Description*This role requires experience selling into the electrical utilities industry - specifically investor-owned utility companies*The Senior Regional Sales Manager (Sr.RSM) is an integral part of our collaborative commercial organization, working cooperatively with Marketing, Regional Sales Managers (RSMs), and Inside Sales Representatives (ISRs) to manage and grow revenue for the PUPI crossarm, PUPI distribution pole, and Alliance light pole Brands at Electric Utility customers. This senior-level role will have territory responsibility in the Southwest United States and will also have responsibility to manage several large and sophisticated key accounts in Southern California, Australia, Ireland, and Jamaica. This position will generate a territory sales strategy and manage an existing network of independent manufacturers' representatives, establish and maintain relationships at existing end-users and distributors, and grow profitable sales revenue. The Sr. RSM will also support pricing analysis and proposal generation in cooperation with Marketing and Sr Management. The position reports to The Territory Sales Director, but in our team environment, will also have close contact with Sales and Marketing leadership, Operations, Finance, Procurement, and Applications Engineering staff. GEOTEK is a growing company with a strong market position, providing a high-potential candidate the opportunity to make an immediate impact on the business with ample opportunity for future career growth. This role is ideal for a seasoned sales professional who can create value-driven account strategies and possesses a proven ability to generate long-term, trusting, mutually beneficial relationships with key personnel at large and complex existing customers.
Job Description
Essential Functions
- Account Management
- Maintain business and secure new product growth at existing key customers. Develop wide and deep relationships with key decision makers, with a focus on long-term value creation.
- Provide direction to, set expectations for, and structure formal updates from existing network of independent Manufacturer's Representatives.
- Facilitate engineering discussions and product recommendations for customers.
- Cultivate long-term working relationships with end-users and distributors.
- Understand and communicate PUPI and Alliance differentiated value propositions to customers.
- Pricing and Forecasting
- Review margins and competitive positioning to properly price accounts relative to the value of our products.
- Propose and administer customer pricing under a defined Delegation of Authority.
- Manage quarterly forecasting and usage projections at accounts.
- Collaboration with Inside Sales Representatives
- Work with ISR's to effectively manage order entry and quote requests for your customers.
- Assist in complex order scheduling and requests for expedites.
- Assist with identifying customers requiring safety stock or other custom service agreements.
- Territory Support; collaboration and cooperation to meet goals
- Track and meet established KPIs for sales volumes and margins within the territory.
- Support Sales Director in mobilizing resources to propose and close key accounts and projects.
- Assist in growing trusted relationships with peers in Engineering, Operations, Procurement, Scheduling, and Finance within GEOTEK.
Required Skills
- Ability to build strong cross-functional relationships with customers to understand and deliver customer value.
- Ability to directly manage and indirectly influence the complex value chain common to selling to electrical utilities; directing manufacturers' representatives, understanding distributor influence, and engaging with end users in order to maintain preferred product position.
- Demonstrated capability of successful cross-departmental collaboration, possessing the ability to understand multiple points of view in order to create solutions that meet both customer and business needs.
- Minimum 5 years' experience of demonstrated success in Sales, Marketing, or Engineering within an industrial or manufacturing company, with the ability to articulate an understanding of and interest in the other two functions.
- Excellent communication skills, verbal and written, including setting customer meetings, presenting a position, and capturing follow-up.
- Strong organizational skills to effectively manage customer requests, prioritize tasks, and ensure timely follow-ups with customers.
- Ability to review pricing and margin data analytically and make proposals based on both quantitative factors as well as qualitative long-term implications for account strategy.
- Understanding of forecasting techniques and related practical analysis.
- Ability to collaborate with a small team of Inside Sales professionals in a largely horizontal sales organization.
- Sales, marketing, or other commercial experience in the electric utility industry is required.
- Experience managing large Investor Owned Utilities (IOU's).
- Competence in MS Office applications, especially MS Excel.
- Bachelor's degree in business or engineering-related fields required.
Physical Work Conditions
A majority of the time is spent at a desk, using a computer and phone.
This position is remote and home-based, preferably located near the stated domestic territory.
This position requires a moderate amount of domestic travel (~50%), and 1 to 2 trips internationally per year.
The compensation range for this position is $150,000 - $170,000. Final offers may vary based on several factors, including experience, skills, and qualifications. The posted range represents the expected earning potential for this position within the current organizational budget and market conditions
Benefits
- Health, Dental, Ancillary Benefits
- Generous PTO and 9 paid holidays
- 401k with 4% company match
- HSA employer contribution
- Tuition Reimbursement
- Profit Sharing
- Company Events (steak cookouts, holiday parties, community giving, and more)
Learn more at GEOTEK.com
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