Territory Sales Manager - Power Generation

Power Generation Territory Sales Manager

Position Overview:

The Power Generation Territory Sales Manager 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, general, electrical, and mechanical contractors, electrical distributors and other resellers, and end users in appropriate market segments and verticals. The key focus for the person in this role is to create value by differentiating our products and services and positively influencing 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 Power Generation Territory Sales Manager reports to the Senior Territory Sales Manager.

Responsibilities/Accountabilities:

Sell stationary and mobile generators, microgrid controls, battery energy storage systems, automatic transfer switches, switchgear, and required ancillary equipment and concurrent services

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

Develop leads for the sale of preventive maintenance services on Generac, Eaton and 3rd party power equipment: generators, ATS and switchgear

Read plans and specifications to properly configure and price generator systems

Prepare and present pricing proposals and 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

Use manufacturer educational seminar programs, customer-factory fly-ins, webinars, conferences/tradeshows, and other resources to improve Generac brand awareness 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 customers' 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 the team 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 quotations

Efficiently utilize all available IT resources, vendor applications used for lead management, configuration, pricing, and documentation library, such as our CRM, genConnect (Generac), and construction bid boards

Involve vendor sales and engineering resources in customer visits when practical

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

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

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

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

Excellent written, verbal and presentation skills

Experience with CRM systems, IFS preferred

Ability to lift up to 50 pounds

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 preferred.

Travel expectations:

Extensive travel and time out of office is required (50%).