Regional Director-CI Sales US West Region

As an S&C Electric team member youll work on projects that have realworld impact. Youll help transform the grid for resilient and reliable power worldwide. S&C has more than a 100year history of innovation and has been 100 employeeowned since 2012. We continue this legacy as a trusted forwardthinking 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. Were 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 tomorrows energy challenges and become an employeeowner!

Hours

8:00 am 5:00 pm (MonFri) Remote

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 can be found in the JOB INFO section below. Individual pay within this salary range is determined by several compensable factors including performance knowledge jobrelated skills and experience and relevant education or training. This role is also eligible for S&Cs annual incentive plan (AIP) subject to eligibility criteria.

Join Our Team as a Regional DirectorC&I Sales!

Are you passionate about sales S&C Electric Company is seeking a dynamic individual to coordinate our C&I sales function. As a Regional DirectorSales youll be crucial in ensuring smooth operations and supporting our diverse team. The Sales Organization is responsible for selling S&C products services and solutions across a broad customer base from customerowned and investorowned electric utilities commercial & industrial (C&I) customers government agencies distributors contractors consultants and originalequipment manufacturers (OEMs). The sales organizations objectives include generating revenue expanding market share and driving business growth.

The Regional Director Sales (RD) is responsible for leading the daytoday running and operational 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 longterm profitable customer relationships.

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

Key Responsibilities:

Strategy Development

• Work with the Regional Vice President to meaningfully influence the development of the regional sales strategy and business plan consistent with S&Cs strategic objectives
• Use data to capture new opportunities and develop cascading short to midterm strategies initiatives and plans for the region
• Report to the RVP and senior leadership on market sizing accessibility industry trends competitor activities regulatory changes and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge

Budget Management

• Oversee the creation of sales forecasts budgets and margins for the assigned territories establishing a future pipeline of opportunities and leading the team to successfully meet targets
• Use market sizing data to identify and track the potential audience revenue and growth

Sales & 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 onboarding 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 at the senior level of our customers leveraging detailed knowledge of the customers 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 crossfunctional 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 highperforming 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&Cs 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 ongoing 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 sales 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 timesensitive 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 highpriority activities sales budgets forecasts sales plans updates etc.
• Maintain a discount report and monitor discounts off the price list

Industry Insights & 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&Cs 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 offhours business support

What youll Need To Succeed:

• 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
• Valid drivers license in good standing and clean driving record
• 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 problemsolve 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 highvalue deals
• Excellent communication skills (written verbal listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff
• Creative and persuasive in communicating how solutions meet the needs of each unique customer and able to successfully present to a variety of audiences both small facetoface interactions through large conferences and formal presentations
• Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect and foster collaborative working relationships amongst a diverse audience
• Strong organizational planning and project management skills coordinating internal and external resources and juggling key account demands
• The ability to travel as required

Preferred:

• Bachelors or Masters degree in Engineering Business Administration Sales Marketing or related field (or equivalent experience)
• Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes
• Proficient computer skills including experience using Oracle and Microsoft Office suite (Excel Word Outlook)

S&C Electric is committed to equalopportunity employment. All employees and applicants will be considered without regard to age color disability gender national origin race religion sexual orientation gender identity protected veteran status or any other classification protected by federal state or local law. If you are an individual with a disability and need an accommodation to complete the application please email us at

No fixed deadline

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