Regional Director – Sales

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Develop and oversee quarterly regional sales strategies and campaigns, outlining the planned customer visits, key account meetings, forecasted orders, and strategic campaign activities for territory sales professionals.

• Collaborate with Channel Managers and Territory professionals to design and implement strategic business plans for Distributors.

• Employ consultative and insight selling strategies while supporting territory sales professionals in advancing existing sales opportunities, negotiating and closing deals, and increasing market share.

• Supervise the development of proposals and assist in crucial sales presentations to foster and enhance sales opportunities.

• Manage training initiatives for assigned territories, including onboarding new team members, GROW Program, and guided selling activities for TSII, VFII, EdgeRestore, etc.

• Represent S&C at industry events such as trade shows, conferences, presentations, meetings, and other related occasions.

• Participate in and present at important pipeline meetings, factory visits, industry gatherings, etc.

• Authorize quotations, discounts, margins, special offers, RMAs, and other approvals in accordance with the Delegation of Authority.

• Manage and approve blanket renewals and pricing schedules.

• Oversee legal evaluations and contract negotiations, supporting negotiations to achieve mutually beneficial terms.

• Build and maintain strategic relationships at a senior level with customers, leveraging in-depth knowledge of their challenges and unique requirements to position S&C as a strategic partner, and assist territory sales professionals in progressing, negotiating, and closing sales opportunities to enhance market share.

• Work with cross-functional teams (including sales enablement, commercial strategy, marketing, product development, and leadership) to ensure smooth coordination and alignment of sales activities with the regional sales strategy.

• Lead, motivate, and cultivate a high-performing team.

• Exemplify appropriate and professional workplace behaviors, addressing and mediating conflicts to restore harmony and foster a positive, healthy, and inclusive workplace culture in line with S&C's mission, vision, values, and guiding principles.

• Oversee departmental administrative processes for team members, including recruitment, onboarding, vacation management, performance reviews, performance improvement plans, and workforce/succession planning.

• Proactively define, monitor, and hold team members accountable for clear responsibilities and expectations, provide ongoing performance feedback—both positive and developmental, promptly address performance gaps, recognize and reward achievements, and initiate corrective actions and terminations as necessary.

• Encourage a culture that promotes the growth and development of team members, actively training, mentoring, and coaching them.

• Understand and adhere to all relevant Company policies and regulations.

• Supervise sales processes, methodologies, and tools, and eliminate obstacles to ensure the sales team operates efficiently and effectively.

• Authorize quotations, discounts, margins, special offers, RMAs, and other approvals in line with the Delegation of Authority.

• Provide insights and recommendations to the executive team to enhance the sales cycle.

• Communicate significant and/or time-sensitive key opportunities with manufacturing and planning to assess and manage capacity needs, secure production slots, and handle customer expectations and satisfaction.

• Serve as an advocate for Salesforce, including KPI reporting for assigned territories (updating/maintaining opportunity pipeline) and ensuring timely posting of relevant sales activities.

• Utilize Salesforce reporting tools and dashboards to track sales goals and report progress to the Regional Vice President, Director of Inside Sales, and other leaders.

• Create presentations and deliver updates at regional meetings on priority activities, sales budgets, forecasts, sales plans, and other relevant matters.

• Maintain a discount report and monitor discounts applied to the price list.

• Actively observe industry trends, competitor activities, regulatory changes, and emerging technologies and markets to refine strategic plans, inform product development efforts, and protect S&C's interests.

• Travel as necessary (primarily domestically with some international travel) to assist territory sales professionals with deal creation, closure, customer engagement, trade shows, and conferences, and provide off-hours business support.

⛳️ Requirements

• Bachelor's or Master's degree in Engineering, Business Administration, Sales, Marketing, or a related field (or equivalent experience).

• A valid driver's license in good standing and a clean driving record.

• A valid passport.

• Typically five (5) years of experience in sales leadership and strategic account management, or equivalent experience.

• Typically seven (7) years of experience in sales, key account management, business development, or a related field.

• Strong understanding of electrical power systems and a proven track record in sales within the electric power systems sector.

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

• Proven experience in developing sales accounts and generating new business opportunities, with the ability to align customer needs with a product portfolio.

• Strong knowledge of sales, market trends, and the competitive landscape, with an ability to evaluate these factors when formulating sales strategies.

• Excellent leadership abilities, with a talent for guiding, motivating, and delegating to achieve results, build teams and capabilities, embrace change, and uphold integrity.

• Exceptional business acumen, an entrepreneurial mindset, and analytical skills, with the ability to utilize and analyze data to make informed decisions, solve complex problems, and drive continuous improvement.

• Strong financial acumen and numerical proficiency to manage budgets, forecasting, and margins in a sales context.

• Proven experience in negotiating and finalizing complex, high-value deals.

• Outstanding communication skills (written, verbal, listening, and presentation) capable of engaging with internal and external stakeholders at all levels, from senior executives to support staff.

• Creative and persuasive in demonstrating how solutions address the needs of unique customers, and able to effectively present to various audiences, from small face-to-face meetings to large conferences and formal presentations.

• Exceptional interpersonal skills to build meaningful relationships founded on mutual trust and respect and to foster collaborative working relationships among diverse groups.

• Strong organizational, planning, and project management abilities, adept at coordinating internal and external resources and managing key account demands.

• Willingness to travel as required.

🏝️ Benefits

• Health and Welfare Benefits: Medical & Prescription, Dental, Vision, Health Care and Dependent Care Flexible Spending Accounts, Health Savings Account (HSA), Group Life Insurance, optional Supplemental Life and AD&D Insurance, Wellbeing Resources including Employee Assistance Program and Family Forming Benefits (i.e., Adoption and Fertility support).

• Leave Benefits: Vacation Time, Sick Time, Paid Holidays and Company Shutdown days, Short-Term Disability, Long-Term Disability, Other Leaves, Paid Parental Time, and Military Leave.

• Retirement Benefits: 401(k) Retirement Savings and Employee Stock Ownership Plan (KSOP) offering traditional and Roth 401(k) options and an Employee Stock Ownership Plan (ESOP) component; KSOP participants can receive annual ESOP company contributions of over 11% of eligible earnings (3% Core, up to 3.5% Match, Variable Periodic).