Territory Sales Manager - Generator Product

Territory Sales Manager- Generator Product

Position Overview:

The Territory Sales Manager – Generator Product is responsible for delivering new business opportunities, providing account management and developing on-going business relationships with all existing and prospective customers and partners including but not limited to engineering firms, all general, electrical and mechanical contractors, electrical distributors and other resellers, and end users in all appropriate market segments and verticals. The key focus for the person in this role is to create value by differentiating our products and services, as well as HM Cragg organizational support, from competitors, positively influence specifications to create advantage on bids, and develop competitive proposals to win business. Knowledge of generators, power distribution equipment, and transfer switches, and a keen technical and commercial aptitude is a must. Excellent planning and time management skills with the ability to proactively schedule time in and out of office is a must.

Reporting Relationship: The Territory Sales Manager – Generator Product reports to the Director of Sales, Generator Products.

Responsibilities/Accountabilities:

- Responsible for sales of industrial and commercial generators, microgrid batteries and controls and all necessary and required ancillary equipment and concurrent services.

- Develop leads for the sale of non-concurrent services on Generac, and 3rd party power equipment, generators, ATS, and battery systems.

- Read plans and specifications to properly configure and price generator and microgrid systems.

- Prepare and present pricing proposals. Perform all necessary follow up activities.

- Prepare submittal and drawing packages in support of proposed equipment and services.

- Work with customer service, project management and service teams to coordinate all necessary post-order sales administrative tasks, order entry, credit, scheduling, start up, commissioning, billing/invoicing and turn-over.

- Prospect new leads and new business relationships with key end-users, key electrical engineers, and electrical contractors for the purpose of developing and maintaining relationships that lead to growing and profitable equipment, start–up and service contract sales.

- Use manufacturer educational seminar programs, customer-factory fly-ins, webinars, conferences/tradeshows, and other available resources to improve brand awareness of Generac and create affinity for the products among potential buyers.

- Participate in industry groups and associations that potential customers attend to assist in relationship development, discover new opportunities, and be an expert in the field.

- Develop business relationships with key supplier personnel to ensure products meet customer's needs, are efficiently built, and delivered as required by customers.

- Assist the service group as needed to troubleshoot product and service-related issues by being the bridge between customers and manufacturers.

- Participate in weekly team meetings with strong emphasis on proactive communication, informing of any important developments with vendors or customers.

- Create monthly and quarterly business objectives, annual sales and marketing plans; report out status and achievement on weekly, monthly and annual basis; maintain updated travel schedule and calendar, scorecard of sales achievement, and log of open/active quotation.

- Efficiently utilize all available IT resources, vendor applications used for lead management, configuration, pricing, and documentation library: CRM, GenConnect (Generac), and construction bid boards.

- Involve Sales Management in customer visits when practical.

- Maintain excellent records, manage receipts, and expense reports- submit monthly.

- Complete initial and continuing professional training sessions for generator, UPS and related ancillary equipment.

- Ability to lift up to 50 pounds.

- Other duties and responsibilities as assigned.

Requirements:

Skills/Knowledge

- Extensive knowledge of generators, power equipment, and switchgear, and familiarity with complementary and competitive products

- Extensive computer skills with experience in using Microsoft Outlook and Office products including Outlook, Excel, Power Point, Word, Teams

Personal Attributes

- Knowledge of key customers and markets for generators (to include data centers, utility, telecom, hospitals and medical facilities, nursing homes, schools, and retail) and their hardware needs and buying behavior.

- Strong prospecting skills and ability to break through potential customer rejections.

- Desired knowledge of multiple types of Industrial Generators and familiarity with complementary and competitive products.

- Excellent written, verbal and presentation skills.

- Ability to learn and/or experience with CRM systems.

- Solid computer skills with experience in using Microsoft Outlook and Office products.

Education and Experience

- 4-year college degree or equivalent, technical degree preferred but not required.

- 5 years of proven experience in a technical sales role.

Travel expectations:

- Extensive travel and time out of office is required.

At HM Cragg, we invest in your growth with training, tuition assistance, and development opportunities, including the potential for advancement within the company. As an employee-owner, you'll receive shares of stock in our company each year that you meet eligibility requirements. You'll enjoy additional benefits such as PTO and paid holidays, company-paid Life and Disability insurance, 401k match, and contributions to Medical, Dental, and Vision Insurance.