Sales Manager - Lighting + CI Market

Job Description

Job Description

Sales Manager — EMBR Lighting Location : Los Angeles, CA (frequent travel required)

About EMBR Lighting - an ELCO sub brand

Modular – Modern – Minimal. We design and manufacture premium lighting solutions crafted specifically for the Audio-Video (AV) and Custom Integrator (CI) market serving high-end residential spaces. Our modular platform lets integrators mix, match, and upgrade fixtures effortlessly as homeowner preferences evolve—without ever compromising on aesthetics or performance. With EMBR, end users enjoy sleek design, superior quality, and hassle-free maintenance, while integrators gain a partner dedicated to making every installation smoother and more profitable.

The Opportunity

We’re looking for a Sales Manager who can expand our presence across Southern California and key national territories by building a high-performing rep network, winning new custom-integration accounts, and elevating brand visibility at every touchpoint.

What You’ll Do

Recruit, onboard, and coach rep firms & distributors

Identify top-tier rep groups; negotiate contracts; deliver engaging product training.

Drive new business with custom integrators & AV dealers

Prospect, pitch, demo, and close—own the full sales cycle from first outreach to signed PO.

Deliver world-class product training

Host in-person and virtual sessions that help reps and integrators specify, install, and upsell EMBR’s modular lighting solutions.

Travel & market engagement (40–60%)

Visit reps, job sites, and showrooms; attend trade shows (e.g., CEDIA, LightFair) to generate leads and stay plugged into market trends.

Forecast & report

Maintain an accurate pipeline in CRM, track KPIs, and share field insights with Product and Marketing to keep our roadmap integrator-centric.

What You’ll Bring

5+ years success in B2B sales within lighting, lighting controls, or the custom-integration / AV channel.

Deep network of CI dealers, rep firms, and distributors in Southern California (national contacts a plus).

Proven ability to hire, develop, and motivate external sales reps.

Strong technical aptitude—comfortable explaining photometrics, dimming protocols, and integration with control systems (Crestron, Lutron, Control4, etc.).

Los Angeles–based with ability to travel regionally / nationally 40–60%.

CRM proficiency (HubSpot, Salesforce, or similar) and a data-driven mindset.

Excellent presentation, negotiation, and relationship-building skills.

True “hunter” mentality—you love turning cold prospects into long-term customers.

Pay Range : $45 - $65 per hour

Benefits : Health insurance, 401K, dental, and other benefits

Join Elco Lighting and illuminate the future!