Utility Area Sales Manager - Northeast Region
About The Position
The Utility Area Sales Manager - Northeast Region is responsible for managing a customer base, sales resources, products, and channels to market to achieve planned results for the district. This individual will provide leadership and development to a sales team consisting of sales professionals, sales reps, and the distributor channel. Expected results include growth in sales and market share, channel development, and developing talent within the district. The role involves managing account relationships at various decision-making levels, coordinating executive meetings, developing strategic sales plans, and leading the execution of these plans. It also includes leading account opportunities, managing key account negotiations, establishing business goals, conducting market analysis, and providing customer feedback for product development. The position requires demonstrating the Eaton Culture Model: Think Big, Act Boldly, Win Together.
Requirements
- Bachelor’s degree from an accredited institution
- Minimum seven (7) years electrical industry sales/marketing and/or engineering experience
- Possess a valid driver’s license
- Must be able to work in the United States without corporate sponsorship now and within the future
- Candidates must reside within 50 miles of Boothwyn, PA; Moon Township, PA or New York, NY (Active-Duty Military Service members are exempt from this limitation).
Nice To Haves
- Bachelor’s degree in Electrical or Mechanical Engineering
- Manager of people experience
- 10+ years of electrical industry sales experience
- Utility T&D sales or marketing experience
- Previous experience managing people and channels
- Superior knowledge of sales techniques, customers, customer relations and employee development
- Strong knowledge of managing products, product applications and distribution channels
- Significant sales presence such as that the candidate can clearly command in difficult sales situations
- Experience in growing sales and market share, channel development and developing employee talent
- Experience with contract negotiations
Responsibilities
- Manage account relationships, which involves account resources at appropriate decision-making level with titles up to and including C-level executives; conduct an on-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business
- Coordinate executive level and new campaign meetings for the assigned region and customers and clear relationship “roadblocks”
- Develop and coordinate implementation of single, action-oriented, strategic sales plan including input from all members of the account sales team, field application engineers and service and support team assigned and associated with the account
- Manage the execution of the strategic account plan, providing required status and results reporting on a monthly, quarterly and annual basis
- Lead and drive account opportunities identification, pursuit and closure, which involves applicable products, systems, solutions and services; provide necessary, company-wide visibility to the assigned account opportunity pipeline and include this critical information in all required status and results reporting
- Lead, develop and manage key account negotiations – standing agreements or transactional, including terms & conditions, pricing, service level agreements, etc.
- Lead the establishment of annual and quarterly business goals/quotas for the global account team and provide necessary input for goal measurement for account sales team
- Conduct account marketing analysis such as customer needs analysis to ascertain customer needs and objectives
- Provide specific voice of customer feedback to appropriate product, system, solution and service business leaders for future product development, quality, modification, customer satisfaction and other purposes; lead customer relationship review process (CRR) activities for assigned account
- Demonstrate the Eaton Culture Model: Think Big, Act Boldly, Win Together.
Benefits
- Health and Welfare benefits
- Retirement benefits
- Programs that provide for paid and unpaid time away from work
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What This Job Offers
Job Type
Full-time
Career Level
Manager
