Territory Sales Engineer

S&C Electric Company•Chicago, IL

2d•Remote

About The Position

As an S&C Electric team member, you’ll work on projects that have real-world impact. You’ll help transform the grid for resilient and reliable power worldwide. S&C has more than a 100-year history of innovation and has been 100% employee-owned since 2012. We continue this legacy as a trusted, forward-thinking leader in the electrical industry. You will advance a safer, more reliable, and more resilient electrical grid. Our products help the grid adapt to severe weather and transition to clean energy. We’re big enough to be a respected industry leader but small enough for you to impact our company directly. Our commitment gives you opportunities to impact on and off the job positively. Join S&C to make an impact on tomorrow’s energy challenges and become an employee-owner! Hours 8:00 am – 5:00 pm (Mon-Fri) Remote Compensation At S&C, we are dedicated to providing competitive and equitable compensation for all our team members, and we are committed to transparency in our pay practices. The estimated annual base salary range for this position in the United States is $105,940 - $140,375.8 Individual pay within this salary range is determined by several compensable factors, including performance, knowledge, job-related skills and experience, and relevant education or training. Please note this role may also qualify for sales-related compensation. Join Our Team as a Territory Sales Engineer! Are you passionate about Sales Engineering ? S&C Electric Company is seeking a dynamic individual to join our Western Sales function. As a Territory Sales Engineer you’ll be crucial in ensuring smooth operations and supporting our diverse team. The Sales Organization is responsible for selling S&C products, services and solutions across a broad customer base from customer-owned and investor-owned electric utilities, commercial & industrial (C&I) customers, government agencies, distributors, contractors, consultants, and original-equipment manufacturers (OEMs). The sales organization’s objectives include generating revenue, expanding market share and driving business growth. The Territory Sales Engineer is responsible for maintaining customer relationships and achieving sales growth and market share within a defined geographic territory by coordinating activities spanning the entire sales cycle (forecasting, account planning, sales metrics, order management, etc.). This individual uses foundational and practical product, market and customer knowledge to specify, apply, market, and sell S&C’s product portfolio and services to customers in the defined territory. Working across a broad customer base from customer-owned and investor-owned electric utilities, contractor and industrial customers, consultants, and distributors, the Territory Sales Engineer collaborates with professional engineers and other customer representatives to provide sales engineering support, identifying and implementing solutions that meet customer needs.

Requirements

Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
Typically two to three (2-3) years of relevant experience within the electric power industry, selling to electric utilities or equivalent experience
Valid driver's license in good standing and clean driving record
Practical knowledge of electrical power systems and MV distribution networks
Strong customer orientation and focus to develop and maintain customer engagement and relationships
Experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electric power systems, engineering or technical manufacturing industry
Financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals
Proficient communication skills (written, verbal, listening and presentation), able to articulate technical concepts clearly and concisely and use persuasive communication to influence a diverse range of professional-level stakeholders
Foundational presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions and group meetings or presentation
Sound interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
Practical business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve issues and leverage data and learnings to drive continuous improvement
Proven experience in negotiating and closing straightforward mid-value deals
Strong organizational, planning and project management skills, coordinating internal resources and juggling key account demands
The ability to travel as required (up to 80%, primarily domestically with some international travel)

Nice To Haves

Demonstrated experience in CRM systems (Salesforce desirable), maintaining and leveraging data for reporting purposes
Proficient computer skills, including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)

Responsibilities

In coordination with senior team members and leadership, create and implement sales plans for accounts in the assigned territory, detailing planned customer visits, key account meetings, forecasted orders and strategic campaign activity
Initiate sales forecasts and budgets for the assigned customers in the territory with support from leadership, establishing a future pipeline of opportunities to meet targets successfully
Build and nurture relationships with existing and prospective customers to understand their needs and provide tailored solutions
Identify and pursue new business opportunities through proactive prospecting and lead-generation activities
Serve as the primary point of contact for general customer inquiries and technical support requests and escalate complex needs to more senior team members or leadership for support and guidance
Conduct regular client meetings (Engineer level), presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings to promote and build momentum for sales opportunities
Utilize consultative and insight selling techniques to convey key messages, introduce new solutions, and progress sales opportunities to secure/grow market share
Negotiate and close straightforward and repeat sales opportunities, leveraging support from leadership for complex deals where required
Represent S&C at industry events, including trade shows, conferences, presentations, meetings and other related events
Collaborate with applications support (automation and/or C&I) to customize solutions or address specific customer requirements
Collaborate with cross-functional teams (including sales enablement, marketing, applications, etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan
Collaborate with the Distribution Channel Management team and develop plans to ensure optimal coverage of the entire territory
Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce
Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction
Generate regular sales reports, forecasts, and analyses to track and report on performance against targets and identify areas for improvement
Present formal updates to leadership, providing a comprehensive overview of high-priority activities, sales budgets, forecasts, sales plans, updates, etc.
Stay abreast of new product developments and emerging technologies to enhance knowledge and expertise continuously
Provide feedback to the sales leadership on market trends, competitive insights, and customer feedback to inform strategic decision-making
Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C’s products and services effectively
Travel as needed (up to 80%, primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support
Understand and comply with all applicable Company policies and rules