March 28, 2024
Electric Energy Jobs

Southeastern Regional Sales & Applications Manager

Organization:
Beckwith Electric Company
Region:
United States, Florida, Largo
End of contest:
January 31, 2018
  This job posting has expired
Type:
Full time
Category:
Manager
Description
Summary

 

The candidate should possess sales and application engineering experience in the electric power utility industry. Markets served are Electric Utilities (IOU, Muni, Coop, Government) and Heavy Industrial Electric Power Users, plus the Consultants and OEMs that service and supply them. Sales are made through Regional Sales and Application Engineering Managers and independent sales representatives. Ability to manage independent representatives active in various markets including Electric Utilities (IOU, Muni, Coop, Government) and Heavy Industrial Electric Power Users, plus the Consultants and OEMs that service and supply them. Electric power system knowledge a must, experience with power distribution system technology and system protection highly desirable.

Essential Duties And Responsibilities

  • Promoting, developing and preserving the image of Beckwith Electric and its operating divisions within his/her assigned territory.
  • Work closely with customers on electric power system applications of Company technology, integrated with technologies of others where necessary.
  • Ensuring full sales support and customer knowledge for all Company products and services within his/her assigned territory.
  • Attainment of sales goals and objectives is to be obtained through independent sales agency originations except for authorized "House Accounts".
  • Personal accountability for continued sales and service to every "House Account" and OEM in his/her territory.

Technical

  • Assist customers with Beckwith Electric Company's products, specifications and applications through visits, demonstrations, training courses and telephone contact.
  • Contributes to product specifications, application notes and testing of user software and literature.
  • Understands and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE and CE and California Rule 21 where applicable.
  • Overcomes technical and business objections of prospective and current customers by:
    • Providing technical solutions based on power system expertise
    • Possessing application knowledge of the Company's and competitors' product strengths and weaknesses.
  • Contributes to product development ideas by understanding customer application needs and translating those needs into new product or product enhancement, or alliance partner venture recommendations.
  • Works closely with Marketing, CEO, Customer Technical Support, the Director of Sales and other Sales staff to identify new ideas for applying Company's products.

Sales Agency Responsibilities

  • Evaluate, establish and maintain a network of independent sales agents to provide total coverage for all products and services offered by the company for those customers involved in the generation, transmission and distribution of electrical power within his/her assigned territory.
  • Meet or exceed established quota for bookings and/or sales for his/her assigned territory.
  • Work with Senior Contracts Manager to keep agent contracts on a current basis with regard to terms, commissions, products, services, territories and accounts.
  • Keep Sales, Marketing, the Director of Sales and other Company personnel informed of agent assignments, changes, etc.
  • Ensure implementation of current Company policies and procedures for agency operations; make additional policy and procedure recommendations to the Director of Sales as needed.
  • Apply systematic reviews to evaluate all agencies under his/her jurisdiction for compliance with established procedures; use review results to identify sales training programs essential for agency development.
  • Bear responsibility for keeping agencies informed of all relevant Company goals, objectives, personnel changes, policies and procedures, etc.
  • Provide appropriate sales training for all authorized "House Accounts" by serving as first level representative for sales.
  • Accept the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities including appropriate follow-up actions.

Marketing Responsibilities

  • Assign, direct, and support the efforts of agents to maintain thorough coverage for all users, consulting engineers, OEMs, distributors, or other sales channels involved in the generation, transmission, and distribution of electrical power.
  • Convey market intelligence to the Director of Sales.
  • Integrate Company strategies through his/her assigned agents to achieve objectives, goals, and pursue tactics that target market and account penetration.
  • Establish and maintain sales forecasts for assigned accounts, agencies, and total territory that provide information for use in:
    • Determining sales quotas for his/her assigned territory and sales agencies
    • Production Control planning for input to its manufacturing schedule
  • Develop bookings and /or sales quota assignments for his/her agencies that concur with the Director of Sales's objectives.
  • Identify and develop market segments and customer accounts required to meet the Company goals and objectives for bookings and sales; ensure that the agencies assist in the development of these accounts or recommend they become "House Accounts".
  • Recommend and implement specific sales programs to promote the sale of Company products and services, to strengthen the agency sales operation with customers.
  • Accept the lead role in directing or providing follow-up to sales leads generated through promotional programs, market research, or quotation activity.
  • Conduct product presentations and demonstration as required that promote the Company's capabilities to gain acceptance by the customers.

Administrative Responsibilities

  • Supervise agents within assigned territory.
  • Accept primary responsibility for proper flow of market intelligence with particular emphasis on trends, competitive activities, pricing, delivery, and technical differences.
  • Accept responsibility to provide assistance where necessary in unusual circumstances for establishing customer credit and collection of receivables.
  • Keep catalog and customer mailing lists current.
  • Control sales expenses to meet budgets and maintain a proper ratio between selling expenses and sales for his/her assigned territory.
  • Present and recommend a course of action to the Director of Sales regarding potential solutions for problems existing between customer, agency, and Company policies and procedures.

Additional Responsbilities

  • Conduct market research, customer interviews, and other special projects as may be required for planning or necessary to achieve Company objectives and goals when requested by the CEO, President, or Director of Sales.
  • Manage the Southeast Regional Sales territory in a manner that operates within the established budget.
  • Meet annual sales objectives as assigned by the Director of Sales.

In order to ensure success, it is expected that travel into the territory would be no more than 2 weeks a month. Observations over the years show that when RSAM's travel too little, sales go down, and when they travel too much sales go down. Therefore, the time in between travel can be spent on essential phone and e-mail follow-up directly with customers, always involving your representatives, to ensure that the issues and opportunities that were discovered in the travel are pursued and not wasted. Furthermore, it is expected that you will manage and direct the in-depth resources of CTS, Marketing, Engineering, BSE, the Director of Sales, the President, and the CEO of Beckwith Electric to travel into your region to achieve your goals without having to go yourself. Essentially you are sending "special teams" onto the field when needed. The Team works for you.

EDUCATION and/or EXPERIENCE

  • BS/BA in Engineering, preference in Electrical Engineering, or equivalent experience and 10 years' experience or knowledge in various phases of sales forecasting, planning, promotion and training.
  • Experience working and supervising independent sales agents.
  • Field sales or product application with successful field sales experience.
  • Familiarity with the current laws, regulations and commercial aspects of importing and exporting, such as knowledge of letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency hedging, etc.
  • Knowledge of Company products and services and their applications in the industry of generation, transmission and distribution of electric power, and power quality.
  • Knowledge of competitive products, services and marketing practices.
  • Thorough knowledge of the application of domestic and international electrical standards, such as UL, IEC, ANSI, IEEE and CE, and local laboratory certificate requirements.
  • Ability to write and publish technical papers.
  • Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint.

Our Compensation Package includes a Competitive Salary, Paid Vacation and Holidays, Profit Sharing, 401(k) Plan, Health, Dental, Vision, and Life Insurance, Short and Long Term Disability, Flexible Spending Accounts, Employee Assistance Program (EAP), Corporate Chaplain and Educational Assistance.

  • Email: jobs@beckwithelectric.com using reference Job# RG170026
     
  • Mail: Human Resources Job# RG170026
    Beckwith Electric, 6190 118th Avenue North, Largo, FL 33773
     
  • Fax: (727) 545-7612, Attn: Human Resources, Re: Job# RG170026
     
  • In Person: 8:00 a.m. to 4:30 p.m., Monday through Friday
    Beckwith Electric, 6190 118th Avenue North, Largo, FL 33773

Click here to view the full job posting.

Contact

Beckwith Electric Company

6190 118th Ave North

Largo

Florida United States

www.beckwithelectric.com


 From the same category : manager