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S&C Electric Company · 23 hours ago

Regional Vice President

Chicago, IL

Full-time

Hybrid

Director/Executive

$166K/yr - $220K/yr

10+ years exp

S&C Electric Company is a trusted leader in the electrical industry with over 100 years of innovation. The Regional Vice President will lead the development and execution of strategic sales plans, drive revenue growth, and foster long-term customer relationships within a defined geographic region.

ConsultingCyber SecurityElectronicsEnergyManufacturing

Comp. & Benefits

Responsibilities

Develop and implement a long-term comprehensive sales strategy and business plan for the region consistent with S&C's strategic objectives

Quantify and analyze market sizing, accessibility and market trends to identify the total potential demand (including total addressable market, serviceable addressable market and serviceable obtainable market) for S&C products

Use data to inform strategies for addressing the market, capturing new opportunities, and developing action plans

Drive revenue growth by exceeding sales targets and expanding S&C’s market share within the region

Monitor and report on sales performance metrics, making data-driven decisions to optimize results

Direct sales forecasting activities, establish a future pipeline and set performance goals accordingly

Proactively monitor market sizing, accessibility, industry trends, competitor activities, regulatory changes, and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge

Utilize market insights to develop and update sales strategies and how to address the market, inform product development initiatives and direct the sales activities of the team

Use market sizing data to identify and track the potential audience, revenue and growth

Develop, manage and track the sales budget for the region, ensuring accurate forecasting and allocation of resources to maximize ROI and achievement of performance targets

Analyze Key Account activities and data to monitor and report on sales performance against budget and advise of changes to the expected budget as needed

Cultivate strong strategic relationships with key customers and decision-makers at the executive level, leveraging intimate knowledge of their unique needs and pain points to progress, negotiate and close sales opportunities and secure/grow market share

Lead executive outreach activities including representing and presenting in executive sales meetings, presentations and other customer engagements

Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events

Network, build and nurture strategic customer relationships at the executive level to generate leads and opportunities, and establish mutually advantageous business opportunities that drive success and growth for all parties involved

Develop and align key account management (KAM) strategies with the overall objectives of the region and sales organization and direct operational program activities

Lead executive outreach activities and represent S&C in executive sales meetings, presentations and other customer engagements with key accounts

Direct KAM operational activities and foster collaboration between Key Account Managers, Territory Managers, Key Customer Business Development Directors and other S&C leadership to service the customer to expected standards

Oversee key account contracts and agreements, initiate legal reviews and negotiate mutually favourable terms

Lead, inspire, and develop a high-performing team

Role model appropriate and professional workplace behaviors, address/mediate conflicts to restore harmony, and support a positive, healthy and inclusive workplace culture in accordance with S&C's mission, vision, values and guiding principles

Manage administrative team member processes including but not limited to recruitment, induction, vacation management, performance reviews, performance improvement plans, and workforce/succession planning

Proactively establish, monitor, and hold team members accountable to clear responsibilities and accountabilities, provide ongoing performance feedback, both positive and developmental, address performance gaps promptly, recognize and reward achievements, and initiate decisions for corrective actions and terminations where required

Foster a culture that supports the growth and development of team members and proactively trains, mentors and coaches team members

Understand and comply with all applicable Company policies and rules

Collaborate with cross-functional teams (including sales enablement, commercial strategy, marketing, product development, Leadership etc.) to ensure seamless coordination and alignment of sales efforts with overall strategic initiatives and regional sales strategies and business plans

Oversee sales processes, methodologies, and tools and remove roadblocks to ensure the efficiency and effectiveness of the sales team

Approve quotations, discounts, margins, special offers and other approvals in line with the Delegation of Authority

Provide insights and recommendations to the executive team to optimize the sales cycle

Communicate major and/or time-sensitive key opportunities with manufacturing and planning to evaluate and manage capacity needs, secure production slots and manage customer expectations and satisfaction

Act as a champion for Salesforce, monitor sales activities and updates within the CRM and leverage Salesforce reporting tools to track sales goals and report out to the team and leadership on progress

Attend leadership and sales meetings to discuss high-priority activities, sales budgets, forecasts, sales plans, updates etc

Travel as needed (primarily domestically with some international travel) to assist team members with deal creation, closure, customer engagement, tradeshows and other conferences, and provide off-hours business support

Qualification

Sales LeadershipStrategic Account ManagementElectrical Power SystemsBusiness DevelopmentCRM SystemsData AnalysisNegotiation SkillsLeadership SkillsCommunication SkillsInterpersonal SkillsOrganizational Skills

Required

Valid driver's license in good standing and clean driving record

Typically seven (7) years of experience in sales leadership and strategic account management or equivalent experience

Typically ten (10) years experience in sales, key account management, business development or related field

Proven track record of success in sales leadership with strong skills in leading end-to-end regional sales strategies, conception through implementation

Demonstrated success in leading and motivating a geographically dispersed sales team to meet and exceed revenue, market share and other performance metrics

Expert knowledge of electrical power systems and demonstrated success in sales leadership within the electric power systems industry

Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies

Expert business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement

Expert financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment

Proven experience in negotiating and closing complex, high-value deals

Excellent communication skills, (written, verbal, listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff, creative, persuasive and compelling in communicating how solutions meet the needs of each unique customer, and able to successfully present to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations

Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect, navigate and resolve conflict, moderate behaviours and foster collaborative working relationships amongst a diverse audience

Excellent leadership skills with an ability to lead, guide, motivate and delegate to deliver results, build teams and capabilities, embrace change, drive decisions and results, embrace culture and inclusion and exhibit integrity

Advanced organizational, planning and project management skills, coordinating internal and external resources, creative problem-solving when obstacles arise, and juggling a heavy volume of diverse projects, including both strategic and tactical assignments

The ability to travel as required