Regional Vice President

Job Description

As an S&C Electric team member, you'll work on projects that have real-world impact. You'll help transform the grid for resilient and reliable power worldwide. S&C has more than a 100-year history of innovation and has been 100% employee-owned since 2012. We continue this legacy as a trusted, forward-thinking leader in the electrical industry. You will advance a safer, more reliable, and more resilient electrical grid. Our products help the grid adapt to severe weather and transition to clean energy. We're big enough to be a respected industry leader but small enough for you to impact our company directly. Our commitment gives you opportunities to impact on and off the job positively.


Join S&C to make an impact on tomorrow's energy challenges and become an employee-owner!

Hours

• 8:00 am - 5:00 pm (Mon-Fri) Remote (Western Region-US)

Compensation

At S&C, we are dedicated to providing competitive and equitable compensation for all our team members, and we are committed to transparency in our pay practices. The estimated annual base salary range for this position in the United States is $170,310 - $264,194.4 9 (dependent on state team member resides). Individual pay within this salary range is determined by several compensable factors, including performance, knowledge, job-related skills and experience, and relevant education or training. This role is also eligible for S&C's annual incentive plan (AIP), subject to eligibility criteria. Please note this role may also qualify for sales-related compensation.

Join Our Team as a Regional Vice President-Sales!

The Sales Organization is responsible for selling S&C products, services and solutions across a broad customer base from customer-owned and investor-owned electric utilities, commercial & industrial (C&I) customers, government agencies, distributors, contractors, consultants, and original-equipment manufacturers (OEMs). The sales organization's objectives include generating revenue, expanding market share and driving business growth.


The Regional Vice President (RVP) is responsible for owning and leading the development, implementation and execution of strategic sales plans that quantify and address the markets within a defined geographic region. Their primary accountability is to meet and exceed revenue, market share and other performance metrics while fostering long-term profitable customer relationships. Additionally, they are expected to periodically report to senior leadership on the region's performance.


The RVP will provide a clear and compelling vision and focused leadership to build a high-performing team of leaders and professionals located throughout the region. They will oversee activities spanning the full sales cycle (forecasting, account planning, sales metrics, order management, etc.).


The RVP will also oversee and lead the management of Key Accounts that are headquartered in the region. This includes leading account strategy, performance metrics and executive outreach. The RVP will work with Key Account Managers, Territory Managers, Key Customer Business Development Directors and S&C leadership to champion change management and drive Key Account activities to achieve S&C's growth plans.


Key Responsibilities:
Strategy Development

• Develop and implement a long-term comprehensive sales strategy and business plan for the region consistent with S&C's strategic objectives
• Quantify and analyze market sizing, accessibility and market trends to identify the total potential demand (including total addressable market, serviceable addressable market and serviceable obtainable market) for S&C products
• Use data to inform strategies for addressing the market, capturing new opportunities, and developing action plans

Revenue Growth

• Drive revenue growth by exceeding sales targets and expanding S&C's market share within the region
• Monitor and report on sales performance metrics, making data-driven decisions to optimize results
• Direct sales forecasting activities, establish a future pipeline and set performance goals accordingly

Market Insights

• Proactively monitor market sizing, accessibility, industry trends, competitor activities, regulatory changes, and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge
• Utilize market insights to develop and update sales strategies and how to address the market, inform product development initiatives and direct the sales activities of the team

Budget Management

• Use market sizing data to identify and track the potential audience, revenue and growth
• Develop, manage and track the sales budget for the region, ensuring accurate forecasting and allocation of resources to maximize ROI and achievement of performance targets.
• Analyze Key Account activities and data to monitor and report on sales performance against budget and advise of changes to the expected budget as needed

Customer Engagement

• Cultivate strong strategic relationships with key customers and decision-makers at the executive level, leveraging intimate knowledge of their unique needs and pain points to progress, negotiate and close sales opportunities and secure/grow market share
• Lead executive outreach activities including representing and presenting in executive sales meetings, presentations and other customer engagements
• Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events

Strategic Business Development

• Network, build and nurture strategic customer relationships at the executive level to generate leads and opportunities, and establish mutually advantageous business opportunities that drive success and growth for all parties involved

Key Account Ownership

• Develop and align key account management (KAM) strategies with the overall objectives of the region and sales organization and direct operational program activities
• Lead executive outreach activities and represent S&C in executive sales meetings, presentations and other customer engagements with key accounts
• Direct KAM operational activities and foster collaboration between Key Account Managers, Territory Managers, Key Customer Business Development Directors and other S&C leadership to service the customer to expected standards
• Oversee key account contracts and agreements, initiate legal reviews and negotiate mutually favourable terms

Leadership & People Management

• Lead, inspire, and develop a high-performing team
• Role model appropriate and professional workplace behaviors, address/mediate conflicts to restore harmony, and support a positive, healthy and inclusive workplace culture in accordance with S&C's mission, vision, values and guiding principles
• Manage administrative team member processes including but not limited to recruitment, induction, vacation management, performance reviews, performance improvement plans, and workforce/succession planning
• Proactively establish, monitor, and hold team members accountable to clear responsibilities and accountabilities, provide ongoing performance feedback, both positive and developmental, address performance gaps promptly, recognize and reward achievements, and initiate decisions for corrective actions and terminations where required
• Foster a culture that supports the growth and development of team members and proactively trains, mentors and coaches team members
• Understand and comply with all applicable Company policies and rules

Collaboration

• Collaborate with cross-functional teams (including sales enablement, commercial strategy, marketing, product development, Leadership etc.) to ensure seamless coordination and alignment of sales efforts with overall strategic initiatives and regional sales strategies and business plans

Sales Process Management

• Oversee sales processes, methodologies, and tools and remove roadblocks to ensure the efficiency and effectiveness of the sales team
• Approve quotations, discounts, margins, special offers and other approvals in line with the Delegation of Authority
• Provide insights and recommendations to the executive team to optimize the sales cycle
• Communicate major and/or time-sensitive key opportunities with manufacturing and planning to evaluate and manage capacity needs, secure production slots and manage customer expectations and satisfaction

CRM & Reporting

• Act as a champion for Salesforce, monitor sales activities and updates within the CRM and leverage Salesforce reporting tools to track sales goals and report out to the team and leadership on progress
• Attend leadership and sales meetings to discuss high-priority activities, sales budgets, forecasts, sales plans, updates etc.

Travel

• Travel as needed (primarily domestically with some international travel) to assist team members with deal creation, closure, customer engagement, tradeshows and other conferences, and provide off-hours business support.

What you'll Need To Succeed:

• Valid driver's license in good standing and clean driving record
• Typically seven (7) years of experience in sales leadership and strategic account management or equivalent experience
• Typically ten (10) years experience in sales, key account management, business development or related field
• Proven track record of success in sales leadership with strong skills in leading end-to-end regional sales strategies, conception through implementation
• Demonstrated success in leading and motivating a geographically dispersed sales team to meet and exceed revenue, market share and other performance metrics
• Expert knowledge of electrical power systems and demonstrated success in sales leadership within the electric power systems industry
• Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies
• Expert 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
• Expert financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment
• Proven experience in negotiating and closing complex, high-value deals
• Excellent communication skills, (written, verbal, listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff, creative, persuasive and compelling in communicating how solutions meet the needs of each unique customer, and able to successfully present to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
• Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect, navigate and resolve conflict, moderate behaviours and foster collaborative working relationships amongst a diverse audience
• Excellent leadership skills with an ability to lead, guide, motivate and delegate to deliver results, build teams and capabilities, embrace change, drive decisions and results, embrace culture and inclusion and exhibit integrity
• Advanced organizational, planning and project management skills, coordinating internal and external resources, creative problem-solving when obstacles arise, and juggling a heavy volume of diverse projects, including both strategic and tactical assignments
• The ability to travel as required

Preferred:

• Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or a related field
• 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)

S&C Electric is committed to equal-opportunity employment. All employees and applicants will be considered without regard to age, color, disability, gender, national origin, race, religion, sexual orientation, gender identity, protected veteran status, or any other classification protected by federal, state, or local law. If you are an individual with a disability and need an accommodation to complete the application, please email us at View email address on click.appcast.io.


No fixed deadline

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