user accounts
• Develop and execute joint business plans with key partners to generate partner-sourced and partner-influenced pipeline
• Co-sell with partner sales teams to identify opportunities, advance deals, and close business
• Expand and activate the distributor network by recruiting new partners and re-engaging dormant accounts
• Maintain accurate pipeline management and forecasting across all channels in Salesforce
• Represent G&G at industry events to strengthen relationships and generate new opportunities

2.
Partner Management & Support (35%)

• Own and develop relationships with key OEM and distributor partners, serving as G&G’s primary field resource
• Lead quarterly business reviews with top accounts to assess performance, set growth targets, and drive accountability
• Build and deliver partner enablement programs, including training, tools, and technical resources that improve partner effectiveness
• Collaborate cross-functionally (engineering, marketing, inside sales) to ensure partners are equipped to win
• Identify and drive expansion opportunities within existing partner accounts to increase adoption across the G&G portfolio

3. Territory Strategy (15%)

• Develop and execute a channel-focused strategy for the region, prioritizing OEM enablement, distributor activation, and strategic end-user engagement
• Use data to assess partner performance, prioritize opportunities, and guide investment decisions
• Provide ongoing market insights, competitive intelligence, and partner feedback to inform business strategy
• Partner with marketing to align regional messaging and go-to-market efforts
• Maintain accurate pipeline reporting, forecasting, and CRM data to support visibility and decision-making

Key Measurables

• Revenue Performance – Achieve year-over-year revenue growth across the assigned region through expansion of existing accounts and new customer acquisition
• Channel Growth Planning – Develop and execute growth plans with key OEM and distributor partners aligned to revenue targets and market opportunities
• Pipeline Development – Build and maintain a qualified pipeline of partner-sourced and partner-influenced opportunities across the region
• Partner Activation – Recruit new partners and reactivate dormant distributor accounts to increase channel participation and contribution
• Partnership Engagement – Maintain a high level of field activity, averaging 8–12 strategic touchpoints per week across partners and key opportunities
• Strategic Account Development – Conduct quarterly business reviews with 80%+ of top-tier partner accounts, with clear action plans and measurable growth objectives

How do we show up every day?

• Positive Attitude-See challenges as growth opportunities.  Keep an optimistic mindset. Create an uplifting environment.
• Above & Beyond-We go the extra mile—not because we have to, but because we care.
• Always Learning-Problem-solvers who continuously learn.  Insatiable thirst for personal & professional growth.   
• Gets It Done (GSD)-Fast-paced, follow through on commitments. Do what it takes to get the right work done as a team.
• Detailed Oriented-Intentional and dedicated to excellence in all that we do.

What will I need to succeed?

• 7+ years of B2B sales experience, including 3+ years in a channel-facing role (channel sales, partner management, distributor development, or OEM account management)
• Proven ability to drive revenue through partners, including joint business planning, QBR execution, and partner enablement
• Experience activating or scaling underperforming channels, including partner recruitment and re-engagement of dormant accounts
• Background selling technical or engineered products in an industrial, manufacturing, or related environment
• Ability to engage and influence executive stakeholders across OEMs, distributors, and multi-site operators
• Strong negotiation skills with experience structuring partner agreements and channel programs
• Proficiency with CRM systems (Salesforce preferred) and disciplined pipeline and forecasting management
• Willingness to travel approximately 50% within the assigned region
• Valid driver’s license and alignment with G&G’s core values

What does success in this role look like?

Success in this role would be achieved through growth within the revenue and new customer base by selling G&G products and services for aligned applications. 

Benefits

• Annual profit-sharing program
• 401(k) and company match
• Medical, dental, vision & life insurance
• Health savings account
• Unlimited PTO

G&G Industrial Lighting is proud to be an Equal Opportunity Employer