Director-Sales, Central Region

Rehlko•Kohler, WI

21d•$145,200 - $186,700•Remote

About The Position

We have met today's energy needs while planning for tomorrow's for over 100 years. Beginning with the first modern generator, the Rehlko Automatic Power & Light, launched in 1920, Rehlko has been an innovative leader in energy resilience. Our product range includes engines, generators, power conversion, UPS systems, EV components and electrification solutions, microgrid controls and management, clean energy solutions, and much more that serve a broad spectrum of OEM, residential, industrial, and commercial customers. Our priorities are global: the stability from steady energy sources and reliable back-ups. The power to be able to harness energy, and the freedom of not being dependent on an aging centralized grid. The confidence that clean energy solutions offer when it comes to a sustainable world, and the commitment to keep innovating towards greater impact. At Rehlko, our team members are the essential energy that powers our organization’s success. We are committed to fostering a safe and sustainable work environment where safety is everyone’s responsibility. We empower every team member to actively participate in our Zero Is Possible safety culture by encouraging open communication, proactively reporting hazards, following protocols, and suggesting improvements. Join us in creating an energy resilient world for a better future! Location: Remote role with 50% travel in assigned territory The Director-Sales, Central Region is responsible for achieving the sales targets for KPS Industrial products within an assigned region. The Director-Sales, Central Region is responsible for supervising and developing the regional sales team and the distribution/dealer network. This role provides guidance, consistent with Rehlko's specified targets, to individual Sales Managers responsible for (1) KPS market and account planning activities, (2) success or failure across all target accounts and projects assigned, (3) resource allocation (sales, service, marketing, product development, capital etc.) across Rehlko and related distributor/dealers, (4) investment and capability development (i.e. appropriate staffing, inventory, rental fleet, etc.) by distribution and dealer network, and (5) pipeline of committed sales in support of each and every new product development project. Finally, the Director-Sales, Central Region will be heavily involved in the development of go-to-market strategy and distribution strategy, policy and expectation setting.

Requirements

Bachelors degree, with a preferred focus in Engineering (Electrical Engineering/Mechanical Engineering preferred), MBA preferred
7+ years of power generation or related industry experience including direct sales on strategic/national accounts or equivalent experience as a consulting engineer, sales engineer, or applications engineer, etc.
Experience with at least one of the following market segments: data centers, hospitals, water & wastewater, emergency backup power, or other key applications or industry types (preferred, but not required)
Proven leadership, results-oriented professional, an aggressive self-starter and a solid communicator are essential characteristics.
Demonstrated people skills required to lead & motivate professionals in a matrix organization

Responsibilities

Ensure success for Rehlko (1) within a defined region and (2) through all target accounts and projects (target projects will be updated monthly); the individual, not the distributor, has final accountability for the success or failure in a defined region and must be able to successfully work with and influence senior leaders for both distribution and target accounts
Primary responsibility is to successfully close on all target accounts/projects assigned to Sales Managers and distributors/dealers through cold-calling, prospecting/networking, and sales/business development activities carried out and/or led by the Director
The secondary responsibility is to supervise and develop the regional sales team and the distribution/dealer network
The Director will need to assess and provide guidance to their regional sales teams on the level of involvement required from distribution to ensure greatest probability of success closing each and every target account and project
Target accounts and projects will be in support of Rehlko efforts to penetrate specific end-users, engineering and design build firms, and corporate accounts; at times the targets will be part of a global or national account selling model
Own the market planning efforts across Sales Managers and distributors/dealers in a region; planning efforts will define market share targets, target accounts and projects, required resources and investments and related action plans consistent with direction from the VP, Sales
Ensure target account and project lists and reports are fluidly updated and aligned to Rehlko expectations; the Director has responsibility to ensure the entire network of decision makers and influencers (i.e. end-user, engineer, contractor, distributor) for each target account/project is connected and delivers a favorable proposition to the competing offers in each case
Ensure all new product development initiatives are built into market planning and related target accounts and project activities across the region; the Director needs to ensure completion of defined actions at each stage of the gated product development process and ensure committed customers before product launch across the region
Ensure distribution scorecard is aligned to market planning, target accounts/projects and other Rehlko targets specific to distribution investment and capability development; the Director leads discussions with principals of each distributor to ensure investment and capability development meets Rehlko requirements
Specific selling activities required of the individual include negotiating legal and credit requirements, supporting initial design and specifications, developing comprehensive quotations, preparing and delivering product overview and application presentations, assisting with equipment selection and related design support, and negotiation of distribution involvement and margins for each and every proposed project
Ensure the timely and accurate completion of sales forecast, call reports, expense reports, summary of calls, route sheets, credit follow-up, service and warranty follow-up, and other special reports required of the regional sales
Work with the VP, Sales to update and execute go-to-market strategy and distribution strategy across channels to market, regions/territories, products and end-use segments