Outside Sales Representative - Lighting

Location: Territory-Based – California
Classification: Exempt (Salary Commission)

Reports To: VP of Sales

About Aleo Lighting

Aleo Lighting, Inc. is a premier manufacturer of high-performance, energy-efficient LED lighting solutions and a provider of advanced commercial IoT lighting control systems. We are committed to delivering exceptional lighting experiences through superior light quality, energy savings, and innovative technology solutions.

Position Summary

The Outside Sales Account Manager is responsible for developing and managing electrical distributor relationships, generating project opportunities, and growing both project and stock & flow business within an assigned territory. This role is a combination of outside sales, inside sales coordination, and customer relationship management. The Account Manager serves as the primary face of Aleo Lighting in the territory and is responsible for driving revenue growth, managing quotes and projects, and building long-term customer partnerships.

Key Responsibilities

1. Strategic Account Development

• Drive both the Project and Stock & Flow businesses by developing relationships with electrical distributors and securing shelf space for Aleo products.
• Aggressively pursue new stocking orders and promote Aleo programs and product lines.
• Spend approximately 50% of the time in the field visiting distributor branches and customers.
• Build strong relationships with Branch Managers, Counter Sales teams, contractors, and decision-makers.
• Conduct product demonstrations and value-based sales presentations.
• Identify new sales opportunities within existing accounts through cross-selling lighting controls and up-selling fixtures.
• Develop and maintain territory growth plans and sales strategies.

2. Inside Sales Operations

• Generate accurate and timely quotations and manage follow-up to convert quotes into purchase orders.
• Work with Sales Management to secure Special Price Authorizations (SPAs) to win competitive bids.
• Serve as the project coordinator for lighting design requests and customer projects.
• Log projects, coordinate with the technical team, and ensure designs and quotes are delivered on time.
• Maintain accurate pipeline activity, leads, and opportunities in HubSpot CRM.
• Build and maintain a database of prospects and customers within the territory.

3. Customer Success & Marketing Support

• Respond to customer product questions and provide spec sheets, IES files, and product information.
• Follow up on leads from trade shows, marketing campaigns, and inbound inquiries.
• Introduce new products and product launches to distributor accounts and customers.
• Ensure distributors have updated marketing materials, product information, and samples.
• Maintain strong customer relationships and provide ongoing account support.

Qualifications

• 3–7 years of outside sales, account management, electrical, lighting, construction, or industrial sales experience preferred.
• Experience working with electrical distributors is strongly preferred.
• Strong relationship-building and communication skills.
• Self-motivated with strong organizational and time-management skills.
• Ability to manage multiple projects, customers, and sales opportunities.
• Proficiency in Microsoft Office, CRM systems (HubSpot preferred), and quoting systems.
• Ability to travel within assigned territory (approximately 50% travel).
• Bachelor’s degree preferred but not required with relevant experience.

Physical Requirements

The physical requirements described here are representative of those that must be met to successfully perform the essential functions of this job:

• Prolonged periods of driving and visiting customer locations.
• Frequent standing, walking, and presenting product demonstrations.
• Ability to lift and carry product samples up to 30 pounds.
• Ability to travel within the territory regularly.

Reasonable accommodations may be made in accordance with California law.