Regional Sales Manager- Southeast (remote)

at  GeoTek

The Regional Sales Manager (RSM) is an integral part of our collaborative commercial organization, working cooperatively with Marketing, other RSMs, and Inside Sales Representatives (ISRs) to manage and grow revenue for the PUPI crossarm and Alliance light pole Brands at Electric Utility customers in the South/East. This position will manage a network of manufacturers’ representatives and establish and maintain relationships at existing end-users and distributors in order to grow profitable sales revenue. The Regional Sales Manager will also support pricing analysis and proposal generation in cooperation with Marketing and Business Management for each respective Brand. The position reports to The Sales Director South/East, but in our team environment will also have close contact with the Marketing Manager, PUPI Business Manager, Alliance Business Manager, Operations, Finance, Procurement, and Applications Engineering staff. GEOTEK is a growing company with a strong market position, providing a high-potential candidate the opportunity to make an immediate impact on the business with ample opportunity for future career growth. This role is ideal for a sales professional with strong analytical (pricing, forecasting) and sales management skills (managing agents, relationships at key accounts, proposal generation).

REQUIRED SKILLS

• Ability to build strong cross-functional relationships at customers in order to understand and deliver customer value.
• Ability to navigate the complex value chain common to selling to electrical utilities; leveraging manufacturer’s representatives, understanding distributor influence, and engaging with end users in order to maintain preferred product position.
• Demonstrated capability of successful cross-departmental collaboration, possessing the ability to understand multiple points of view in order to create solutions that meet both customer and business needs.
• 2-5 years’ experience of demonstrated success in Sales, Marketing, or Engineering within an industrial or manufacturing company, with the ability to articulate an understanding of and interest in the other two functions.
• Excellent communication skills, verbal and written; including setting customer meetings, presenting a position, and capturing follow-up.
• Ability to review pricing and margin data analytically, and make proposals based on both quantitative factors as well as qualitative long-term implications for account strategy.
• Understanding of forecasting techniques and related practical analysis.
• Ability to collaborate with a small team of Inside Sales professionals in a largely horizontal sales organization.
• Knowledge of the utility industry preferred, but not required.
• Competence in MS Office applications, especially MS Excel.
• Bachelor’s degree in business or engineering related fields required.

WHO WE ARE

For over 30 years, GEOTEK has been internationally recognized for industry leading composite technologies, engineering, and service. The company has grown PUPI® into the leading global provider of fiberglass crossarms and is committed to adding and developing other market-leading composite brands for the world’s infrastructure. The company was founded in 1990 to manufacture and market Common Sense Fencing and other pultruded fiberglass products. Early on GEOTEK also began producing utility composite crossarms for Pultruded Utility Products, Inc., a company it acquired in 2000 and renamed Pultruded Utility Products International (PUPI) to reflect the global opportunity for these products. PUPI (pronounced “puppy”) is a brand of GEOTEK. Using proprietary processes and several patented inventions, GEOTEK manufactures and distributes engineered fiberglass composites that are used by the transmission and distribution power lines and substations. The company is well positioned for sustained growth and profitability through market expansion and new product offerings.

ESSENTIAL FUNCTIONS

• Account Management
• Maintain business and secure incremental growth at existing customers.
• Provide direction to, set expectations for, and structure formal updates from Manufacturer’s Representatives.
• Facilitate engineering discussions and product recommendations for customers.
• Cultivate long-term working relationships within end-users and distributors.
• Understand and communicate PUPI and Alliance differentiated value propositions to customers.
• Train and support agents to understand and communicate PUPI and Alliance value propositions.
• Pricing and Forecasting
• Review margins and competitive positioning to properly price accounts relative to the value of our products.
• Propose and administer customer pricing under a defined Delegation of Authority.
• Manage quarterly forecasting and usage projections at accounts.
• Collaboration with Inside Sales Representatives
• Work with ISR’s to effectively manage order entry and quote requests for your customers.
• Assist in complex order scheduling and requests for expedites.
• Assist with identifying customers requiring safety stock or other custom service agreements.
• Territory Support; collaboration and cooperation to meet goals
• Track and meet established KPIs for sales volumes and margins within the territory.
• Support Sales Director in mobilizing resources to propose and close key accounts and projects.
• Assist in growing trusted relationships with peers in Engineering, Operations, Procurement, Scheduling, and Finance within GEOTEK.

OUR PURPOSE

As the global leader in composite crossarms, we aim to broaden our engineered composite products in infrastructure applications with light poles and beyond.