Job Requirements:
Bachelor’s Degree;
60+ Months Experience;
Commercial Driver License
Job Properties:
Full Time (30 hours or more);
40 Hours per Week;
Over 150 days;
Day Shift;
Telework
HM Cragg has been an industry leader in the backup power solutions space for over 40 years and has achieved 600% growth over the last 10. This past year has been another record setting year for the company with 35% revenue and 10% headcount increase, and we show no signs of slowing down. One important factor that has contributed to our continued success is that we are an employee-owned organization which fosters a culture of accountability and collaboration. In addition to competitive compensation and benefits, we also believe in providing our employee-owners opportunities to advance their careers and accelerate their individual growth – both personally and professionally.
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, all general, electrical and some 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, as well as HM Cragg organizational support from competitors, positively influence 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 Sales Manager reports to the Sales Director- AC Power.
Responsibilities/Accountabilities:
Responsible for sales of industrial, residential, and commercial generators and all necessary 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 switch gear
Read plans and specifications to properly configure and price generator systems
Prepare and present pricing proposals- 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 brand awareness of Generac 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 customer’s 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 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, log of open/active quotation
Efficiently utilize all available IT resources, vendor applications used for lead management, configuration, pricing, and documentation library- CRM, genConnect (Generac), construction bid boards
Involve vendor sales and engineering resources in customer visits when practical
Maintain excellent records, manage receipts, and expense reports- submit monthly
Complete initial and continuing professional training sessions for generator and related ancillary equipment.
Ability to lift up to 50 pounds.
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
Personal Attributes
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
Desired knowledge of multiple types of Industrial Generators and familiarity with complementary and competitive products
Excellent written, verbal and presentation skills
Experience with CRM systems
Solid computer skills with experience in using Microsoft Outlook and Office products
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
Travel expectations:
Extensive travel and time out of office is required.
