Position SummaryThe Regional Sales Manager is responsible for driving sales growth and developing new business opportunities for Wolverine Power Systems' industrial generator and power generation solutions within an assigned territory. This position focuses on building and maintaining relationships with electrical contractors, general contractors, engineers, facility managers, end users, municipalities, utilities, and other key customers involved in standby and prime power applications.
The Regional Sales Manager is responsible for managing opportunities from initial prospecting and quoting through order placement while maintaining an accurate sales pipeline and forecast. The position requires a strong focus on customer relationships, new account development, project follow-up, and achieving company and manufacturer sales goals.
Key Responsibilities- Develop and grow industrial generator sales within the assigned territory.
- Prospect for new customers and identify new market opportunities.
- Build and maintain relationships with electrical contractors, general contractors, engineers, facility managers, municipalities, utilities, industrial facilities, data centers, healthcare facilities, and other end users.
- Promote and sell industrial generator systems, transfer switches, fuel tanks, enclosures, and related power generation equipment.
- Identify upcoming projects through customer relationships, bidding resources, engineering firms, contractors, and other lead sources.
- Review project specifications and customer requirements to help determine the appropriate generator solution.
- Prepare and follow up on quotations and proposals.
- Maintain consistent communication with customers throughout the sales process.
- Proactively follow up on outstanding quotes and work to secure orders before pricing expires.
- Negotiate pricing and commercial terms while protecting company profitability.
- Coordinate with Inside Sales, Project Management, Engineering, Service, Credit, and Operations to ensure a smooth transition from quote to order and through project completion.
- Maintain an accurate sales pipeline and provide regular forecasts for expected orders.
- Keep opportunities, quote status, expected order dates, and project information current in the company CRM/sales management system.
- Communicate high-probability orders and upcoming projects internally to assist with forecasting and planning.
- Develop relationships with engineering firms and participate in lunch-and-learns, product presentations, and specification-development opportunities.
- Attend industry events, trade shows, customer meetings, and networking events to develop new business.
- Conduct regular sales calls and jobsite/customer visits throughout the assigned territory.
- Maintain knowledge of competitive products, market conditions, pricing trends, lead times, and customer needs.
- Work with manufacturer representatives and vendor partners to resolve pricing, product availability, technical, and project-related issues.
- Meet or exceed monthly, quarterly, and annual sales and manufacturer targets.
- Maintain strong customer relationships after the sale to encourage repeat business and future opportunities.
Qualifications- Previous outside sales, construction, electrical, power generation, or industrial equipment experience preferred.
- Experience selling industrial generators or related electrical/mechanical equipment is strongly preferred.
- Ability to read and understand project specifications, electrical drawings, bid documents, and equipment schedules.
- Strong prospecting, relationship-building, negotiation, and closing skills.
- Ability to manage multiple opportunities and projects at different stages of the sales cycle.
- Strong organizational and follow-up skills.
- Comfortable working independently and managing an assigned sales territory.
- Strong written and verbal communication skills.
- Ability to work effectively with customers, contractors, engineers, manufacturers, and internal departments.
- Proficiency with CRM systems, Microsoft Office, email, and other standard sales tools.
- Valid driver's license and ability to travel regularly throughout the assigned territory.
Performance ExpectationsSuccess in this position will be measured through overall sales performance, generator/manufacturer sales performance, profitability, new account development, pipeline growth, forecast accuracy, quote follow-up, customer retention, and consistent territory activity.
The Regional Sales Manager is expected to take ownership of their territory, actively pursue new business, maintain strong relationships with existing customers, and consistently move opportunities from quotation to order while protecting Wolverine Power Systems' profitability and reputation.
