Region: North America, with focus on USA - working from MA office with 60 - 70% travel

Are you experienced in developing and executing sales strategies and building strong client relationships? From prospect to close, do you actively engage and drive the sales process? Are you able to inspire, coach, and mentor Sales Reps and RSMs? If you answered "yes", read on!

We're ewo USA, and we are seeking a National Sales Manager for our Worcester, MA office. Our headquarters are located in Italy, and we have been a global leader in exterior architectural lighting for more than 25 years. ewo USA was established to expand our North American presence as part of our continued global expansion. We develop and manufacture customized leading-edge lighting solutions and advanced lighting control systems. Innovating is what drives us, and we strive to set new standards and always be one step ahead. We embrace challenges and push beyond the ordinary in pursuit of our distinctive mission to empower wellbeing outdoors.

In your position as National Sales Manager , you will play a key role in promoting brand awareness, increasing revenue, and achieving sustainable growth in North America. You will develop and implement sales initiatives, track quotations and projects, analyze sales metrics and develop data-driven strategies. Engaging actively in the sales process, you will travel across the United States and establish strong relationships within the lighting community. With your sales expertise and enthusiasm for our innovative lighting solutions you will inspire, train and coach our sales rep agencies and monitor their performance.

When you work with us, your success will have a significant impact on the creation of feel-good public spaces in the US. By keeping your finger on the pulse of the lighting industry, you understand the needs and challenges of our clients, spot emerging trends, and exchange valuable insights with our engineers and developers in Italy. While we have evolved into a global brand, we remain a family-owned company, and we listen to our employees. We welcome creative suggestions, embrace innovative ideas, and encourage you to explore fresh approaches.

Reporting directly to our CEO, you will lead and grow our small team of RSMs, engage and direct our national network of Sales Reps, and collaborate with our developers and technical sales support in Italy. This full-time position requires you to work from our Worcester, MA office and travel about 60 - 70% of your time within the US to maximize face-time with prospects and clients. The salary range is $130,000 to $160,000 (total compensation).

Responsibilities

• Develop and implement sales initiatives in North America, with a particular focus on the US market, to increase revenue, promote brand awareness, and achieve sustainable growth
• Oversee daily sales activities, lead our Regional Sales Managers (RSMs) and internal sales support staff, and work closely with our Sales Reps
• Develop and execute strategic national and regional sales plans for the North American market
• Work with our Sales Reps to determine sales targets for their regions
• Establish goals and sales targets with our RSMs and implement strategies to achieve them
• Monitor the performance of our Sales Reps by conducting quarterly budget reviews in close collaboration with our RSMs
• Actively engage in the sales process, and travel across the US to make sales calls and conduct face-to-face meetings with prospects, sales reps, specifiers, lighting designers, and key stakeholders
• Gain and maintain a deep understanding of our products and the latest developments, and ensure our RSMs and Sales Reps remain current on all ewo developments
• Develop engaging presentations of our cutting-edge luminaires and control systems, as well as our distinctive culture and mission to Empower Wellbeing Outdoors. Train and mentor RSMs and Sales Reps accordingly.
• Build and nurture strong relationships within the lighting community, keep in constant communication, and actively use and expand your network
• Identify and create new qualified sales opportunities, analyze competitor activities and market trends, and drive revenue growth
• Analyze prospect data, identify high-potential projects, and ensure efforts are focused on the most promising leads
• Track sales quotations, and ensure prospects are effectively engaged and nurtured through all stages of the quotation and sales process
• Monitor orders and actual projects to ensure accuracy, on-time delivery and complete customer satisfaction
• Conduct regular performance reviews with RSMs to foster a culture of accountability and excellence
• Optimize sales operations, utilize and refine our CRM system (Zoho)
• Establish and analyze key performance indicators (KPIs), and identify opportunities for improvement
• Provide management with monthly reports on sales data, current and potential projects, KPIs, and sales development metrics
• Attend local and national trade shows, conventions, networking events, and tabletop product presentations

Required Qualifications & Experience

• BS/MS degree in Business, Sales and Marketing, or a related field
• 5+ years of experience in technical B2B sales in the Lighting Industry, preferably in Exterior Architectural Lighting
• Deep understanding of the specification market, preferably in the exterior lighting industry
• Solid understanding of lighting design and lighting calculations
• Ability to read technical drawings and documents.
• Understanding of current LED technology and electronic control systems, sensors, and wireless technology
• Proven ability to drive the sales process from plan to close
• Ability to set sales targets and implement a successful sales strategy
• Proficiency in CRM software and strong project management skills
• Ability to analyze and interpret sales data and KPIs to implement data-driven strategies
• Solid understanding of sales metrics, reporting, and forecasting
• Advanced level of Microsoft 365, especially PowerPoint and Excel
• Excellent communication and active listening skills
• Ability to lead, coach, and motivate the sales team
• Strong networking and relationship-building skills
• Engaging and enthusiastic presentation style
• Dynamic, creative, and capable of thinking outside the box
• Ability to organize, manage time effectively, and meet deadlines
• Ability and willingness to travel 60 - 70% of the time across the United States and possibly Canada
• Valid driver's license and passport

What We Offer

• Comprehensive benefits package, including:
• Health, dental, vision, life, AD&D, and disability insurance
• Generous vacation, PTO, and holiday schedule
• Retirement plan with 3.5% match and Roth option
• Ongoing training and professional development opportunities

ewo USA is an Equal Opportunity Employer. Employment with ewo is governed based on merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

ewo is committed to providing an equitable workplace where all employees are treated with respect and dignity. We strive to foster a diverse and inclusive workplace where everyone is given the opportunity to reach their full potential.