Sales Manager - Utility

Border States•Kansas City, KS

About The Position

The Sales Manager - Utility develops, communicates, and implements strategic sales and marketing plans to differentiate Border States competitively, grow revenue and margins, 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 maintains strong partnerships with manufacturers and their representatives. The position may be located in Wichita, Dodge City, Hays, Manhattan, Topeka, or Salina, Kansas, or St. Joseph or Kansas City, Missouri. The Sales Manager drives growth across the utility segment and the broader business, oversees segment strategy and sales training, and is directly accountable for gross-margin growth, gross-margin percentage, and market share. The role monitors business performance and budgets, manages incentive and marketing programs, develops executive customer relationships, and works with internal teams and strategic manufacturing partners to deliver customer-focused services and solutions. The position requires frequent travel and regular use of a computer and telephone. Physical activities include continuous sitting, desk work, computer and telephone use, hearing, repetitive motion, grasping, and fingering; frequent standing, walking, stair climbing, reaching, talking, and driving; and occasional lifting from the floor of items under 50 pounds, bending, crouching, kneeling, balancing, pivoting, pushing or pulling, and exposure to adverse weather or temperatures. The job description may change at the employer’s discretion. Employees must be able to perform essential duties with or without reasonable accommodation.

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, exercise analytical judgment, attain targets, and develop a team.
Ability to mine and interpret data and take an analytical, strategic approach.
High standards of integrity and ethics; supports and encourages associates and brings positive energy to the organization.
Open-mindedness toward new ideas and ability to introduce and implement change.
Ability to develop 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.

Responsibilities

Build strong relationships with key vendors, suppliers, and customers in the utility segment.
Develop 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.
Understand customers’ industries, challenges, opportunities, and success factors.
Develop, communicate, and implement segment strategies that address customer needs, differentiate the business, and contribute to profitability.
Define and support sales training programs for staff.
Collaborate with strategic manufacturing partners and their regional and local sales teams.
Drive gross-margin growth, gross-margin percentage, and market share within the segment.
Identify, monitor, and communicate key performance metrics.
Create and monitor measures to ensure annual budget achievement.
Define and oversee incentive compensation programs for the sales team.
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 report feedback to company leadership and other functions.
Work with marketing to establish successful supplier relationships and partner programs.
Prepare annual budgets, schedule expenditures, analyze variances, and initiate corrective actions.
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.
Provide opportunities to network and encounter new industry ideas at sanctioned functions.
Perform other duties as assigned by a supervisor or other designate.