Vice President of End-User Verticals bei Keystone Technologies Inc

About Keystone Technologies:

Founded in 1945, Keystone Technologies is a third-generation, family-owned business headquartered in the Greater Philadelphia area. A national leader in the commercial and industrial lighting industry, Keystone reaches customers across the U.S. with its mission of "Light Made Easy."

Who We Are:

We�re not your typical lighting company � and we like it that way. At Keystone, we move fast, think big, and challenge the status quo to deliver on our promise of Light Made Easy�. Our team thrives on new ideas, supports one another, aims high, works hard, and laughs often. And we always put people first � whether that�s our customers, partners, or each other. If you�re passionate about growing, collaborating, and making a difference, you�ll feel right at home here.

Our Core Values

• Wow Customers: Every interaction is an opportunity to show how much we care and appreciate all our customers, internal and external, so we create unique experiences that go above and beyond their expectations.

• Grow Passionately: We embrace growth through creativity, curiosity, and an eagerness to learn. Our work isn�t just about achieving more; it�s about evolving personally and professionally, transforming at every opportunity.

• Do Right: It�s not just good ethics to do the right thing; it�s good business. We uphold the highest integrity, and we do the right thing even when it�s hard. Why? Because trust is our most important currency.

• Value People: We come from a range of backgrounds, affiliations, and experiences. We honor everybody�s story and build lifelong relationships, whether with colleagues, customers, or partners, because to reach our fullest potential means empowering people to thrive.

• Challenge Convention: We refuse to blindly accept the status quo. With agility, courage, and tenacity, we continuously improve � asking tough questions, looking beyond surfaces, and not stopping to rest on our accomplishments.

What we offer:

Our benefits include medical, dental, vision, voluntary life insurance, employer-paid group life insurance, short-term disability, a 401k plan with company match, paid time off, and philanthropic opportunities.

The Opportunity:

The Vice President of End-User Verticals leads Keystone�s efforts in expanding market share across key vertical segments through enhanced engagement with the specifier community. This includes architects, engineers, design-build contractors, lighting designers, ESCOs, national accounts and other key stakeholders involved in the design, specification, and purchasing of lighting solutions.

The Vice President of End-User Verticals will oversee and mentor a team responsible for building long-term, influence-based sales relationships. This individual must possess a clear strategic vision, a strong ability to lead and build high-performing teams, and the operational know-how to drive execution and accountability. This position requires a hands-on leader with a passion for end-user specification sales, a strong understanding of vertical market dynamics, and the ability to collaborate effectively across departments.

Success in this role will be measured not just by sales volume, but by the long-term relationships, systems, and strategies that support Keystone�s sustainable growth across vertical markets.

Your Impact:

Strategic Direction & Execution

• Develop and lead a comprehensive go-to-market strategy focused on key demand streams�including National Accounts, ESCOs, Design/Build Contractors, and Architects�to drive growth across multiple market sectors.

• Position Keystone as a trusted partner in the specification space by building relationships that result in product preference and repeat business.

• Integrate ESCO, National Accounts, and Specifier strategies into a cohesive, scalable, and measurable growth plan.

• Communicate and present progress updates, key initiatives, market analysis, and strategic recommendations to the Executive Committee in a clear, concise, and actionable manner.

Sales Team Leadership & Management

• Recruit, mentor, and develop a high-performing team of end-user focused sales professionals.

• Set clear expectations and manage performance through SMART goals, regular coaching, and quarterly/annual reviews.

• Maintain oversight of team members� calendars, PTO planning, and monthly expense reports.

• Lead weekly and/or monthly team meetings with the different teams to drive alignment, accountability, and momentum.

• Monitor sales activities and ensure consistent, accurate reporting through CRM tools and dashboards.

Operational & Financial Planning

• Partner with Finance and Sales Operations to maintain accurate budgeting, forecasting, and planning for revenue and margin targets.

• Work closely with Product and Pricing teams to evaluate SKU-level profitability, margin detail, and sales opportunity performance.

• Champion process improvements including better access to costing data, blended margin review, and opportunity-level analytics.

Cross-Functional Collaboration

• Act as a strategic liaison between Sales, Product Management, and Marketing to ensure vertical market needs are represented and incorporated across initiatives.

• Partner with the sales operations team to improve team alignment and enhance channel collaboration.

• Lead efforts with the Data Works team to improve CRM utilization, streamline sales reporting processes, and identify open items for resolution.

Market Intelligence & Execution

• Continuously monitor market trends, competitor activity, and customer feedback to refine vertical strategies.

• Ensure consistent field execution across the team through pipeline discipline, follow-up structure, and market-focused targeting.

• Represent Keystone at trade shows, industry conferences, and networking events to build credibility and drive influence.

What you bring:

• Bachelor�s degree in Business, Marketing, Engineering, or related field required; MBA or similar advanced degree preferred.

• Minimum of 10 years of progressive experience in sales leadership, with at least 5 years focused on specification, national account, or ESCO markets.

• Prior experience managing multi-region or national teams in the commercial lighting, electrical distribution, or construction industries strongly preferred.

• Uphold and implement Keystone�s Core Values, consistently aligning actions and decisions that reflect the core principals

• Proven track record in leading indirect or influence-based sales models, particularly within the lighting, building materials, or energy services industries.

• Deep understanding of vertical market segmentation, specifier engagement strategies, and long-cycle selling.

• Demonstrated success in building, developing, and mentoring sales teams.

• Strong operational skills, including experience managing expense reports, calendar/PTO tracking, and activity monitoring.

• Excellent strategic thinking and analytical skills, including experience with forecasting, budgeting, and margin analysis.

• Exceptional communicator, both written and verbal, with the ability to influence internal and external stakeholders at all levels.

• High level of comfort working across functional teams and managing multiple workstreams simultaneously.

• Proficiency in CRM systems and a strong orientation toward data-driven decision making.

• Highly organized, self-motivated, and results-oriented.

• Open to regular travel (approximately 40�50%) to customer sites, industry events, and internal meetings is required.

Please note that we do not accept unsolicited resumes from recruiters or employment agencies.