Lighting Sales Director Jobs in Indiana (NOW HIRING)

Business Title: Fleet Sales Director
Reports to: VP & General Manager of Grote Networks
Leadership Scope: Contributor
Company Info: With a heritage of nearly 120 years, we aren't just a company; we are a brand of trust. But more than anything, we are a collection of individuals who, together, give Grote Industries a decisive competitive advantage. At Grote, our shared vision is clear - to meet the needs of the customers we serve. We accomplish that mission every day by following a set of core values that makes us who we are.
Innovation has been the hallmark of Grote Industries from the start. From durable, easy to see stop lights to the latest in LED lighting technology, Grote has been leading the way in advanced vehicle system solutions from early in the last century right up to today. With these innovations, Grote has helped millions of people throughout North America and the world benefit from the innovation and design excellence of Grote products.
Position Summary: The Fleet Sales Director will be the first senior commercial leader for Grote Networks, the advanced technologies and telematics division of Grote Industries, responsible for defining and executing the go-to-market strategy, driving early revenue, and building a Fleet Account Executive team over time. This role operates in a startup-like environment within an established industrial company, requiring an entrepreneurial, adaptable leader who can navigate ambiguity while leveraging Grote's brand and resources. The ideal candidate will focus on winning and growing relationships with top commercial trucking fleets across North America, managing complex 12-18 month enterprise sales cycles involving multiple stakeholders, and applying a disciplined, process-driven approach to build executive relationships, drive organizational alignment, and establish scalable sales processes.
Position Duties: - Carry and attain a personal quota while leading the Fleet Account Executive team to revenue targets
- Personally identify, qualify, and develop new fleet accounts through direct outreach, events, referrals, and channel partnerships
- Lead complex, multi-stakeholder sales processes involving fleet ops, IT, safety, and C-suite buyers
- Develop and deliver ROI-based business cases tailored to each customer's operational challenges
- Build and implement a scalable, value-based sales playbook for Grote Networks' telematics solutions
- Conduct regular pipeline reviews, deal coaching, and ride-alongs with Fleet Account Executives
- Recruit, onboard, and develop a high-performing FAE team; set performance expectations and conduct structured reviews
- Partner with VP & GM to define quarterly/annual commercial strategy, territory design, and quota allocation
- Serve as the commercial voice of the customer internally, sharing market intelligence and win/loss insights
- Maintain rigorous CRM hygiene and pipeline reporting standards across the team
Requirements: The ideal candidate brings 8+ years of B2B sales experience, including 3+ years in a player/coach or sales leadership role, with a strong track record of closing complex, multi-stakeholder enterprise deals with 6-18 month sales cycles. They have demonstrated success selling into large commercial fleets (Tier 1/Tier 2) and ideally maintain established relationships with C-suite and VP-level fleet buyers. A disciplined, consultative seller, they are well-versed in value-based methodologies (e.g., MEDDIC, Challenger, Sandler) and skilled at building ROI-driven business cases. This leader can both carry a personal quota and develop high-performing Fleet Account Executives, while maintaining strong CRM and pipeline rigor. Comfort with technical complexity is essential, including the ability to translate telematics/IoT solutions into clear customer value. Highly desirable experience includes selling fleet-related technology or capital equipment, prior roles at leading fleet or telematics companies, formal sales methodology training, and familiarity with fleet management, ELD/compliance, or connected vehicle platforms.