Sales Director

Title: Director of Sales - Utilities

Location: Roanoke, VA (Remote after 3 Months)

Duration: Full Time/Permanent

If relocation is not feasible, the candidate must agree to spend three months (1 month for training and 2 months for work), after which they will have the option to work remotely.

Candidates must have a minimum of 10 years of experience in selling transformers and 5-10 years of experience managing sales teams. A total of 15-25 years of overall sales experience is required. The ideal candidate should demonstrate excellent job stability and be willing to relocate.

Update for the hiring manager:

Looking for candidates with an understanding of selling transformers.

Must understand conversion and inversion, with knowledge of AC/DC systems. AC to DC, DC to AC, sold transformers, Roanoke range, smaller high-power transformers.

Familiarity with variable speed drives and their applications is nice to have.

should have knowledge of how battery storage works, including DC to AC and AC to DC conversions.

should be mature, with 15-20 years of experience.

50% minimum selling, out of town

Wesco project selling, industrial project selling

General Description:

The Director of Sales for Utilities (Transformer Customers) is responsible for driving growth and market presence within the transformer customer segment, specifically targeting utility companies. This role involves strategic market analysis, sales strategy development, and team leadership to achieve company objectives. The ideal candidate will have extensive experience and strong relationships within the utility market, along with a proven track record in sales and team management.

Job Duties:

Market Analysis:

Continuously assess the utility transformer market by identifying and analyzing major players, market size, growth potentials, market dynamics, trends, and geo/political factors that affect the market.

Define and implement a sales growth strategy tailored to the utility transformer market.

Team Leadership:

Lead a commercial team dedicated to the utility market to increase sales, profitability, hit rate, market share, and customer satisfaction.

Build and maintain a strong sales organization to support the company’s growth initiatives.

Mentor and coach team members, identifying and providing necessary training to optimize performance.

Customer Relationship Management:

Identify and establish business relationships with new utility customers, including public and private utility companies, cooperatives, and municipal power authorities.

Establish and maintain strong relationships with key customer leadership teams (C-suite, SVP, EVP levels).

Sales Operations:

Utilize all available channel partners and resources to develop and maintain a robust inquiry pipeline, providing a foundation for future quote and booking activity.

Track and analyze the pipeline regularly, adjusting methods to maximize inquiry-to-quote conversion.

Manage a team of sales and application engineers to prepare and deliver timely, high-quality, accurate, and effective quotations to all customers.

Achieve order booking goals by monitoring outstanding quotes and taking necessary actions (e.g., visits, pricing) to enhance hit rates while meeting budgeted profit and plant loading targets.

Manage the sales rep network to ensure the achievement of their sales goals through inquiry generation, follow-up, support customer visits, product training, quote closure, and bid feedback. Measure sales rep performance and train or upgrade reps as necessary.

Sales Activities:

Lead the selling and negotiation activities for all major opportunities.

Define and continuously maintain critical market intelligence from a market, customer, and competitor view.

Work with the marketing team to create compelling sales collateral that highlights the value propositions and differentiators.