Sales Manager - Utility

Border States•Wichita, KS

About The Position

The Sales Manager - Utility creates, communicates, and implements a strategic sales and marketing plan that provides competitive differentiation, growth, and long-term sustainability. The role coaches and develops Branch Managers and Account Managers, builds professional relationships with senior decision-makers at key and target customers, and establishes strong relationships with manufacturers and their representatives. The position may be located in Wichita, Dodge City, Hays, Manhattan, Topeka, Salina, or Kansas City, Missouri, or St. Joseph, Missouri. The Sales Manager works across the area and its branches to grow the utility segment and the company. The role is accountable for segment gross-margin growth, gross-margin percentage, market share, and achievement of annual financial objectives. It develops customer-focused strategies, supports sales training and incentive programs, collaborates with manufacturers, IT, and Marketing, and communicates performance and market information to company leadership. Border States is an employee-owned electrical supply distributor serving the construction, industrial, and utility industries. The company describes its culture as employee-ownership, open-book management, and empowering associates to make decisions and respond to customer needs. This position involves frequent travel and driving, as well as regular computer, telephone, desk, and customer-facing work. The listed application deadline is November 6, 2026; the posting may be filled before or after that date, and applications are accepted only while it remains active.

Requirements

Bachelor’s degree in marketing or a related field.
10 years of electrical industry experience.
5 years of sales management experience.
Experience coaching and managing processes, marketing plans, market research, statistical analysis, budget development, financial planning, and strategy.
Proven leadership skills.
Firm grasp of database management software and Excel.
Competence reviewing and interpreting basic financials.
Self-motivated and customer-focused.
Effective presentation skills with diverse audiences.
Strong written and oral communication skills.
Ability to work under pressure.
Analytical ability and sound judgment.
Ability to attain targets and develop a team.
Ability to mine and interpret data, with an analytical and strategic approach.
High standards of integrity and ethics.
Ability to support and encourage associates and bring positive energy to the organization.
Positive, can-do attitude and optimism.
Open-mindedness toward new ideas and effectiveness in introducing and implementing change.
Ability to develop strong business and personal relationships at all organizational levels.
Strategic planning skills and ability to communicate and implement plans across an organization.
Long-range vision and willingness to prioritize long-term gains over short-term wins.
Ability to perform the essential job duties and satisfy job requirements with or without reasonable accommodation.

Responsibilities

Build strong relationships with key vendors and suppliers to achieve growth objectives.
Build relationships with key customers within the utility segment.
Promote a culture across the area that supports the segment and overall business.
Work across the area and branches to grow segment and company business.
Understand customers’ industries, issues, opportunities, and key success factors.
Develop, communicate, and implement segment strategies that address customer needs, differentiate the company, and contribute to financial results.
Define and support sales training programs for staff.
Work with strategic manufacturing partners and their regional and local sales teams.
Grow segment gross margin and gross-margin percentage, and increase market share.
Identify, monitor, and communicate key performance metrics.
Create and monitor measurements to support achievement of the annual budget.
Define and oversee incentive compensation programs for sales teams.
Work with IT to customize and implement customer technology.
Manage co-op and Affiliated Distributors marketing programs.
Monitor customer, market, and competitive activity and provide feedback to leadership and other company functions.
Work with Marketing to establish supplier relationships and partner programs.
Prepare annual budgets, analyze variances, schedule expenditures, and initiate corrective actions to achieve financial objectives.
Promote the use of TCCM documentation and formal customer business reviews.
Develop executive relationships with top customers in the area.
Deliver financial results while supporting and inspiring associates, suppliers, and customers.
Maintain professional and technical knowledge through workshops, publications, networking, and professional societies.
Encourage participation in professional leadership and training courses and events.
Encourage industry participation on advisory boards or supplier councils and provide opportunities to network and encounter new industry ideas.
Perform other duties as assigned by a supervisor or designate.