National Utility Sales Manager

Grip-Tite Manufacturing Co,Llc•Dallas, TX

2d•Remote

About The Position

Grip-Tite Manufacturing is seeking a National Utility Sales Manager to drive utility growth across U.S. territories. The position is remote, with preferred locations in the South, Southeast, Texas, or Midwest. Candidates should live within 45 miles of a major airport and be willing to travel 60–75% of the time. The role may require working from the plant in Winterset or the home office in Johnston, Iowa, when customer or quality issues require it. The manager owns growth of Grip-Tite guy-wire anchors, forged anchor rods, and Power-Grip Hub Anchor systems through electric utility distributors and investor-owned utilities (IOUs). The role uses the manufacturer’s representative network to win new business, expand EUDA houses, and convert IOU activity into standards, stocking, and repeat orders. It also owns utility pricing and margin discipline to support profitable growth. The position manages the utility sales team, recently added representatives, and the anchor-clinic program to productivity standards. It is accountable for developing distributor and utility relationships, opening stocking accounts, growing profitable revenue, managing utility pricing and steel pass-through, converting targeted IOUs, maintaining quote-to-order discipline, and supporting commercialization of Anchor IQ. The role reports to senior leadership and is measured on specific outcomes.

Requirements

At least eight years of experience selling pole-line hardware, anchoring, guying, or closely adjacent transmission and distribution material to U.S. electric utilities.
Demonstrated experience developing and managing relationships with at least two cooperative-owned utility distributors, including EUDA members.
Demonstrated experience appointing or managing manufacturers’ representative agencies, beyond simply calling on representatives.
Ability to acclimate to cooperative culture and IOU standards and sourcing processes.
Willingness to travel and work from the plant in Winterset or home office in Johnston, Iowa, when required by a customer or quality issue.
Clear, direct communication and ability to write short account plans.
Exceptional critical-thinking skills and ability to adapt to changing business needs.
Integrity and commitment to doing what is right without taking shortcuts.
Confidence and product knowledge without arrogance.
Efficient time management and ability to devote appropriate time to each key accountability.
Proficiency in Microsoft Office, especially Excel and PowerPoint, and expertise with ERP systems.
Strong persuasion, negotiation, and initiative-taking skills; purposeful approach to work.
Sense of urgency, responsiveness, and prompt service to external prospects and customers.
Ability to prioritize and negotiate conflicting deadlines.
Ability to maintain confidentiality and protect proprietary company information.
Valid driver’s license in good standing.

Nice To Haves

Experience placing a product on an IOU construction standard or approved materials list (AML).
Experience recovering a distributor relationship after a quality or delivery failure.
Technical fluency in guy anchors, including holding capacity, soil, rod diameter, hub versus expanding and cross-plate designs, and installation torque versus design load.
Lived in or covered Texas, the Southeast, or an Upper Midwest sales territory.
Experience working for a competitor or a strong utility agency and a proven record of building successful relationships.
Bachelor’s degree in business, marketing, engineering, or a related field; equivalent relevant experience is accepted.
Equivalent combination of relevant industry experience, demonstrated sales accomplishments, and technical knowledge in lieu of a degree.
Experience owning or materially influencing a utility or T&D price list, including steel or commodity cost pass-through.
Experience commercializing a new T&D or pole-line product into utility standards, AMLs, or distributor stock.
Experience managing or directing field sales representatives or manufacturers’ agencies, rather than only calling on them.
Comfort using ERP quote and order data for win/loss and margin reviews; Acumatica experience is a plus.

Responsibilities

Manage the utility sales team, recently added representatives, and anchor-clinic program against productivity standards, including calls, stocked houses, IOU conversions, and margin on booked business.
Own day-to-day management of current manufacturers’ representatives; appointing new agencies is an additional responsibility.
Open a targeted cooperative-owned distributor as a stocking customer whose catalog includes the same market segments as Grip-Tite.
Grow a network of electric utility material and utility supply distributors through specification and stocking.
Drive profitable revenue by maintaining utility pricing integrity, including product-level tiered margin targets, a 30% margin floor, and customer concessions supported by sound business justification; obtain written approval for exceptions.
Own the utility price list and steel pass-through; when material costs move more than 5% for two consecutive months, recommend and execute price-list updates on 30 days’ notice.
Convert targeted investor-owned utilities from sales activity and relationship development into measurable conversions and sustained revenue, and open additional IOUs through developed agencies.
Manage quote-to-order discipline by converting or closing every utility quote and recording win/loss reasons, including whether price, lead time, or specification affected the result.
Support commercialization of Anchor IQ in distributor and IOU channels, including standards, stocking, and repeat installations, alongside the core anchor line.
Travel extensively and work from the Winterset plant or Johnston, Iowa home office when required by customer or quality issues.
Prepare concise account plans and accurately prepare and edit presentations and documents.

Benefits

Competitive health insurance with a substantial employer-paid premium contribution.
Dental insurance.
Vision insurance.
Four weeks of PTO accrued throughout the first year.
Ten paid holidays.
401(k) plan with company match per pay period upon eligibility.
Employer-paid life insurance.
Employer-paid short- and long-term disability plans.
Employee assistance program and other perks.
Auto allowance or mileage reimbursement.
Variable compensation at plan, with stated on-target earnings potential of $155,000–$200,000 and uncapped earning potential above plan.