Role:
- Lead sales activities, focusing primarily on data centers and power backup generators. This includes prospecting and network development.
- Develop and execute sales strategies for each project stage, involving end-users, engineers, procurement, contractors, and distributors.
- Implement “pull” marketing tactics to generate qualified leads for prospecting and successfully close on these leads, managing the profit or loss of each job.
- Build long-term relationships with key individuals at targeted accounts, becoming a trusted advisor integral to their success.
- Provide guidance during the initial design phase and assist in developing project requirements, drawings, and specifications.
- Must be knowledgeable about industry power products (generators, ATS, paralleling switchgear, custom enclosures, etc.), relevant codes and standards (NEC, IEEE, UL, IBC, etc.), and overall on-site power system design and integration.
- Oversee the preparation and negotiation of project quotations for targeted accounts. Ensure the Sales Operations team, suppliers, and distribution network prepare quotes and preliminary drawings to meet customer requirements.
- Lead and participate in pre-quote project requirement meetings and project review meetings as needed.
- Actively promote the company at trade events and within associations.
- Collaborate with Marketing and Engineering to create, prepare, and present technical papers and other application-specific white papers for marketing collateral, trade journals, and conferences.
- Support the development and implementation of defined sales excellence initiatives (e.g., process, training, tools, sales presentations, account and project tracking, metrics, etc.).
- Provide guidance and support to assigned sales associates to enhance their sales acumen and overall sales growth.
Requirements:
- A B.S. engineering degree is required (BSEE or BSME), with an MBA or Professional Engineering License (PE) preferred but not required.
- Over 3 years of experience in the power generation or related industry, including direct sales on strategic/national accounts or equivalent experience as a consulting engineer, sales engineer, or applications engineer.
- Experience with data centers and emergency backup power.
- Proven leadership, results-oriented professional, an aggressive self-starter, and a solid communicator are essential.
- Some travel is required, depending on the territory size.
- Experience in designing and specifying emergency backup systems or proven technical acumen is preferred.
- Ability to network and build relationships, including active participation in professional trade organizations.
- Excellent verbal, written, and presentation skills.
- Must be a “high impact” individual able to establish instant trust and credibility with stakeholders, customers, and vendors.
- Demonstrated people skills are required to lead and motivate professionals in a matrix organization who are not direct reports.
- Ability to read construction documents, review technical specifications, and develop technical quotes is preferred.
