Territory Sales Manager - Power Generation

Hm Cragg; Fargo (ND); On-site; USD 70,000 - 100,000; Full time

Job summary

A leading company is seeking a Power Generation Territory Sales Manager to drive business opportunities, manage accounts, and build relationships across various sectors. The ideal candidate will possess extensive knowledge of power equipment and a strong technical sales background, with excellent communication skills. This role involves significant travel (50%), making it essential to manage time effectively and work collaboratively with various teams to ensure customer satisfaction.

Qualifications

• 5 years of proven experience in a technical sales role preferred.
• Strong prospecting skills and ability to overcome rejections.
• Extensive knowledge of key customers and markets.

Responsibilities

• Sell stationary and mobile generators and associated equipment.
• Develop and maintain customer relationships with key end-users.
• Prepare pricing proposals and perform follow-up activities.

Skills

Knowledge of generators and power equipment

Prospecting skills

Excellent presentation skills

Experience with CRM systems

Education

4 year college degree

Tools

Microsoft Outlook

Microsoft Excel

Microsoft PowerPoint

Microsoft Word

Microsoft Teams

Job description

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%).