Senior Territory Sales Manager

At HM Cragg, you're more than an employee, you're an owner. Through our ESOP, every team member has a stake in the company's success and the opportunity to share in the value we create together. As we continue to grow and serve some of the biggest names in critical power, we're looking for people who want to make a difference, grow their careers, and help shape what's next.

Position Overview: Senior player-coach for Generator Service Sales, personally developing strategic business while leading team priorities, performance, workflow, planning, and execution in alignment with HM Cragg's long-term goals.

Drives profitable new-customer acquisition, strategic-account growth, and recurring service revenue in commercial and industrial standby power, emphasizing mission-critical, multi-site, campus, larger-generator, and geographically distributed accounts.

Reporting Relationship: The Senior TSM - Service reports to the Vice President of Sales, AC Power and Generation

Player Responsibilities/Accountabilities:

• Growth and Accounts: Execute a measurable territory plan that creates qualified pipeline, wins profitable new customers, expands strategic accounts, and grows recurring lifecycle-service revenue.
• Strategic Pursuits: Prioritize mission-critical and complex accounts; map decision networks, risks, and capital plans; and own selected opportunities from discovery through close and handoff.
• Opportunity Development: Generate and advance opportunities through prospecting, referrals, networks, field activity, targeted programs, and internally developed leads.
• Solutions and Execution: Coordinate technical, operational, financial, and legal resources to deliver executable, profitable solutions and expand lifecycle services.
• Commercial Discipline: Ensure complete scope information, quotation support, accurate IFS CRM and forecasts, effective market presence, and complete won-order handoffs.

Coaching and Leadership Accountabilities:

• Strategy and Planning: Translate sales strategy into team priorities and measures; contribute to annual budgets, operating plans, and the five-year strategic plan.
• People and Performance: Coach and hold the team accountable through weekly one-on-ones, quarterly STAR reviews, Traction meetings, and company performance-management practices.
• Commercial and Customer Results: Direct priorities and resources; manage pipeline, conversion, forecasts, renewals, backlog, pricing quality, customer experience, retention, share of wallet, and service expansion.
• Workflow and Risk: Establish ownership and standards from opportunity through service handoff; coordinate cross-functional resources and escalate significant commercial, capacity, or customer risks.
• Leadership Development: Participate in HM Cragg leadership development and apply learning to coaching and business execution.

Requirements:

Skills/Knowledge:

• Business Judgment: Applies HM Cragg values and sound judgment to balance customer value, team success, profitability, governance, and long-term company interests.
• Industry Knowledge: Demonstrated technical-sales success and working knowledge of standby generation, service agreements, maintenance, repair, modernization, pricing, and mission-critical power risks.
• Leadership and Execution: Coaches teams, sets priorities, manages pipeline and forecasts, plans strategic accounts, coordinates resources, and maintains ownership of key relationships.
• Systems and Controls: Uses IFS CRM, ERP/service systems, Excel, and Microsoft 365 to manage commercial records, pricing, forecasts, renewals, retention, and team performance while applying required controls.
• Geographic Leadership: Leads customers and team members effectively across a dispersed territory.

Personal Attributes

• Results-oriented, disciplined, resilient, and commercially driven.
• Balances personal sales accountability with effective coaching and performance leadership.
• Acts with integrity, humility, accountability, and a service mindset.
• Builds trusted relationships, communicates clearly, and collaborates across teams.
• Organized, innovative, customer-focused, and effective at prioritizing and following through.

Measures of Success- Star Profile

• Growth: new logos, recurring revenue, strategic-account expansion, lifecycle penetration, revenue, gross profit, and pricing quality
• Pipeline, conversion, forecast, and IFS CRM accuracy
• Customer experience, NPS, retention, renewals, share of wallet, and expanded service scope
• Quote-to-contract cycle time, contract accuracy, backlog aging, and operations-ready handoffs
• Budget and operating-plan execution, five-year strategic-plan contributions, and company-goal alignment
• Team development, objective attainment, leadership cadence, and cross-functional effectiveness

Education and Experience:

• Bachelor's degree in a related field or equivalent experience; generator, electrical-power, industrial-equipment, field-service, or mission-critical experience required; people-leadership experience preferred.

Travel expectations:

• More than 50% travel for customer, prospect, site, coaching, and market-development activities.