S&C Electric Company
Overview
The Territory Manager is responsible for owning customer relationships and driving sales growth and market share within a defined geographic territory, in this case lower New York and New Jersey, by executing activities spanning the full sales cycle (forecasting, account planning, sales metrics, order management, etc.). This individual must be able to specify, apply, market, and sell all of S&C's product portfolio and services to customers in the defined territory. Working across a customer base of customer-owned and investor-owned electric utilities, the Territory Manager fosters long-term profitable customer partnerships and provides sales engineering support to identify and implement solutions that meet customer needs. This role reports to the Regional Director, Northeast.
Responsibilities
Create and execute sales plans and strategies for accounts in the assigned territory, detailing planned customer visits, key account meetings, forecasted orders and strategic campaign activity
Create sales forecasts and budgets for the assigned customers in the territory, establishing a future pipeline of opportunities to successfully meet targets
Build and nurture relationships with existing and prospective customers to understand their needs and provide tailored solutions
Identify and pursue new business opportunities through proactive prospecting and lead generation activities
Create and present proposals and presentations to promote and build momentum for sales opportunities
Utilize consultative and insight selling techniques to progress, negotiate and close sales opportunities and secure/grow market share
Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events
Conduct regular client meetings, presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings
Serve as the primary point of contact for customer inquiries, concerns, and technical support requests
Collaborate with applications support to customize solutions or address specific customer requirements
Collaborate with cross-functional teams (including sales enablement, marketing, applications etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan
Collaborate with the Distribution Channel Management team and develop plans to ensure optimal coverage of the entire territory
Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce
Generate regular sales reports, forecasts, and analyses to track performance against targets and identify areas for improvement
Leverage Salesforce reporting tools and dashboards to track sales goals and report to leadership on progress
Attend and present updates at regional sales meetings providing comprehensive updates on high-priority activities, sales budgets, forecasts, sales plans, updates etc.
Stay abreast of new product developments and emerging technologies to continuously enhance knowledge and expertise
Provide feedback to the Regional Director - Sales on market trends, competitive insights, and customer feedback to inform strategic decision-making
Entertain customers, as appropriate, in the evenings and on weekends to establish customer relationships necessary to effectively sell S&C's products and services
Travel as needed (primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support
Maintain regular and punctual attendance
Attend in-person or virtual meetings as requested or required
Communicate effectively and respectfully with others
Drive a vehicle to conduct sales activities
Other responsibilities as assigned
Requirements
Valid driver's license in good standing and clean driving record
Minimum of five (5) years of experience within the electric power industry and/or selling to electric utilities
Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electric power systems, engineering or technical manufacturing industry
Strong knowledge of electrical power systems and MV distribution networks
Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
Strong financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals
Solid communication skills, (written, verbal, listening and presentation), able to articulate complex technical concepts clearly and concisely and use creative and persuasive communication to influence a diverse range of stakeholders
Excellent presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
Excellent interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
Solid business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement
Proven experience in negotiating and closing complex, high-value deals
Strong organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
The ability to travel as required
Preferred
Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes
Proficient computer skills including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)
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The Territory Manager is responsible for owning customer relationships and driving sales growth and market share within a defined geographic territory, in this case lower New York and New Jersey, by executing activities spanning the full sales cycle (forecasting, account planning, sales metrics, order management, etc.). This individual must be able to specify, apply, market, and sell all of S&C's product portfolio and services to customers in the defined territory. Working across a customer base of customer-owned and investor-owned electric utilities, the Territory Manager fosters long-term profitable customer partnerships and provides sales engineering support to identify and implement solutions that meet customer needs. This role reports to the Regional Director, Northeast.
Responsibilities
Create and execute sales plans and strategies for accounts in the assigned territory, detailing planned customer visits, key account meetings, forecasted orders and strategic campaign activity
Create sales forecasts and budgets for the assigned customers in the territory, establishing a future pipeline of opportunities to successfully meet targets
Build and nurture relationships with existing and prospective customers to understand their needs and provide tailored solutions
Identify and pursue new business opportunities through proactive prospecting and lead generation activities
Create and present proposals and presentations to promote and build momentum for sales opportunities
Utilize consultative and insight selling techniques to progress, negotiate and close sales opportunities and secure/grow market share
Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events
Conduct regular client meetings, presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings
Serve as the primary point of contact for customer inquiries, concerns, and technical support requests
Collaborate with applications support to customize solutions or address specific customer requirements
Collaborate with cross-functional teams (including sales enablement, marketing, applications etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan
Collaborate with the Distribution Channel Management team and develop plans to ensure optimal coverage of the entire territory
Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce
Generate regular sales reports, forecasts, and analyses to track performance against targets and identify areas for improvement
Leverage Salesforce reporting tools and dashboards to track sales goals and report to leadership on progress
Attend and present updates at regional sales meetings providing comprehensive updates on high-priority activities, sales budgets, forecasts, sales plans, updates etc.
Stay abreast of new product developments and emerging technologies to continuously enhance knowledge and expertise
Provide feedback to the Regional Director - Sales on market trends, competitive insights, and customer feedback to inform strategic decision-making
Entertain customers, as appropriate, in the evenings and on weekends to establish customer relationships necessary to effectively sell S&C's products and services
Travel as needed (primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support
Maintain regular and punctual attendance
Attend in-person or virtual meetings as requested or required
Communicate effectively and respectfully with others
Drive a vehicle to conduct sales activities
Other responsibilities as assigned
Requirements
Valid driver's license in good standing and clean driving record
Minimum of five (5) years of experience within the electric power industry and/or selling to electric utilities
Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electric power systems, engineering or technical manufacturing industry
Strong knowledge of electrical power systems and MV distribution networks
Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
Strong financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals
Solid communication skills, (written, verbal, listening and presentation), able to articulate complex technical concepts clearly and concisely and use creative and persuasive communication to influence a diverse range of stakeholders
Excellent presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
Excellent interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
Solid business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement
Proven experience in negotiating and closing complex, high-value deals
Strong organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
The ability to travel as required
Preferred
Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes
Proficient computer skills including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)
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