About the position
The position involves developing and managing a regional book of business that includes electric cooperatives, municipal utilities, regional power providers, piling contractors, and electrical contractors. The role requires quoting, price negotiations, and contract management with customers, driving revenue growth by understanding customer needs, and coordinating piling and pole solutions. The candidate will work with cross-functional teams to support both transactional and long-term contract sales, provide input on market trends, and execute existing sales strategies. Additionally, the position involves promoting Koppers capabilities to the market, developing new accounts, and maintaining accurate customer data in the CRM system to enhance forecasting and reporting. The role also includes account management through customer contact, preparation of quotes and bids, communication of customer demands to plant and procurement, financial analysis of monthly reports, managing inventory levels, leading customer restoration efforts during emergencies, attending industry conferences, and following all procedures established by Koppers Finance Department.
Responsibilities
- Develops and manages a regional book of business including electric cooperatives, municipal utilities, regional power providers, piling contractors and electrical contractors.
- Works on quoting, price negotiations and contract management with customers.
- Drives revenue growth by understanding customer needs, coordinating piling and pole solutions.
- Works with cross-functional teams to support both transactional and long-term contract sales.
- Provides input on market trends and competing positioning but primarily executes existing sales strategy.
- Effectively promote Koppers capabilities to the market and develop new accounts.
- Maintain accurate and up-to-date customer data, sales activities, and pipeline opportunities in the CRM system to enhance forecasting, reporting, and customer relationship management.
- Account management through customer contact. Travel requirements 50-75% of the time.
- Preparation of quotes and bids to maximize profit for the division.
- Communication of customers' demands to plant and procurement.
- Financial analysis of monthly reports to ensure profit goals are being accomplished.
- Assist in taking inventories at reload yards.
- Managing inventory levels at plants through proper analysis with the customers and establishing agreed to stocking levels.
- Lead customer restoration efforts during storms/emergencies by being the primary point of contact between the customer and production plants which will require on occasion to work nights, weekends and holidays.
- Attend industry specific conferences to further build relationships and foster growth for the Company.
- Must follow all procedures and policies established by Koppers Finance Department.
Requirements
- Bachelor's degree in Sales/Marketing or related required or 5 years of sales experience in related industry with a High School Diploma or equivalent.
- 3-5 years sales experience required with degree or 8-10 without; experience with utility customers preferred.
- Ability to prepare detailed and complex reports utilizing prescribed procedures is required of this position.
- Proficient use of Microsoft Office Products.
- Strong customer management skills.
- Basic understanding of price development, costs and margin analysis.
- Strong team player.
- Ability to work under pressure and manage multiple tasks.
- Self-starter and ability to work remotely.
- Basic knowledge of financial reports.
- Must possess a strong entrepreneurial drive, track record of initiative, personal responsibility, and ownership of work to meet monthly, quarterly and annual financial goals in a high growth organization.
- Must possess excellent presentation, writing, and negotiation skills, with the ability to create and deliver convincing arguments covering a broad range of complex issues.
