Regional Sales Manager, Southeast

Tantalus

1d•Remote

About The Position

Reporting to the Chief Revenue Officer, the Regional Sales Manager (RSM) is responsible for developing and executing the regional sales strategy for all Tantalus solutions with prospective opportunities within the assigned territory, targeting IOUs, Public and Cooperative power utilities. The RSM will build Tantalus's market position by building and maintaining strong relationships with key stakeholders, proactively identifying new opportunities, forecasting and closing regional revenue/orders against plan and communicating market information for short-term and long-term strategic planning in support of departmental and company-wide objectives. This is a fast-paced, dynamic role that requires the RSM to work closely and collaboratively with multiple individuals/teams within the organization and externally (Channel Partners). Sales Region: Focused on the Southeast US, including: Tennessee Valley Authority and all TVA Local Distribution Companies plus other target utilities in Florida, Georgia and Alabama. Location of Position: This position will be based remotely in the Southeast US.

Requirements

Bachelor's degree in Business or Engineering (or equivalent) from an accredited college/university
10+ years’ experience selling complex, long sales cycle, RFP-based solutions
Proven track record in strategic sales initiatives
Demonstrated ability to exceed aggressive sales goals
In-depth knowledge of the Distribution Utility industry
Demonstrated success selling high-value, long sales cycle solutions in a highly competitive market
Successful proven track record of developing relationships and closing new business that involved delivery of complex solutions
Proven success in partner and customer relationship management
Demonstrated ability to understand and design system solutions of a complex nature
Dynamic, proactive, creative and collaborative working style
Critical thinking with a demonstrated ability to take ownership of outcomes
Ability to build trusting interpersonal relationships with internal and external partners and customers
Exceptional interpersonal and customer relationship skills
Ability to interact effectively with a multitude of stakeholders
Good business acumen and skill set from which to understand and optimize a solution
Excellent problem-solving, and negotiating skills
Excellent verbal and written communication skills
Ability to prioritize, work effectively remotely, be self-motivated and work on multiple projects simultaneously

Nice To Haves

Utility industry experience with a focus on AMR/AMI, renewables or other smart grid applications is an asset
Strong relationships across the western footprint with IOUs, Municipalities, Public and Cooperative power companies

Responsibilities

Exceeding assigned order and revenue quotas for Tantalus solutions
Developing a comprehensive, strategic regional plan to grow market presence, orders, revenue, and customer count in the assigned territory. This includes:
Conducting strategic assessments of key issues, stakeholders, decision-makers and strategizing how to best position and leverage the Tantalus team
Presenting strategies and updates to various stakeholders which may include executive management and external Boards
Collaborating with key external stakeholders such as channel partners to effectively prospect, qualify and close new business opportunities
Participating as a member of the Tantalus Account Team for all customers in the assigned territory
Collaborating with key internal stakeholders including but not limited to:
The Senior Leadership team on updates and strategies within the assigned territory
Account Managers and the Proposal team to generate, screen and win customer specific RFI/RFPs for qualified opportunities
Field Operations Department, on deployment of Tantalus solutions to customers
Extensive travel throughout the assigned region to proactively engage and build relationships with existing and prospective customers/partners in the pursuit of new orders
Maintaining relevant customer data in Salesforce CRM sales pipeline, and other business tools in an accurate and timely manner
Staying abreast of industry and market trends, channels, products, and competitors to support identification of business development opportunities
Participating in local utility association events and activities
Developing and executing comprehensive strategies to position Tantalus solutions with regional Joint Action Agencies, TVA-based trade organizations, Generation and Transmission groups and similar utility membership organizations that align with the company’s goals and objectives
Attending trade shows, meter schools and other pertinent events as required

Benefits

competitive salary plus variable compensation based on performance targets and business objectives
generous benefits, including medical, dental and vision plans
healthcare and dependent care flexible spending accounts
paid time off

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