2+ years of sales experience in electrical distribution equipment or related utility products
Experience developing and maintaining relationships with investor-owned utilities, municipal utilities, or rural electric cooperatives
Strong technical foundation with the ability to understand and discuss electrical systems, particularly transformers and switchgear in utility applications
Understanding of utility procurement processes, including bidding requirements and alliance partnerships
Experience navigating complex organizational structures and long-term agreement negotiations
Proven track record of consistently meeting or exceeding sales targets
Proficiency with CRM systems (Hubspot experience preferred)
Excellent written and verbal communication skills with the ability to present technical information effectively
Bachelor's degree in Business, Engineering, or related field and/or evidence of exceptional experience
Willingness to travel up to 40% for customer meetings and site visits
Responsibilities:
Serve as the primary point of contact for your accounts by maintaining regular communication, responding promptly to inquiries, understanding their business needs, and building strong relationships with key decision-makers.
Develop and maintain a strong technical understanding of our transformer and switchboard product lines, including key specifications, common configurations, and competitive differentiators. Understand utility-specific requirements around reliability, maintenance, and standardization to effectively match customer requirements with appropriate solutions and build accurate preliminary quotes independently for standard products.
Gather and analyze customer technical requirements, site conditions, and project specifications to develop comprehensive quotes. For standard configurations, independently develop quotes while recognizing when to engage Sales Engineering support for complex or custom solutions. Ensure all quotes accurately reflect customer needs, delivery requirements, and commercial terms.
Identify and pursue opportunities to expand business relationships with existing accounts, grow revenue through blanket orders and alliances, and strengthen our position as a preferred supplier. Navigate complex utility procurement processes including long-term agreements and alliance partnerships.
Own your accounts' P&L statements with a focus on maximizing revenue and maintaining strong profit margins. Drive pricing strategies that optimize both sales volume and profitability.
When complex requirements arise, collaborate with Sales Engineers and Product Teams to address technical questions, validate specifications, and ensure customer needs are met accurately and efficiently. Coordinate internal resources to support customer requirements throughout the sales cycle.
When engaging with existing customers, leverage established relationships to identify and pursue new business opportunities through referrals, networking, and industry connections. Actively seek introductions to new branches, sister companies, or business partners of current accounts to expand our customer base.
Maintain an accurate and up-to-date sales pipeline within Hubspot, including detailed opportunity tracking, activity logging, and deal forecasting. Ensure all customer interactions, quotes, and deal stages are properly documented to support reliable revenue forecasting and team collaboration.
Stay current on industry trends, competitor activities, and product developments in the utility space. Monitor developments in grid modernization, renewable integration, and reliability initiatives to identify opportunities. Provide regular feedback to Product and Marketing teams about utility needs, market demands, and competitive pressures to help inform product development and go-to-market strategies.
Collaborate with the Finance Team to convert quotes and POs into invoices, ensuring all critical details like delivery information and AP contacts are accurately captured and documented.
Collaborate with Accounts Payable to ensure your accounts’ pay on schedule and coordinate communication in the event of extended late payment.
Lead bi-weekly presentations to go-to-market leadership covering key account metrics, strategic initiatives, pipeline developments, and risk factors. Provide data-driven insights on market trends, competitive dynamics, and opportunities for growth while highlighting wins and addressing challenges proactively.