Territory Sales Engineer

Role Overview

• In coordination with senior team members and leadership, create and implement sales plans for accounts in the assigned territory, detailing planned customer visits, key account meetings, forecasted orders and strategic campaign activity
• Initiate sales forecasts and budgets for the assigned customers in the territory with support from leadership, establishing a future pipeline of opportunities to meet targets successfully
• Build and nurture relationships with existing and prospective customers to understand their needs and provide tailored solutions
• Identify and pursue new business opportunities through proactive prospecting and lead-generation activities
• Serve as the primary point of contact for general customer inquiries and technical support requests and escalate complex needs to more senior team members or leadership for support and guidance
• Conduct regular client meetings (Engineer level), presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings to promote and build momentum for sales opportunities
• Utilize consultative and insight selling techniques to convey key messages, introduce new solutions, and progress sales opportunities to secure/grow market share
• Negotiate and close straightforward and repeat sales opportunities, leveraging support from leadership for complex deals where required
• Represent S&C at industry events, including trade shows, conferences, presentations, meetings and other related events
• Collaborate with applications support (automation and/or C&I) to customize solutions or address specific customer requirements
• Collaborate with cross-functional teams (including sales enablement, marketing, applications, etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan
• Collaborate with the Distribution Channel Management team and develop plans to ensure optimal coverage of the entire territory
• Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce
• Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction
• Generate regular sales reports, forecasts, and analyses to track and report on performance against targets and identify areas for improvement
• Present formal updates to leadership, providing a comprehensive overview of high-priority activities, sales budgets, forecasts, sales plans, updates, etc.
• Stay abreast of new product developments and emerging technologies to enhance knowledge and expertise continuously
• Provide feedback to the sales leadership on market trends, competitive insights, and customer feedback to inform strategic decision-making
• Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C’s products and services effectively
• Travel as needed (up to 80%, primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support
• Understand and comply with all applicable Company policies and rules

Requirements

• Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
• Typically two to three (2-3) years of relevant experience within the electric power industry, selling to electric utilities or equivalent experience
• Valid driver's license in good standing and clean driving record
• Practical knowledge of electrical power systems and MV distribution networks
• Strong customer orientation and focus to develop and maintain customer engagement and relationships
• Experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
• Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electric power systems, engineering or technical manufacturing industry
• Financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals
• Proficient communication skills (written, verbal, listening and presentation), able to articulate technical concepts clearly and concisely and use persuasive communication to influence a diverse range of professional-level stakeholders
• Foundational presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions and group meetings or presentation
• Sound interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
• Practical business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve issues and leverage data and learnings to drive continuous improvement
• Proven experience in negotiating and closing straightforward mid-value deals
• Strong organizational, planning and project management skills, coordinating internal resources and juggling key account demands
• The ability to travel as required

Benefits

• Health and Welfare Benefits: Medical & Prescription, Dental, Vision, Health Care and Dependent Care Flexible Spending Accounts, Health Savings Account (HSA), Group Life Insurance, optional Supplemental Life and AD&D Insurance, Wellbeing Resources including Employee Assistance Program and Family Forming Benefits (i.e., Adoption and Fertility support)
• Leave Benefits: Vacation Time, Sick Time, Paid Holidays and Company Shutdown days, Short-Term Disability, Long-Term Disability, Other Leaves, Paid Parental Time and Military Leave
• Retirement Benefits: 401(k) Retirement Savings and Employee Stock Ownership Plan (KSOP) offering traditional and Roth 401(k) options and an Employee Stock Ownership Plan (ESOP) component; KSOP participants can receive annual ESOP company contributions of over 11% of eligible earnings (3% Core, up to 3.5% Match, Variable Periodic).