Location: This position is based in the USA
Position Objectives:
- Develop and implement sales plan for assigned region
- Develop and implement specific account strategies to ensure sales and margin results meet or exceed assigned quarterly and annual budget numbers.
- Provide a positive, professional and technically competent image of the company to customers within the assigned region.
- Manage existing sales reps and provide recommendations for the establishment of new sales reps to extend sales coverage and support as required.
- Provide direction to Inside Sales and Application Engineering regarding quotation content and bid strategy.
Key Responsibilities and Accountability:
Sales
- Establish, document, and execute a “Go to Market” plan for the nominated region.
- Maintain a sales pipeline including quotations issued, forecast conversion, prospects, market development, orders won and orders lost. Report the sales pipeline weekly to the Sales Manager.
- Influence customers within the region and assist in revising technical specifications to include products and services offered by the business.
- Read customer specifications and assist inside sales and/or Application Engineering in their preparation of proposals which satisfy the specification and with pricing which complies with business pricing policies.
- Develop and provide direct sales activities to electrical utilities and industrial users in the nominated region to meet sales budget objectives.
- Establish, manage and support sales reps within the region to meet sales budget objectives.
- Establish and maintain formal sales rep and/or agency agreements.
- Manage sales opportunities to achieve budgeted sales and margin goals.
- Track sales by agent and manage agent results to the planned levels.
- Ensure sales reps are appropriately trained to provide sales and product support.
- Evaluate sales agent results and make changes accordingly.
- Expand sales coverage into new customers within the region.
- Expand sales penetration within existing customer accounts to gain market share and to open up opportunities for new applications or increased scope.
- Assist inside sales with the task of collecting all necessary documentation to compliment the purchase order for project design, manufacture and installation.
- Assist Marketing with the task of coordinating promotional activities (exhibitions, technical seminars, conferences) within the assigned region. Leverage the event value and developed relationships to inspire participation by sales reps and end users.
- Provide application engineering advice to the customer for the development of successful monitoring, control and communication strategies, practices and procedures.
- Attend industry conferences, or company sponsored trade shows, events and customer facing events as required.
Cost Management
- Provide input to the Sales Manager for the development of sales function contributions in the annual budgeting process.
- Ensure expense cost base is managed within budget numbers.
- Ensure all expenses are submitted for approval in a timely manner as per company policy.
Market Intelligence
- Provide market intelligence for business development purposes to the Sales Manager with copy to the Global Marketing Manager for their consolidation.
Marketing & Advertising
- Incorporate company marketing and advertising strategies into their regional “Go to Market” plan.
- Provide recommendations for region-specific marketing and/or advertising activities with estimated cost and expected sales results for use in the planning & budgeting process.
Service Support
- Provide feedback to the Project Engineering/Service Manager (PEM) regarding customer issues.
- Collaborate with the PEM to manage customer relationship issues through problem resolution.
Sales Team:
- Provide direction to Inside Sales and Application Engineering regarding quotation content and bid strategy.
Travel Requirements:
- Frequent travel throughout the assigned region and to the Dynamic Ratings office(s) will be required.
Quality & Continuous Improvement:
- All staff members are required to display commitment to, and to participate in, the delivery of quality products by:
- Accurately following approved procedures and instructions.
- Recording and reporting the required product and process information including non-conformance.
- Suggesting and making improvements to the product and/or process in the performance of their duties.
- Dynamic Ratings Quality Program, by constantly striving to introduce efficiencies and economies in the performance of their duties as a contribution to ongoing productivity improvement.
Occupational Health and Safety:
- Report all identified hazards, accidents and incidents immediately.
- All employees are required to maintain a safe and clean working environment.
- Comply with all Health, Safety and Environmental Procedures.
- Comply with all Personal Protective Equipment (PPE) requirements.
- Store and maintain issued PPE.
- Participate where required in the resolution of Safety issues.
- Ensure housekeeping and general working conditions of the work areas are of a high standard.
- Undertake all work in a safe manner, observing relevant regulations and procedures.
Knowledge and Experience, Qualifications, Skills, Attributes:
Knowledge & Experience:
- Electrical Engineering degree or 5 years utility industry experience.
- Minimum of 5 years Sales Management Experience.
Qualifications:
- Presented technical papers at industry conferences or participated in technical standard committees with documented contributions.
Skills:
- Persuasive and confident in customer discussions regarding technical issues.
- Perceptive in understanding the customer’s needs, motivations and decision making criteria.
- Strong problem solving skills utilizing product and industry experience to spontaneously develop potential solutions for discussion and review in meetings.
- Strategic in the ability to steer customer discussions toward potential solutions.
- Skilled at managing customer relationships.
- Administration – Must be skilled and experienced at strategizing, budgeting and planning; and then executing to the plan. Solid Microsoft PC skills required.
- Communication – Must be highly skilled at written and verbal communication, both internally with the Company and externally. Excellent communication skills are demonstrated with all levels of personnel.
Physical Requirements:
Sitting, standing, bending, stooping, lifting to 40lbs, manual dexterity.
Attributes:
- Recognized as a reliable industry resource within the assigned region.
- Exemplify directness, openness to influence, commitment to the success of others, teamwork and trust.
- Communicates clear goals and clarity about our expectations.
- Lives by the Wilson Transformer / Dynamic Ratings core values of customer focus, valuing people, unity, commitment, integrity, innovation, competitiveness and environment