Territory Sales Manager - Backup-Power Generators
The Power Generation Territory Sales Manager is responsible for delivering new business opportunities, providing account management, and developing on-going business relationships with all existing and prospective customers and partners including but not limited to engineering firms, all general, electrical and some mechanical contractors, electrical distributors and other resellers, and end users in appropriate market segments and verticals. The key focus for the person in this role is to create value by differentiating our products and services, as well as organizational support from competitors, positively influence specifications to create advantage on bids, and develop competitive proposals to win business. Knowledge of generators, power distribution equipment, and transfer switches, and a keen technical and commercial aptitude is a must.
- Responsible for sales of industrial, residential, and commercial generators and all necessary and required ancillary equipment and concurrent services
- Prospect new leads and new business relationships with key end-users, key electrical engineers, and electrical contractors for the purpose of developing and maintaining relationships that lead to growing and profitable equipment, start-up and service contract sales
- Read plans and specifications to properly configure and price generator systems
- Prepare and present pricing proposals- perform all necessary follow up activities
- Prepare submittal and drawing packages in support of proposed equipment and services
- Work with customer service, project management and service teams to coordinate all necessary post-order sales administrative tasks- order entry, credit, scheduling, start up, commissioning, billing/invoicing and turn-over
- Use manufacturer educational seminar programs, customer-factory fly-ins, webinars, conferences/tradeshows, and other resources to improve brand awareness and create affinity for the products among potential buyers
- Participate in industry groups and associations that potential customers attend to assist in relationship development, discover new opportunities, and be an expert in the field
- Develop business relationships with key supplier personnel to ensure products meet customer’s needs, are efficiently built, and delivered as required by customers
- Assist the service group as needed to troubleshoot product and service-related issues by being the bridge between customers and manufacturers
- Participate in weekly team meetings with strong emphasis on proactive communication, informing of any important developments with vendors or customers
- Create monthly and quarterly business objectives, annual sales, and marketing plans- report out status and achievement on weekly, monthly and annual basis- maintain updated travel schedule and calendar, scorecard of sales achievement, log of open/active quotation
- Involve vendor sales and engineering resources in customer visits when practical
Requirements
- Proven experience in sales management, preferably in the backup-power industry
- Knowledge of backup-power generators for various makes, models and sizes
- Knowledge of power and estimating
- Strong leadership and team management skills
- Excellent communication and negotiation skills
- Ability to develop and execute effective sales strategies
- Strong business acumen and understanding of the backup-power industry
- Goal-oriented mindset and ability to meet or exceed sales targets
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)