Senior Territory Sales Manager- Generator Product

Senior Territory Sales Manager
- Generator Product

Position Overview:

The Senior Territory Sales Manager – Generator Product leads the Generator Products Team in the TWE Territory. This role includes management responsibilities and a sales territory to manage. The Senior Territory Sales Manager is responsible for managing the business for generator sales and project management in MT, , WY, ND, and SD.

As the manager of the team, this role will supervise team performance, coach daily, onboard new team members, manage the pipeline, remove roadblocks, and monitor satisfaction trends. Approximately 60% of time will be spent in a Team Leader capacity.

As an individual contributor, this role will deliver new business opportunities, provide account management, and develop ongoing relationships with existing and prospective customers and partners, including but not limited to engineering firms, general, electrical and mechanical contractors, electrical distributors and resellers, and end users in appropriate market segments and verticals.

The key focus is to create value by differentiating our products and HM Cragg organizational support, influence specifications to create advantage on bids, and develop competitive proposals to win business. This person will build quotes and manage customer negotiations. They are the primary owner of the assigned territory and will be responsible for execution of plans, identifying opportunities and gaps.

Knowledge of generators, power distribution equipment, and transfer switches, with strong technical and commercial aptitude, is essential. Excellent planning and time management skills, with the ability to proactively schedule time in and out of the office, are required.

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

Location
:
Billings, MT

Responsibilities/Accountabilities:

• As a Player/Coach, manage other territory managers, inside sales and project managers within the assigned territory.
• Ensure Project Managers coordinate all phases of the assigned projects, including engineering, procurement, logistics, onsite commissioning and project closeout, including invoicing and late receivables.
• Responsible for sales of industrial and commercial generators, microgrid batteries and controls, and all necessary ancillary equipment and concurrent services.
• Develop leads for the sale of non-concurrent services on Generac and third-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 and perform all necessary follow-up activities.
• Prepare submittal and drawing packages in support of proposed equipment and services.
• Coordinate post-order sales administrative tasks with customer service, project management and service teams (order entry, credit, scheduling, start-up, commissioning, billing/invoicing and turnover).
• Prospect new leads and develop relationships with key end-users, electrical engineers, and electrical contractors to grow and maintain profitable equipment, start-up and service contract sales.
• Use manufacturer educational seminar programs, customer-factory fly-ins, webinars, conferences/trade shows, and other resources to improve brand awareness of Generac and create affinity for the products among potential buyers.
• Participate in industry groups and associations to assist in relationship development and opportunity discovery.
• Develop business relationships with key supplier personnel to ensure products meet customer needs and are delivered as required.
• Assist the service group as needed to troubleshoot product and service-related issues by bridging customers and manufacturers.
• Participate in weekly team meetings with emphasis on proactive communication and sharing important developments with vendors or customers.
• Create monthly and quarterly business objectives, annual sales and marketing plans; report status and achievement on a weekly, monthly and annual basis; maintain updated travel schedule and calendar, scorecard of sales achievement, and log of open/active…