Vice President Sales, Western Region

Vice President Sales, Western Region

INTRODUCTION

The Company is a utility service provider headquartered in the southeast US. Founded in 1990,
it has more than 17 years’ experience providing high quality metering, SCADA, and communications services for the electric utility industry.

The Company proudly staffs one of the largest teams of technically qualified Field Technicians serving the industry with 24/7/365 installation, maintenance and repair on substation and distribution
electronics. 

The Company specializes in providing turn-key AMR/AMI project services as well as other services aimed
at making asset owners smarter about those assts.  All of its Field Technicians are fully trained in the metering services that the Company provides.  All services are performed using the latest technology in
mobile computing:  GPS Mapping and Collection, Barcode Scanning, and Wireless Communications.  Its back office support is UNMATCHED in the utility industry.  Complete electronic reporting is provided for direct import into the client’s billing and AMR systems.  The Company has been selected by multiple utilities to provide technical installation services as part of AMI initiatives.

The Company is a service organization with objectives that include the utilization of their proven expertise in metering, mass meter deployment, testing and calibration laboratory services and data services to supplement and support their utility customers as they move forward in today's competitive industry. It approaches every project as a unique opportunity to combine field information technology and experience to provide sensible economic solutions to industry issues. The Company welcomes opportunities to find ways to enhance their customers' efforts and objectives. And, it demonstrates the ethics, integrity and conscience to serve as a valued partner to them.

POSITION SCOPE AND RESPONSIBILITIES: In this highly visible role, the VP, Sales will report to the SVP, Sales and be a member of the company’s executive sales team.  The VP, Sales will be responsible for the direction and management of all sales and business development operations in their region, including market/key account analysis, competitive positioning strategy, selling activities, new business development, key account management, among others.

More specifically, the Vice President, Sales will:

• Grow profitable sales by driving the development of accretive sales strategies.
• Ensure the  optimal implementation of these strategies and their relevant tactics to make or beat sales goals.
• Identify and penetrate new business targets and other sales growth opportunities.
• Analyze, evaluate and optimize the ongoing effectiveness of sales, methods, costs and results.
• Provide sales plans, budgets, etc. as required. Make or beat your numbers.
• Recommend policies and procedures to enhance operations.
• Be a role model for the company’s business values.

 TECHNICAL QUALIFICATIONS REQUIRED

 General:

• 10+ years in electric utility-related B2B service oriented sales. REQUIRED.
• 5+ of those years in sales a leadership role.
• 5+ of those years successfully selling technology- based services.
• Highly customer focused. A demonstrable track record of leading improvements in customer
       service/satisfaction.

Strategic:

• The demonstrable ability to accurately determine the needs of each customer or groups of customers.
• The demonstrable ability to tailor service offerings and support to meet these needs while
  maximizing their profit contribution to the company.
• The demonstrable ability to establish short and long term sales goals, objectives and determine
   optimal policies and operating procedures to achieve these goals.
• The demonstrable ability to develop and sell a unique selling/value proposition for the company’s
   service offerings which will resonate with current and targeted customers.
• The demonstrable ability to evaluate the company’s service offerings in terms of competitive
   position and develop strategies for sales and profit enhancement.

 Tactical:

• The proven ability to consistently achieve sales goals.
• The proven ability to establish annual and monthly sales objectives in coordination with the company’s business plan.
• The proven ability to provide an annual sales plan and provide timely updates, revisions and modifications.
• The proven ability to successfully develop and manage tactical sales plans including quotas and account objectives.
• The proven ability to maintain key customer relationships, plus implement necessary actions to expand the company’s customer base.
• The proven ability to manage overall sales processes, set and track to appropriate sales goals metrics.

TECHNICAL QUALIFICATIONS PREFERRED

• Technical understanding of  utility systems and devises from substation through the end use.
• Technical understanding of ommunications and IT systems.
• Successful selling experience to the electric utility industry, particularly IOU’s.
• Enjoys established contacts and relationships with potential electric utility customers and channel partners.

PERSONAL COMPETENCIES DESIRED

• Excellent communication skills.
• Excellent interpersonal skills.
• A proven leader/motivator of people.
• Proven professional perseverance i.e. mature, balanced, resilient.
• Highly driven to succeed.
• Highly organized and efficient.
• Establishes  a high set of accomplishment standards for himself/herself and their team.
• A proven ability to work collaboratively with colleagues and staff to create a results driven, team oriented environment.
• Flexibility  so as to effectively deal with a variety of issues/opportunities.

EDUCATION REQUIRED 

• BA in an  Engineering Discipline

 EDUCATION PREFFERED

•  MBA, or Masters in an Engineering Discipline