Regional Sales Manager

Summit Search Group; Virginia Beach (VA); On-site; USD 90,000 - 150,000; Full time

Job summary

First Light Technologies seeks a Regional Sales Manager to own the Northeastern U.S. territory, drive new business, grow existing accounts, and build strong relationships with municipalities, contractors, and developers.

The role involves in-person meetings, product demonstrations, and preparing compelling proposals, with travel up to 50%. Reports to VP, Sales & Marketing and offers a base plus uncapped commission in a growing cleantech business.

Qualifications

• 5+ years of outside B2B sales experience.
• Proven ability to develop new business and grow existing accounts.
• Track record of meeting/exceeding sales targets.
• Experience managing consultative sales cycles.
• Strong negotiation, communication, and presentation skills.
• Self-motivated with proactive business development.

Responsibilities

• Own all sales activities within the assigned Northeast U.S. territory and hit revenue targets.
• Identify, qualify and pursue new business opportunities while growing current accounts.
• Build and maintain a robust sales pipeline through prospecting and territory planning.
• Conduct in-person meetings, product demonstrations, and presentations.
• Understand customer needs and offer consultative solar lighting solutions.
• Manage RFQs, vendor registrations, quotations, and sales documentation.
• Maintain accurate opportunity tracking and Salesforce records.
• Collaborate with internal teams to ensure a smooth customer experience from engagement to project completion.
• Foster long-term relationships to generate repeat business and referrals.
• Represent First Light Technologies at industry events and customer meetings.
• Consistently meet or exceed sales KPIs.

Skills

Territory management

Consultative selling

Sales cycle leadership

Negotiation

Presentation skills

CRM (Salesforce)

Tools

Salesforce

Job description

We are proud to be partnering with our client, First Light Technologies in their search for a Regional Sales Manager.

First Light Technologies (FLT) designs and manufactures innovative solar powered outdoor lighting for public spaces including pathways, parks, campuses, parking lots, and commercial developments. Their proprietary solar technology eliminates the need for trenching or electrical infrastructure, helping customers save time, reduce costs, and build more sustainable communities.

As a growing Canadian cleantech company, they're passionate about delivering reliable, high quality lighting solutions that perform night after night.

About the Role

We're looking for an experienced Regional Sales Manager to own and grow the Northeastern U.S. territory. This is an individual contributor role focused on developing new business, growing existing accounts, and building long term relationships with customers and partners.

You'll work closely with municipalities, contractors, engineers, landscape architects, developers, distributors, and other commercial stakeholders to deliver innovative solar lighting solutions for outdoor infrastructure projects.

If you're a consultative sales professional who enjoys building relationships, creating opportunities, and managing a sales territory with a high degree of autonomy, we'd love to hear from you.

Location: Virginia, Pennsylvania, or Washington, DC

Employment Type: Full-time, Permanent

Travel: Up to 50% throughout the assigned territory

Reports to: VP, Sales & Marketing

What You'll Do

• Own all sales activities within your assigned territory and achieve monthly, quarterly, and annual revenue targets.
• Identify, qualify, and develop new business opportunities while growing existing customer relationships.
• Build and maintain a healthy sales pipeline through strategic prospecting, networking, and territory planning.
• Conduct in person customer meetings, product demonstrations, and presentations.
• Understand customer needs and recommend consultative solar lighting solutions.
• Manage RFQs, vendor registrations, quotations, and sales documentation.
• Maintain accurate opportunity tracking, forecasting, and customer records in Salesforce CRM.
• Partner with internal teams to ensure a seamless customer experience from initial engagement through project completion.
• Maintain strong customer relationships after installation to generate repeat business and referrals.
• Represent First Light Technologies at industry events, trade shows, and customer meetings.
• Consistently meet or exceed sales and KPI targets.

What You Bring

• 5+ years of successful outside B2B sales experience.
• Proven success developing new business while managing and growing existing accounts.
• A consistent track record of achieving or exceeding sales targets.
• Experience managing consultative sales cycles.
• Strong negotiation, communication, and presentation skills.
• Excellent organizational and time management abilities.
• Experience using CRM platforms, preferably Salesforce.
• Self-motivated with a proactive approach to business development.
• Valid driver's license and passport.
• Ability to travel up to 50% throughout the assigned territory.

Nice to Have

• Experience selling lighting, solar, construction, infrastructure, or electrical solutions.
• Experience selling to municipalities, contractors, engineers, architects, or developers.
• Experience with public sector procurement, vendor registrations, and RFQ processes.
• Experience managing geographic territories and strategic customer accounts.

Why Join First Light Technologies?

• Competitive base salary plus uncapped commission.
• Meaningful bonus program tied to company and individual performance.
• Comprehensive extended health and dental benefits.
• Health Spending Account.
• Three weeks of vacation to start.
• Company-wide paid holiday closure each year.
• Collaborative, innovative team environment.
• Opportunity to make a meaningful impact in the growing clean energy industry.