Vice President, Regional Sales - Eastern and Southern USA

Marmon Utility LLC

As a part of the global industrial organization Marmon Holdings—which is backed by Berkshire Hathaway—you’ll be doing things that matter, leading at every level, and winning a better way. We’re committed to making a positive impact on the world, providing you with diverse learning and working opportunities, and fostering a culture where everyone’s empowered to be their best.

At Marmon Electrical, we power a bright future for millions of people around the world. From homes to industries that shape lives, we deliver solutions that keep people connected and energized—and it all starts with you. We’re doing things that matter. Our electrical engineering solutions impact millions worldwide through safe and dependable energy supply. We deliver electrical solutions from the ocean depths to outer space. As part of Marmon, you’re helping keep millions worldwide healthy, connected and safe.

Marmon Utility LLC has more than 200 years of experience in the design, engineering, installation, manufacturing, and service of power cable, spacer cable systems, and polymer insulators. Our work strengthens and supports the electric power infrastructure of countries around the world.

With our trusted brands (Hendrix & Kerite), commitment to service, and relentless innovation, we’ve got what the utility industry needs to succeed. It’s our passion to support your work.

Why Join Us?

• Health Benefits effective day one (Health, Dental, Vision)

• Holiday pay effective day one

• Vacation and Personal Time Off (prorated & accrued)

• Tuition Reimbursement

• Employee Discount Program

• Six Sigma & Lean Training

• Learning & Development Training

The Regional Vice President plays a crucial role in driving sales strategy and growth for Marmon Utility in Southern and Western market region. This includes developing and executing a comprehensive sales strategy to increase market penetration and achieve growth targets. The focus is on Power Utility products, ensuring both qualitative and quantitative sales targets are met in a profitable manner. This involves driving order growth, revenues, profitability, market share, sales productivity, and customer satisfaction. The Regional Vice President takes a proactive approach in leading, developing, and coaching the sales organization within the region. This involves implementing key marketing strategies and fostering a high-performance culture to exceed sales targets. Additionally, the Regional Vice President is responsible for creating and executing sales strategies, as well as managing the sales budget for the region.

ESSENTIAL JOB FUNCTIONS

Leadership

As a member of the company leadership team, the Regional Vice President will contribute to fostering a cohesive and unified environment within the organization. This includes instilling a shared sense of common company goals, company message, and a deep understanding of the business mission. Additionally, the Regional Vice President will promote a strong commitment to teamwork among all employees.

By actively participating in the leadership team, the Regional Vice President will collaborate with other executives to align strategies, initiatives, and objectives across the company. This collaborative approach will help ensure that all departments and teams are working towards a common vision and are aware of the overall direction of the business.

Furthermore, the Regional Vice President will play a key role in communicating and reinforcing the company's message and values to employees at all levels. This will help create a unified understanding of the organization's mission and foster a sense of shared purpose among team members.

Through effective leadership and communication, the Regional Vice President will contribute to building a strong and cohesive company culture that promotes teamwork, collaboration, and a commitment to achieving common goals.

People Development
Dedicated to fostering the growth and ongoing improvement of your team members, you serve as a mentor and teacher, utilizing modern sales strategies.

Collaborating with internal team members, you ensure a successful onboarding and implementation process for new clients. Your focus is on training the team in consultative and insight selling skills by establishing comprehensive KPIs, emphasizing a solutions-focused approach rather than a product-centric one.
In addition, you take charge of recruiting, managing, and coaching teams of Regional Sales Managers (RSMs), providing support in identifying prospects and expanding reach within existing accounts. By implementing these strategies, you contribute to the overall success of the team and drive business growth.

Sales Expansion & Penetration
As a sales professional, you are responsible for developing effective sales strategies to achieve both the region's total revenue target and individual revenue targets. This includes managing the entire sales cycle, from lead generation to solution design, contracting, and implementation. You set the sales direction and priorities, ensuring alignment with overall sales strategies.
Building and managing relationships with key customers is a crucial aspect of your role, as you seek to cultivate new business opportunities that align with the company's strategies. Following a strategic plan, you consistently exceed performance expectations by identifying, developing, and closing new account opportunities. This may require travel to visit prospects and clients, as well as supporting business development initiatives.
You take the lead in conducting in-person client presentations to VP and senior-level executives, showcasing information discovery sessions, product demonstrations, and proposals. Additionally, you establish and maintain strong relationships with senior executives at IOUs and Public Power businesses. By engaging with prospects, you gain a deep understanding of their unique pain points and develop compelling business cases to meet their needs.
In collaboration with the Marketing team, you oversee market segmentation, sales processes, forecasting, and pipeline management, ensuring adherence to Marmon Utility procedures. You also contribute to the creation of regional business/marketing plans and marketing events. Consistency in delivering a unified message about the company's products, service, and quality to customers is a priority.

Identifying new products and sales channel opportunities is another aspect of your role, requiring collaboration with the Marketing and Engineering teams. Your feedback from the field helps shape future development, and you provide valuable input on market awareness and customer requirements.

In addition to your managerial responsibilities, you maintain several personal target accounts and support the team in increasing total market share within the region. Your goal is to achieve a greater share of the market with all accounts in the region. This may involve creating and participating in presentations, proposals, discussion documents, and other sales activities as needed.

Reporting

Ensure the provision of timely and accurate forecasts, as well as a clear understanding of sales and revenue performance, by actively managing your pipeline of opportunities. This involves consistently updating market activities, key metrics, competitor information, sales team activities/results, and priorities. It is essential to track all opportunity and customer details, including use case, purchase time frames, next steps, and forecasting, within the company's Customer Relationship Management (CRM) system.

Leveraging the data available in the CRM, you can construct, forecast, and effectively manage sales activity to drive pipelines and meet revenue targets aligned with the company's goals. By utilizing the CRM's insights, you can make informed decisions and take proactive measures to optimize sales performance and achieve desired outcomes.

EDUCATION, EXPERIENCE AND KNOWLEDGE QUALIFICATIONS

• Four-year college degree from an accredited institution, or equivalent successful experience in the power utility industry. Master in business administration (MBA) or equivalent preferred.

• 10+ years’ experience working in the manufacturing of products and services for the Power Utility Industry (Wire and Cable industry experience is a plus).

• A minimum of 5 years of experience in sales team management is required. This experience should demonstrate your ability to effectively lead and oversee a medium to a large sales team, driving them towards achieving sales targets and objectives.

• High proficiency with technology, especially CRM applications. Ability to use data and quantitative analysis to manage people and process.

• Excellent customer service skills

• Impeccable verbal and written communication skills

• Must be a team player able to solve problems collaboratively.

• Must be a structured thinker with ability to identify and address problems based on data rather than opinion or bias; analytical, organized, and oriented toward problem solving.

• Positive attitude and ready to contribute.

• High integrity and sense of accountability.

• Job may require up to 40% travel

• The position requires that the candidate resides within the continental region of the Southern or Eastern United States.

Pay Range:

140,000.00 - 210,000.00

We offer a comprehensive benefits package that may include medical, dental, vision, 401k matching, and more!

Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.