Director, Business Development; ESCO & National Accounts

Director, Business Development (ESCO & National Accounts)

Location: Remote (US, Any)

Department: Sales

Reports to: VP, Business Development & Energy Solutions

FLSA Status: Exempt, Full-Time

The Director of Business Development leads Max Lite’s growth within the ESCO, retrofit, renovation, and National Account segments. This role is responsible for winning new business, deepening strategic relationships, and driving project-based sales from concept to close. You’ll partner closely with internal teams and channel partners to specify Max Lite solutions, build a high-value project pipeline, and convert competitive installations into Max Lite wins.

• Business Development & Sales Growth
• Drive new business generation within the ESCO and National Account channels, targeting end customers and high-value prospects.
• Promote and sell Max Lite products, solutions, and services to accelerate revenue growth.
• Identify, engage, and onboard new ESCO and National Account customers while deepening relationships with existing partners.
• Build and maintain strong partnerships with Super ESCO customers, ensuring exceptional service and satisfaction.
• Influence and convert competitive product specifications to Max Lite solutions.
• Account & Project Management
• Manage key accounts with a high level of professionalism, responsiveness, and strategic oversight.
• Track, update, and manage all opportunities in CRM systems, ensuring disciplined follow-up and full project lifecycle completion.
• Collaborate closely with Max Lite regional C&I RSMs and internal support teams to successfully close business.
• Partner with project, design/build, distribution, and ESCO energy teams to grow the opportunity pipeline and expand LED solutions adoption.
• Market Strategy & Representation
• Deliver actionable market insights and competitive intelligence to internal stakeholders.
• Represent Max Lite at national and regional trade shows, conferences, and customer-facing events.
• Maintain trusted relationships with purchasing, engineering, quality, manufacturing, and other key decision-makers across customer organizations.
• Performance
• Champion continuous improvement and contribute forward-thinking ideas to strengthen Max Lite’s market position.
• Maintain consistent, high-level sales performance with an emphasis on sustainable pipeline development.
• Provide best-in-class customer service to both internal and external partners.
• Perform all other duties as assigned under minimal supervision.

• Bachelor’s degree in Business Administration, Sales, Marketing or related field
• 10+ years of proven success in sales or business development; lighting industry expertise strongly preferred.
• ESCO market experience and strong understanding of technical product specs and project workflows.
• Skilled in negotiation, contracts, communication, presentations, and relationship-building.
• Strong organizational and project management abilities with capacity to juggle multiple opportunities.
• Collaborative, self-driven, and innovative problem-solver with a commitment to exceptional customer service.

• Competitive salary + bonus
• Growth opportunities
• Health benefits (medical, dental, vision, life & disability)
• Paid time off (sick, vacation, holidays)
• 401(k) w/ company match

• This is a remote position, required to travel at least 75% of the time.
• Must be able to travel by various means, plane, trains, cars.
• Must be able to walk, talk, sit, stand, bend, listen, type, read.
• Must be able to push, pull, lift up to 10 pounds on occasion.
• Must maintain a valid driver’s license and clean driving record.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Must be eligible to work in the United States.

Max Lite has been committed to providing energy-efficient lighting products for nearly 35 years. One of the first movers into LED technology in the industry, Max Lite offers an extensive line of state-of-the-art indoor and outdoor LED lamps and luminaires under the MaxLED® brand. A three-time recipient of the ENERGY STAR® Partner of the Year Award for its…