Territory Sales Manager

Regional Account Manager - West

Korn Ferry is working with a global leader in motors and drives who offers innovative solutions that redefine reliable motion and enhance energy efficiency. Our client prides themselves on their deep knowledge driven by their team of over 15,000 experts, and ability to continually meet and exceed their clients’ expectations.

The role.

Our client is looking for a Territory Sales Manager over their Drives product segment who will be focused on account development and sales of the world's leading Medium Voltage Drives and related Drive Systems.

The assigned territory includes Washington, Oregon, Montana, Idaho, Wyoming, Nebraska, Utah, Colorado, New Mexico, Alaska, Hawaii, California, Arizona and Nevada. Travel expectation is 50% . This is an individual contributor sales role with coordination responsibility for Drives and Drives Systems sales in the Region.

Responsibilities

• Coordinate and support activities in the assigned region to further our client's product and solution positioning and to optimize the product’s market position and financial return across its life cycle.
• Develop an intimate knowledge of assigned customer needs and competitors, identify customer trends and drivers, and formulate and implement a strategic plan for the region.
• Demonstrate a good technical knowledge of the client's offering.
• Interact with cross-functional project team of engineering, quality, sales, and marketing to best serve assigned region and customer base.
• Support our client's direct account managers and manufacturers’ representatives in all stages of the sales process. Coordinate with other regions, business development, and inside sales to ensure collection of opportunities and development of accounts.

In this role you will be working with our account management, business development, and business partners and lead:

• Strategic development and management of OEMs/Distributors/EUs in assigned territories
• Deliver quota and volume targets for MV Drives and Drives Service
• Convert and increase wallet share in assigned region
• Leverage End User to drive spec influence with OEM and channel partners
• Expand Service agreements / contracts across the installed base
• Develop and implement account and gather plans through standard processes and tools with high data quality
• Demonstrate customer application competence and technical product and service expertise
• Prospecting and onboarding new accounts
• Understand customer buying behavior and internal processes
• Understand our client's value proposition and settle where to focus and how to win
• Establish and maintain all levels of customer relationships / engagements
• Be a customer advocate and build Win/Win

Required Knowledge/Skills, Education, and Experience

• Bachelor’s degree in relevant field
• 5-10 years of proven experience selling electrical power equipment
• Ability to quickly grasp technical contexts and acquire knowledge in a technical field
• Proven communication skills and ability to influence customers and colleagues
• Good mix of Account Management and New Business Development Skills
• Strong Sales and Marketing background with a track record of success in achieving goals
• Skills in MS Office applications (Word, PowerPoint, Excel) required.

Preferred Knowledge/Skills, Education, and Experience

• 5-10 years of proven experience with Medium Voltage Variable Frequency Drives is helpful.
• Experience in Power Electronics design is helpful.
• Experience on any of the targeted customer markets is helpful (Oil & Gas, Power Gen, Chemical, Municipal)

Benefits:

• Competitive compensation based on qualifications
• Medical, dental, prescription and vision coverage, first day of employment
• Matching 401(k) (immediate employer match)
• Competitive paid time off plan, paid holidays, and floating holidays
• Career development opportunities
• Education and tuition reimbursement programs available
• Flexibility to work remote a few days a week
• Paid parental leave

Compensation:

• $130,000 to $140,000 30% bonus and company car

SE# 510714396