Senior Regional Sales Manager – Southeast

This is a fully remote position, open to applicants in Alabama, +7 more locations.

📋 Description

• Drive profitable growth for CMI distribution transformers and components throughout the nine-state Southeast region.

• Take ownership of the regional bookings and margin strategy.

• Prioritize key accounts, manage selling efforts, and identify risks along with corrective measures.

• Formulate strategic account plans that encompass customer demand, supplier shares, contract renewals, decision-makers, product approvals, and opportunities for expansion.

• Oversee complex bids and negotiations for blanket orders and long-term supply contracts.

• Align pricing, escalation, warranty, delivery, and other commercial terms in collaboration with Finance, Operations, Engineering, and authorized approvers.

• Establish account coverage and growth expectations in partnership with independent sales representatives.

• Organize joint calls, assess pipeline and results, and address coverage gaps.

• Lead utility vendor qualification and specification development alongside Engineering and the components team.

• Identify approval requirements and uphold account-specific product acceptance plans.

• Ensure accurate pipeline data is maintained within CMI sales systems.

• Deliver timely bookings forecasts and clarify changes, risks, and lost business opportunities.

• Confirm delivery commitments prior to communicating dates or accepting orders.

• Escalate risks related to capacity, materials, approvals, and contracts through the appropriate channels.

• Manage commercial coordination regarding significant customer issues and monitor recovery initiatives.

• Provide regional market insights on inventories, purchasing strategies, competitor pricing, lead times, and specifications.

• Suggest pricing and account strategies backed by available data.

• Coordinate customer visits, business reviews, industry events, and technical discussions.

• Share account best practices and assist in the development of less-experienced sales team members.

⛳️ Requirements

• Bachelor’s degree in electrical or mechanical engineering, business administration, or a related field, or equivalent relevant technical sales experience.

• A minimum of 8 years of progressive experience in technical sales, business development, or account management.

• At least 1 year of experience in technical sales related to power systems or electrical distribution equipment, including electric utilities.

• Proven track record in managing a large, multi-state territory and complex utility accounts.

• Experience in developing strategic customer relationships and achieving bookings and profitability goals.

• Background in leading negotiations for utility supply contracts.

• Experience in managing relationships with independent sales representatives or distributors.

• Familiarity with distribution transformer applications, transformer components, utility specifications, procurement processes, and supplier qualification criteria.

• Strong commercial acumen, including pricing, margin analysis, contractual risk identification, and adherence to approval limits.

• Disciplined in account planning and forecasting.

• Proficiency in Excel, presentation software, and CRM or opportunity management systems.

• Capability to lead cross-functional teams without direct authority.

• Excellent communication skills with both technical and executive audiences.

• Ability to work independently from a remote office.

• Willingness to travel regularly throughout the assigned territory and to CMI facilities, including overnight trips and participation in customer or industry events.

• Skill in coordinating across time zones and adapting travel plans to meet customer and business requirements.

🏝️ Benefits

• Medical coverage.

• Dental coverage.

• Life insurance.

• 401k plan.

• Vacation pay.

• Competitive salary with eligibility for annual incentive bonuses.

• Tobacco-free facility.