Senior Regional Sales Manager
NewInactive
C
Central MoloneyElectrical distribution
Remote within the United StatesFull-TimeManager
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Job Details
- Experience
- At least 8 years of progressive experience in technical sales, business development, or account management, with at least 1 year of experience in technical sales for power systems or electrical distribution equipment, including electric utilities.
- Required Skills
- Microsoft Excel
Requirements
- Hold a bachelor’s degree in electrical or mechanical engineering, business administration, or a related field, or have equivalent relevant technical sales experience.
- Have at least 8 years of progressive experience in technical sales, business development, or account management.
- Have at least 1 year of technical sales experience in power systems or electrical distribution equipment, including electric utilities.
- Demonstrate success managing a large, multi-state territory and complex utility accounts.
- Have experience developing strategic customer relationships and achieving bookings and profitability objectives.
- Have experience leading negotiations for utility supply agreements.
- Have experience managing independent sales representatives or distributor relationships.
- Have working knowledge of distribution transformer applications, transformer components, utility specifications, procurement processes, and supplier qualification requirements.
- Apply commercial judgment to pricing, margin analysis, contractual risk identification, and approval limits.
- Use disciplined account planning and forecasting, with proficiency in Excel, presentation tools, and CRM or opportunity management systems.
- Lead cross-functional work without direct authority and communicate effectively with technical and executive audiences.
- Work independently from a remote office and travel regularly throughout the assigned territory and to CMI facilities, including overnight travel and periodic customer or industry events.
- Coordinate effectively across time zones and adapt travel plans to customer and business needs.
Responsibilities
- Own the regional bookings and margin plan, prioritize accounts, and identify actions needed to meet objectives.
- Develop strategic account plans covering customer demand, supplier share, contract renewals, decision-makers, product approvals, and sales opportunities.
- Lead complex bids and negotiations for blanket orders and long-term supply agreements, coordinating commercial terms with internal teams and authorized approvers.
- Set account coverage and growth expectations with independent sales representatives, coordinate joint calls, and review pipeline and results.
- Lead utility vendor qualification and specification development with Engineering and the components team.
- Maintain accurate opportunities in CMI sales systems and provide timely bookings forecasts.
- Validate delivery commitments with Engineering, Operations, and Scheduling, and escalate relevant risks.
- Coordinate commercial responses to major customer issues, track actions, and provide accurate updates.
- Provide regional market intelligence on customer inventories, purchasing plans, competitor pricing, lead times, and specifications.
- Coordinate customer visits, business reviews, industry events, and technical discussions across the territory.