Regional Account Manager

Regional Account Manager (Car Wash Sales)

As Regional Account Manager, you will be a key member of the Car Wash sales team, responsible for driving growth and owning performance within an assigned geography. The mission of this role is to accelerate sales growth through our network of Strategic Partners and Distributors while identifying and cultivating high-value end-user relationships. Leveraging consultative selling techniques and an executive-level presence, the Regional Account Executive will deliver measurable revenue growth by building strong relationships and providing tailored solutions that address customer needs.

Success in this role will be defined by achieving sustained growth across new and existing accounts, driven by a deep understanding of the market, products, and a consultative approach. The ideal candidate is a strategic self-starter who excels in high-growth environments, able to develop and execute market plans, adapt approaches as conditions evolve, and contribute to building scalable processes while consistently delivering results.

Recently recognized as the fastest growing manufacturer in New York State and the most innovative company in New York’s Capital Region, G&G Industrial Lighting is a manufacturer of industrial LED lighting products based in Malta, NY. Through relentless innovation and by doing business in alignment with our core values, G&G has grown to become the leading supplier of harsh environment lighting and lighting controls. G&G locally manufactures purpose-built products for the car wash, food processing, mass transit, and industrial markets.

Who will I report to? Director of Sales, Car Wash

Territory: South Region. The country is split between North and South territories. Must be within an hour of a MAJOR airport.

Compensation: $100,000-$120,000 base + variable

What roles am I accountable for?

1. Sales Growth (50%)

• Generate revenue growth by identifying and securing new opportunities across assigned markets, leveraging strategic partnerships, distributor networks, and large end-user relationships with multi-site or multi-year potential
• Establish new relationships with qualified distributor partners, ensuring alignment with company goals and growth objectives
• Present G&G’s unique value proposition with executive level presence, articulating product advantages, support capabilities, and competitive differentiators that drive customer decisions
• Represent the company at industry trade shows, conferences and customer events to build brand awareness and generate qualified opportunities
• Manage sales pipeline through qualifying and advancing opportunities through defined sales stages, maintaining accurate forecasting and accountability for deal progression from initial contact through close

2. Partner Management & Support (35%)

• Build and maintain strong, trust-based partnerships with strategic partners, distributor networks, and high-value end users through proactive engagement
• Drive partner performance by monitoring and managing results through quarterly business reviews, performance analytics, and strategic planning sessions to ensure alignment with revenue targets and growth objectives
• Engage senior management of partners with credibility and confidence to challenge constructively, address performance gaps, and drive accountability while maintaining collaborative relationships
• Evaluate and optimize partner network by assessing partners based on performance, capability, and strategic fit; recommend and execute onboarding strategies, performance improvement plans, or partnership transitions as warranted
• Resolve conflicts professionally and diplomatically, balancing partner relationships with company interests to maintain a healthy sales channel and market coverage
• Increase partnership value by identifying opportunities to expand product adoption within existing accounts
• Deliver training, product education, and sales enablement to distributor teams, enhancing their technical knowledge and selling effectiveness

3. Territory Strategy (15%)

• Develop and execute a comprehensive market strategy to maximize partnership effectiveness and drive impact within the assigned region, ensuring alignment with broader organizational goals and sales initiatives.
• Serve as voice of customer by gathering and communicating market insights, competitive intelligence, and customer feedback to cross-functional teams, translating regional trends into recommendations for product development, marketing, and sales strategy
• Deliver strategic reporting to provide regular updates on sales activities, partnership health, and emerging opportunities to leadership
• Collaborate with marketing to refine regional messaging, positioning, and go-to-market strategies based on market feedback
• Monitor competitive activities, industry trends, and market developments; proactively sharing industry insights with sales and leadership team members to maintain strategic advantage
• Maintain accurate, up-to-date CRM records to build data-informed sales strategies, track pipeline health, forecast accuracy and drive decision making

Key Measurables

• Revenue Growth - Achieve a minimum of agreed upon year-over-year revenue growth within the assigned region by increasing sales volume and expanding customer base.
• Partnership Engagement - Maximize distributor partner relationships and customer connections through 20+ scheduled strategic touchpoints monthly, including: joint sales calls with distributor partners, technical training workshops, and solution-focused customer calls.
• Strategic Account Development - Conduct quarterly business reviews with at least 80% of top-tier accounts and maintain regular contact with key decision-makers to support long-term partnership growth.

How do we show up every day?

• Positive Attitude: See challenges as growth opportunities. Keep an optimistic mindset. Create an uplifting environment.
• Above & Beyond: We go the extra mile—not because we have to, but because we care.
• Always Learning: Problem-solvers who continuously learn. Insatiable thirst for personal & professional growth.
• Gets It Done (GSD):
  Fast-paced, follow through on commitments. Do what it takes to get the right work done as a team.
• Detailed Oriented: Intentional and dedicated to excellence in all that we do.

What will I need to succeed?

• Must align and embody our Core Values
• 7+ years of experience in outside B2B sales OR 5+ years of experience in outside sales in the Car Wash industry
• Must have a valid driver’s license and ability to travel (estimated 50% of the time regionally)
• Must reside within territory and be within one-hour commute to a major airport
• Comfort operating in a dynamic, high-growth environment where processes are evolving and creative problem solving is essential
• Proven track record selling technical products through a consultative approach
• Ability to engage decision makers at all levels with confidence and articulate value propositions clearly
• Demonstrate excellence in negotiating partnerships and advancing opportunities
• Strong networking skills with the ability to maintain relationships across multiple organizational levels
• Ability to explain product features and benefits in a way that stands out over competing brands
• Passionate about selling and finding ways to satisfy customers’ needs
• Strong written and oral communication skills
• Strong attention to detail and organizational skills
• Strong computer skills, including experience working with CRM systems
• Strong execution, follow-through and problem-solving skills

What does success in this role look like?

Success in this role would be achieved through growth within the revenue and new customer base by selling G&G products and services for aligned applications.

Our Hiring Process

At G&G, we take great care in our selection of new team members at all levels. Our selection process for this role consists of:

Benefits

• Annual profit-sharing program
• 401(k) and company match
• Medical, dental, vision & life insurance
• Health savings account
• Unlimited PTO