Regional Sales Manager

JLH Lighting; United States; Hybrid; USD 80,000 - 125,000; Full time

Job summary

JLH Lighting is expanding its Regional Sales Manager role across Grocery, Retail, and Commercial lighting markets. The position covers the Midwest, South, or Northeast with hybrid (St. Louis area) or fully remote options, requiring travel as needed.

You will cultivate owner and contractor relationships and drive Luxco specifications and distribution. The role emphasizes field sales, design collaboration, and end-to-end project management, reporting to the President.

Qualifications

• 5+ years selling commercial lighting fixtures into manufacturer, lighting agency, distributor, or design/supply firms.
• Active relationships in grocery, retail, and/or commercial lighting markets.
• Experience with full project cycle (design, spec, bid, buy).
• Hunter mentality: prospect, open new accounts, close deals independently.
• Self-motivated with a results-driven approach.
• Excellent listening, verbal, and written communication skills.
• Superior time management skills.
• Proficient with MS Office (Outlook, Word, Excel, PowerPoint).

Responsibilities

• Develop new sales opportunities across grocery, C-store, retail, and commercial projects.
• Sell directly to owners, contractors, and managers.
• Get Luxco specified in specs and fixtures packages.
• Grow Luxco distribution through distributor/agent relationships.
• Support design wins with full layouts and package development.
• Maintain specs through bid, VE, and substitution processes.
• Deliver product trainings and presentations to stakeholders.
• Act as primary contact for new accounts through project completion.
• Maintain pipeline, forecast, and CRM activity.
• Attend meetings, trade shows, and conferences; travel as needed (up to 50%).

Skills

Hunter mentality

Self-motivated

Communication skills

Time management

MS Office

Tools

HubSpot CRM

Job description

Regional Sales Manager: Grocery, Retail & Commercial Lighting

Outside & Specification Sales | Midwest, South, or Northeast | Hybrid (St. Louis Area) or Remote

The grocery store is the hub of every community. We make it beautiful, and now we’re bringing that same standard to retail and commercial spaces.

JLH Lighting and our manufacturing subsidiary, Luxco Lighting, are expanding. We are seeking a Regional Sales Manager who can work both sides of a project: get out in the field and win business directly with the owners and contractors who build it, and get Luxco specified with the lighting specifiers, design firms, and electrical distributors who shape it. Our focus is the Grocery, C-Store, Retail, and Commercial markets. Grocery is our foundation and remains our core; Retail and Commercial are where we’re growing, and this role will help lead that charge.

This position covers one region (the Midwest, South, or Northeast), and we’ll build the territory around where you live and where your relationships are. Reporting directly to the President, the candidate must be a motivated self-starter with active industry contacts who is willing to travel as needed. Excellent communication and time management skills are vital to succeed in this position. The role can be hybrid out of our St. Louis-area headquarters or fully remote from within your territory, and either way you should live within reasonable reach of a major airport. As soon as you are brought on board and trained, you will be unleashed into the market with the tools and flexibility you need to make every project shine.

Responsibilities & Duties

• Develop new sales opportunities: prospect, qualify, and close grocery, C-store, retail, and commercial projects across your territory, including new construction, remodels, and retrofits


• Sell direct to the people who own and build the projects: grocery chains and independent grocers, C-store operators, retailers, property owners and developers, facility and construction managers, general contractors, and electrical contractors


• Get Luxco specified: build and maintain relationships with lighting specifiers, architects, interior designers, and store design firms, and get Luxco fixtures written into their specifications and standard fixture packages


• Grow the Luxco distribution channel: establish and manage electrical distributor and lighting agent relationships to expand our reach


• Utilize JLH where design wins the deal: full lighting layouts, standard fixture package development, and complete-package supply when selling direct, or when a distributor or designer wants a layout behind the sale


• Help design what you sell: the sales team is an integral part of product development. You’re the one in front of customers hearing the good and the bad, and that field input directly shapes Luxco fixture specifications and new products


• Protect and hold specifications: keep the spec throughout the bid, value-engineering, and substitution process


• Prepare and deliver presentations: including product trainings and lunch-and-learns for specifiers, distributors, contractors, and end users


• Operate as the key point of contact for new accounts, from first call through project completion


• Maintain an accurate pipeline, forecast, and account activity in our CRM (HubSpot)


• Attend meetings, sales events, trade shows, and conferences as needed


• Travel up to 50%, based on need rather than a travel benchmark

5+ years selling commercial lighting fixtures (10+ ideal) for a manufacturer, lighting agency, electrical distributor, or lighting design and supply firm; both outside sales and specification sales experience strongly preferred

Active, current relationships in the grocery, retail, and/or commercial lighting markets, including owners and facilities teams, contractors, specifiers, design firms, and distributors (grocery contacts may be national account and/or independent/NGA)

Working knowledge of the full project cycle (design, spec, bid, buy) and how to keep a spec from being flipped

A hunter’s mentality: comfortable prospecting, opening new accounts, and closing on your own

Self-motivated with a results-driven approach

Excellent listening, verbal, and written communication skills

Superior time management skills

Outstanding knowledge of MS Office (Outlook, Word, Excel, and PowerPoint)

Ability to direct and manage multiple sales efforts simultaneously

Please note: this role requires experience selling commercial, architectural, or retail lighting fixtures into construction and retrofit projects. Backgrounds limited to lamps and light bulbs, automotive, residential, or consumer lighting are not a fit for this position.

The most successful candidate will have active relationships in their territory with grocery, supermarket, C-store, retail, and commercial owners and facilities teams, general and electrical contractors, lighting specifiers, store design and architecture firms, and electrical distributors.

• Base salary of $80,000–$125,000, depending on the commission mix you choose: higher base with standard commission, lower base with aggressive commission upside, or somewhere in between. Commission is uncapped in every structure


• Medical, dental, and vision premiums covered 100% for the employee; spouse and dependent coverage available at the employee’s expense through payroll deduction


• Simple IRA with 3% company match


• All approved travel and business expenses covered

About JLH Lighting & Luxco Lighting

JLH Lighting and Luxco Lighting are a vertically integrated team serving grocers, retail, and commercial spaces across the US and Canada. Luxco Lighting (LuxcoLight.com) manufactures LED fixtures sold through specifiers and distribution nationwide. JLH Lighting (JLHLighting.com) provides lighting design and full-package supply, featuring Luxco alongside fixtures sourced from any other manufacturer, because our selection approach is simple: “The best fixture for the application and price,” regardless of brand. Design, specification, distribution, and manufacturing under one roof, with a lighting plan and complete lighting package for any size project and budget.

JLH Lighting and Luxco Lighting are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local law.