Regional Sales Manager

Regional Sales Manager

Location: Richmond, Virgina (On-Site Role), Significant Travel Required

Who We Are

At Fonroche Lighting America, we are transforming the way outdoor spaces are illuminated with off-grid, solar-powered street lighting. As the industry leader in autonomous solar lighting, we provide municipalities, developers, and commercial facilities with a cost-effective, reliable, and sustainable alternative to traditional grid-connected lighting.

With our U.S. headquarters in Fort Worth, TX, and regional offices nationwide, we are rapidly expanding—offering a dynamic work environment where innovation meets impact.

We operate with a strong set of core values:

• 🌎 Humility – We listen, learn, and grow together.
• ⚡ Dynamism – We thrive in a fast-paced, evolving industry.
• 🎯 Risk Taking – We innovate boldly to drive meaningful change.
• 💪 Commitment – We stand by our mission, customers, and team.
• 🤝 Community & Team Spirit – We achieve more when we work together.

As we grow, we’re looking for a Regional Sales Manager who can sell, lead, and grow with us.

About the Role

This is a hybrid role where you’ll manage your own sales territory and serve as a player-coach for a small team of sales representatives. We’re looking for someone with strong B2B, developer, or municipal sales experience and the ability to coach others while still hitting personal sales targets.

This role requires someone who’s ready to own a region, develop talent, and help cities across the U.S. make the switch to sustainable lighting.

What You’ll Do

• Territory Sales & Pipeline Ownership: Build relationships with municipal, county, government, and/or developer clients to promote our solar lighting solutions. Actively manage your pipeline, from lead generation to project close.
• Public Sector Expertise: Navigate the procurement and bid processes unique to cities and counties. Help team members do the same.
• Team Coaching & Development: Mentor, support, and hold accountable a small team of regional sales reps. Share best practices and help them improve their close rates.
• Sales Strategy & Growth: Identify growth opportunities, track KPIs, and partner with leadership to ensure your region hits its goals.
• Cross-Functional Collaboration: Partner with marketing, design, and operations to deliver compelling proposals and ensure customer satisfaction.
• Reporting & CRM Discipline: Ensure accurate tracking of leads and deals in Salesforce, and regularly report on team and territory performance.

What You Bring

• Mid-Career Sales Experience: 5 years of B2B, municipal, or infrastructure sales experience.
• Leadership Skills: 2 years mentoring, training, or managing a sales team—formal or informal.
• Government Sales Know-How: Experience working with cities, counties, or public works is highly preferred.
• Driven, Organized, and Strategic: You can juggle selling and leading without dropping the ball.
• Tech-Savvy: Comfortable using Salesforce or similar CRMs to manage data, pipelines, and performance.
• Excellent Communicator: Strong written, verbal, and presentation skills for both internal and external stakeholders.
• Travel-Ready: Willing to travel throughout your region for site visits, presentations, and team development.

Why Join Fonroche?

• Competitive Base Salary ($70k - $80K) Strong Commissions
• Culture of Growth – You’ll lead and learn in an environment where we support each other and celebrate wins
• Benefits – Medical, Dental, Vision, HSA
• Generous PTO – Recharge, reset, and come back stronger
• Career Mobility – Grow into senior leadership or national roles as we expand
• Make an Impact – Help bring smart, solar-powered lighting to cities that need it most