Utility Area Sales Manager - Northeast Region

Eaton; Marcus Hook (Delaware County); On-site; USD 167,000 - 245,000; Full time

Job summary

Eaton is seeking a district sales leader to manage a customer base, sales resources, products and channels to market to achieve district results. You will lead a sales team including professionals, reps and distributors, driving growth in sales and market share while developing talent within the district.

The role requires strategic account planning, executive collaboration, and cross-functional coordination to win profitable business.

Qualifications

• Bachelor’s degree from an accredited institution.
• Minimum seven (7) years electrical industry sales/marketing and/or engineering experience.
• Possess a valid driver’s license.
• No relocation benefit is offered for this position. Only candidates within a 50-mile radius of Boothwyn, PA; Moon Township, PA or New York, NY will be considered. Active-Duty Military Service member candidates are exempt from the geographical area limitation.

Responsibilities

• Manage account relationships at appropriate decision-making level, up to C-level, to win profitable business.
• Coordinate executive level and new campaign meetings and clear relationship roadblocks.
• Develop and coordinate strategic, action-oriented sales plans with input from all team members.
• Execute the strategic account plan and report status monthly, quarterly, and annually.
• Lead identification, pursuit, and closure of account opportunities across products, systems, solutions and services.
• Lead negotiations on terms, pricing, SLAs, and related agreements.
• Establish annual and quarterly business goals for the global account team and define measurements.
• Conduct account marketing analyses to understand customer needs and objectives.
• Provide voice of customer feedback to product/solution leaders for future development.
• Demonstrate Eaton Culture: Think Big, Act Boldly, Win Together.

Skills

Account management

Sales leadership

Channel development

Strategic account planning

Contract negotiations

Communication skills

Travel up to 50%

Relationship management

Product knowledge

Education

Bachelor’s degree

Bachelor’s degree in Electrical or Mechanical Engineering

Job description

What You’ll Do

Position Overview

The role will be responsible for managing a customer base, sales resources, products and channels to market to achieve planned results for the district. This individual will provide leadership and development to a sales team consisting of sales professionals, sales reps and the distributor channel. Expected results include but are not limited to growth in sales and market share, channel development as well as developing talent within the district.

In This Function You Will

• Manage account relationships, which involves account resources at appropriate decision-making level with titles up to and including C-level executives; conduct an on-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business
• Coordinate executive level and new campaign meetings for the assigned region and customers and clear relationship "roadblocks"
• Develop and coordinate implementation of single, action-oriented, strategic sales plan including input from all members of the account sales team, field application engineers and service and support team assigned and associated with the account
• Manage the execution of the strategic account plan, providing required status and results reporting on a monthly, quarterly and annual basis
• Lead and drive account opportunities identification, pursuit and closure, which involves applicable products, systems, solutions and services; provide necessary, company-wide visibility to the assigned account opportunity pipeline and include this critical information in all required status and results reporting
• Lead, develop and manage key account negotiations – standing agreements or transactional, including terms & conditions, pricing, service level agreements, etc.
• Lead the establishment of annual and quarterly business goals/quotas for the global account team and provide necessary input for goal measurement for account sales team
• Conduct account marketing analysis such as customer needs analysis to ascertain customer needs and objectives
• Provide specific voice of customer feedback to appropriate product, system, solution and service business leaders for future product development, quality, modification, customer satisfaction and other purposes; lead customer relationship review process (CRR) activities for assigned account
• Demonstrate the Eaton Culture Model: Think Big, Act Boldly, Win Together.

Qualifications

Required (Basic) Qualifications

• Bachelor’s degree from an accredited institution
• Minimum seven (7) years electrical industry sales/marketing and/or engineering experience
• Possess a valid driver’s license
• No relocation benefit is offered for this position. Only candidates within a 50-mile radius of Boothwyn, PA; Moon Township, PA or New York, NY will be considered. Active-Duty Military Service member candidates are exempt from the geographical area limitation.

Preferred Qualifications

• Bachelor’s degree in Electrical or Mechanical Engineering
• Manager of people experience
• 10+ years of electrical industry sales experience
• Utility T&D sales or marketing experience

Skills

Position Criteria

• Possess excellent communication skills
• Must be able to work in the United States without corporate sponsorship now and within the future
• Previous experience managing people and channels
• Superior knowledge of sales techniques, customers, customer relations and employee development
• Strong knowledge of managing products, product applications and distribution channels
• Significant sales presence such as that the candidate can clearly command in difficult sales situations
• Experience in growing sales and market share, channel development and developing employee talent
• Experience with contract negotiations
• Ability to travel up to 50%

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.

The compensation range for this full-time position includes base pay and target sales performance incentive. This position has a target total compensation range of $167,250 - $245,300.

Base salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Eaton believes in second chance employment. Qualified applicants with arrest or conviction history will be considered regardless of their arrest or conviction history, consistent with the Los Angeles County Fair Chance Ordinance, the California Fair Chance Act and other local laws.

You do not need to disclose your conviction history or participate in a background check until a conditional job offer is made to you. After making a conditional offer and running a background check, if Eaton is concerned about conviction that is directly related to the job, you will be given the chance to explain the circumstances surrounding the conviction, provide mitigating evidence, or challenge the accuracy of the background report.

To request a disability‑related reasonable accommodation to assist you in your job search, application, or interview process, please call us at 1-800-836-6345 to discuss your specific need. Only accommodation requests will be accepted by this phone number.

We know that good benefit programs are important to employees and their families. Eaton provides various Health and Welfare benefits as well as Retirement benefits, and several programs that provide for paid and unpaid time away from work. Click here for more detail: Eaton Benefits Overview. Please note that specific programs and options available to an employee may depend on eligibility factors such as geographic location, date of hire, and the applicability of collective bargaining agreements.