Sales Manager - Utility

Border States•Nashville, TN

About The Position

The Sales Manager - Utility creates, communicates, and implements a strategic sales and marketing plan to differentiate the company competitively, drive top- and bottom-line growth, and support long-term sustainability. The role coaches and develops Branch Managers and Account Managers, builds relationships with senior decision-makers at key and target customers, and establishes strong partnerships with manufacturers and their representatives. The position may be located in Nashville, Clarksville, Cookeville, Hendersonville, Lebanon, or Murfreesboro, Tennessee, or Jacksonville, Arkansas. The application deadline is November 6, 2026, although the role may be filled before or after that date while the posting remains active. The Sales Manager is responsible for growth in gross margin, gross margin percentage, and market share within the utility segment. The role works across the area and its branches to understand customer needs, develop and implement segment strategy, support sales capability, monitor performance, and achieve financial objectives. It collaborates with customers, suppliers, manufacturing partners, marketing, IT, and company leadership. The job includes frequent travel and driving. Border States is a 100% employee-owned electrical supply distributor with approximately 130 locations in 31 states. The company offers a competitive benefits package and provides bonuses to employee-owners when branch and company goals are achieved.

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 in reviewing and interpreting basic financial statements.
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, and to work analytically and strategically.
High standards of integrity and ethics.
Ability to energize, support, and encourage associates.
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 essential job duties and satisfy job requirements with or without reasonable accommodation.

Responsibilities

Build strong relationships with key vendors, suppliers, and customers in the segment to achieve growth objectives.
Drive a culture across the area that builds momentum for the segment and the overall business.
Work across the area and its branches to grow segment and company business.
Develop a thorough understanding of customers’ industries, issues, opportunities, and key success factors.
Build, communicate, and implement a segment strategy that supports customer needs, provides competitive differentiation, and contributes to bottom-line results.
Define and support sales training programs that help staff reach their potential and support company objectives.
Work with strategic manufacturing partners to foster close relationships with regional and local sales teams.
Manage gross margin growth, gross margin percentage, and market share within the segment.
Identify, monitor, and communicate key performance metrics.
Create and monitor measurements to ensure the annual budget is achieved.
Define and oversee incentive compensation programs that motivate the sales team to achieve company and segment objectives.
Work with IT to customize and implement customer technology.
Manage co-op and Affiliated Distributors (AD) marketing programs.
Monitor customer, market, and competitive activity, and provide feedback to company leadership and other functions.
Work with marketing to establish successful supplier relationships and partner programs.
Prepare an annual budget, schedule expenditures, analyze variances, 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 bottom-line results while supporting and inspiring associates, suppliers, and customers.
Maintain professional and technical knowledge through educational workshops, professional publications, personal networks, and professional societies.
Encourage participation in professional leadership and training courses and events, industry advisory boards or supplier councils, and sanctioned networking opportunities.
Perform other duties as assigned by a supervisor or other designate.