Regional Director-Sales (Northeast Region)

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 (Northeast Region)

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 $154,820 - $205,131.2. 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 Director-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 Director-Sales (RD) is responsible for leading the day-to-day running and operational execution of sales goals, plans and other corporate initiatives within a defined geographic region. Their primary accountability is to meet and exceed revenue, market share and other performance metrics and foster long-term profitable customer relationships.

The RD leads a team of Regional Territory Sales and Applications Professionals in the execution of activities spanning the full sales cycle (forecasting, account planning, sales metrics, order management, etc.).

Key Responsibilities:

Sales Execution & Business Development

• Create and manage quarterly regional sales plans and campaigns, detailing territory sales professionals planned customer visits, key account meetings, forecasted orders and strategic campaign activity.
• Partner with Channel Managers and Territory professionals to develop and execute strategic Distributor business plans.
• Utilize consultative and insight selling techniques and support territory sales professionals to progress existing sales opportunities, negotiate and close sales opportunities and secure/grow market share.
• Oversee the creation of proposals and support critical sales presentations to promote and build momentum for sales opportunities.
• Oversee training activities for assigned territories (new team member on-boarding, GROW Program, guided selling activities for TSII, VFII, EdgeRestore, etc.)
• Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events.
• Attend and present at critical pipeline meetings, factory visits, industry meetings, etc.
• Approve quotations, discounts, margins, special offers, RMAs and other approvals in line with the Delegation of Authority.
• Oversee and approve blanket renewals and pricing lists.
• Oversee legal reviews and contract negotiations, supporting negotiations for mutually favorable terms.
• Network and nurture strategic relationships to become entrenched and the senior level of our customers, leveraging detailed knowledge of the customer's pain points and unique needs to establish S&C as a strategic partner and support territory sales professionals to progress, negotiate and close sales opportunities and secure/grow market share.
• 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 the regional sales plan.

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 departmental 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 on-going 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.

Sales Process Management

• Oversee sales processes, methodologies and tools and remove roadblocks to ensure the efficiency and effectiveness of the sale team.
• Approve quotations, discounts, margins, special offers, RMAs 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 including KPI reporting for the assigned territories (update/maintain opportunity pipeline) and ensure relevant sales activities are posted promptly.
• Leverage Salesforce reporting tools and dashboards to track sales goals and report out to the Regional Vice President, Director-Inside Sales and other leadership on progress
• Develop presentations and present at regional meetings, providing comprehensive updates on high-priority activities, sales budgets, forecasts, sales plans, updates, etc.
• Maintain a discount report and monitor discounts off the price list.

Industry Insights and Thought Leadership

• Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to develop and update strategic plans, inform product development initiatives and safeguard S&C's interests.

Travel

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

What you'll Need To Succeed:

• Bachelor's or Master's degree in Engineering, Business Administration, Sales, Marketing or related field (or equivalent experience)
• Valid driver's license in good standing and clean driving record
• Valid passport
• Typically five (5) years of experience in sales leadership and strategic account management or equivalent experience.
• Typically seven (7) years experience in sales, key account management, business development or related field.
• Strong knowledge of electrical power systems and demonstrated success in sales within the electric power systems industry.
• Demonstrated success in leading and motivating a geographically dispersed sales team to meet and exceed revenue, market share and other performance metrics.
• Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio.
• Strong knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies.
• 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.
• Excellent 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.
• Strong 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