Senior Regional Accounts Manager

Powell is actively searching for an experienced sales professional to support the strategic growth of our Automation and Asset Management Solutions. 

The Senior Sales Executive role at Powell is responsible for achieving sales targets by creating and cultivating business relationships along with opportunities within a defined set of target accounts and industries.  In this position, you will develop and implement plans for profitable sales growth; manage relationships across a broad range of channels; and provide consultative solutions selling approach to deliver outstanding customer satisfaction.

The role requires client interaction as well as internal communication to meet sales targets, manage client activities, establish and develop sales channels, and adhere to the Powell sales process. Senior Sales Executives are expected to represent all of Powell’s Automation offerings within their local boundaries or beyond if required. 

Role Mission / Purpose

• Drive new and current business relationships with targeted external clients across focused industries and applications.
• Identify and approach potential new clients, convert enquiries from potential clients to sales.
• Act as a spokesperson and advocate for Powell within the industry, promote Powell and represent the company’s Core Values, Vision, & Growth Traits.
• Assist in driving customer satisfaction by remaining available and consultative through the project execution process

Role Responsibilities

• Formulate and implement strategic and tactical sales and marketing plans; oversee all necessary activities to fulfill strategic objectives. 
• Develop and maintain a comprehensive understanding of the marketplace including competitor offerings, product trends, industry standards, sales channels, and customer strategies.
• Prepare and deliver presentations. Influence consultants or end-user specifications to enhance product acceptance.
• Develop a strategic growth plan focused on substation / power distribution automation and sensor-based asset management solutions. 
• Achieve bookings / profit sales goals.
• Maintain Microsoft Dynamics CRM with up-to-date information and effectively use market intelligence for planning and forecasting purposes.
• Collaborate with Product Management and Marketing to prepare value generation pitches to drive customer adoption, market share, and profitability.
• Identify, attend, and actively participate in various industry events including exhibitions, trade shows, technical conferences, or professional organization meetings.

Sales Process 

• Maintain a healthy sales pipeline that will position you to achieve or surpass sales booking targets
• Own the sales strategy for all opportunities in your territory
• Lead the development of proposals with the support of the Applications Engineering Team; ensure proposal standards and proper follow up, providing support through the bid development phase
• Develop and execute target account plans to secure high potential future business
• Partner with Powell’s broader sales organization to capture key opportunities and follow through on the Order Entry process.
• Participate in sales and forecast meeting; Provide regular updates to Operations regarding proposal support requirements and potential resourcing needs
• Attend internal and external training as needed

Qualifications and Experience

• Bachelor's degree required (Engineering Degree or Diploma in Electrical, Chemical, or Industrial Engineering is an asset)
• Demonstrated track record of meeting or exceeding sales quotas within the Power Automation industry, specifically with Chemical, Oil & Gas, Energy, Utilities, Pulp & Paper, Data Centers, etc.
• 8+ years of experience; at least 3 years of customer facing experience interfacing at a senior level in power automation or related industry. Strong solution selling acumen.
• Strong technical knowledge of substation automation system applications and related solutions (PLC, RTU, ECMS, PMS, HMI, SCADA, Protection Relays, Networking, IIoT, SaaS, etc)

Knowledge, Skills and Abilities

• Proven experience and established network of business contacts and clients within the Chemical, Oil & Gas, Energy, Utilities, Pulp & Paper, Data Centers vertical market space
• Great sales acumen and understanding of common sales processes; formal sales training is a plus
• Strong leadership skills and ability to persuade others by creating and fostering strong relationships
• Willingness to accept responsibility and accountability
• Motivated and passionate about working with people and overcoming challenges and handling complex situations through collaboration and a win-win paradigm. 
• High integrity and commitment to delivering value to customers
• High degree of self-confidence and self-awareness
• Working knowledge of ANSI and IEC power distribution equipment
• Experienced in solution selling, bid positioning
• Excellent communication skills (written, verbal, and listening)
• Strong interpersonal skills, computer skills, and work plans skills
• Ability to work under pressure and put in the required time to meet deadlines
• Work will require overnight travel up to 50% for industry event or business development activities
  • Maintains a thorough application knowledge of relevant industries
  • Able to work within and achieve business targets and can effectively communicate the company’s strategies
  • Works well with a variety of different people from diverse backgrounds

Desired Skills & Competencies

Strategic Thinking – systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to solve complex opportunity-level challenges
Lifelong Learning – committed to consistently exploring and testing ideas, acquiring new knowledge, and integrating new skills and knowledge into work activities; actively seeks feedback from a variety of sources on how to improve and develop
Communication – tailors communication to the customer’s needs with confidence; effectively delivers presentations and demonstrates strong verbal and written communication skills across a range of audiences and management levels
Interpersonal Influence – uses rational and emotional approaches that would appeal to customers to comfortably drive negotiation conversations in his or her favor
Networking – identifies the right stakeholders and builds connections quickly to drive consensus in opportunities; works cooperatively with a wide range of internal team members for deal success
Ownership – goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
Workflow Management – sets clear, realistic, and time-bound objectives that align with business growth; breaks objectives into appropriate tasks and process steps that can be achieved within a realistic timeframe; manages multiple assignments simultaneously and responds with poise to changing priorities and ambiguity

Posted position does not provide visa sponsorship or relocation.

Working & Environmental Conditions

• While much of this role is an office setting, it will also include visits to clients at construction sites, manufacturing facilities, or outdoor locations, depending on the industry.
• This position will require travel up to 50%.

More Information

This job description outlines the essential functions of the job and does not contain a comprehensive list of all possible responsibilities, tasks, and duties.