Territory Sales Manager

CorTalent - Minneapolis, MN, United States

Position Overview:

The Territory Sales Manager role is an outside, customer facing job, responsible for developing and driving HM Cragg's sales and marketing strategy around enterprise and colocation data center, industrial and manufacturing, EDGE/Infrastructure/IoT, commercial and industrial power quality products including UPS and VRLA/Li Ion battery systems, switchgear and panel boards, busway and busduct, PDU's and RPP's, IT and industrial enclosures, ePDU's, 1P UPS and accessories, energy management and monitoring systems and related services. The territory covers about half of Minnesota - all areas south of I-94 from Fargo down to Woodbury.

Working with the Director, AC Power Sales, he/she will proactively develop sales and marketing strategies, business relationship to expand the customer base and respond to existing customer needs and inquiries in partnership with other HM Cragg sales teams.

This role requires excellent organizational skills and ability to manage a variety of concurrent tasks and information all while providing the necessary follow up and follow through to deliver an exceptional level of customer service to existing, new and prospective customers.

Reporting Relationship: The Large System Group- 3P Generalist reports to the Director, AC Power Sales

Responsibilities/Accountabilities:

  • Closely partners with enterprise datacenter and colocation facility operators and their representatives, General and Electrical installing contractors, consulting engineers and channel partners including electrical distributors.
  • Supports business development opportunities by networking and mapping new and existing customers' organizations, bridging relationships with procurement, facilities managers to IT managers and other stake-holders.
  • Drives specification and preference of HM Cragg's suite of product and service solutions.
  • Identifies and establishes business partnerships with contractors, distributors and consulting engineers involved in the specification, procurement and installation of these products
  • Drives all process steps for the entire sales cycle- marketing and engagement activities, prospecting, client acquisition and development, opportunity qualification, product and services specification, pricing/proposal, order management, delivery, start up and turn over.
  • Quickly responds to customer issues, engages appropriate support in a timely fashion
  • Acts as a trusted adviser, has a high level of domain knowledge in order to develop client-specific plans for moves, adds and changes to their existing infrastructure.
  • Works collaboratively with Service Sales to support and grow business relationship with end-users and their representatives.
  • Develops and implements annual sales plans to exceed revenue and gross margin goals.
  • Leverages support from various functional groups within HM Cragg's main supplier/OEM principals- sales, applications engineering, product management, customer service, manufacturing, operations etc.
  • Using available pricing tools develops bills of material and costing
  • Reviews technical and engineering documentation, specifications, drawings and schematics
  • Generates pricing quotation, comprehensive proposal and submittal documentation, performs all necessary follow-up functions
  • Works with Director, AC Power Sales and VP Operations to develop service strategies and value proposition to position HM Cragg as customer's preferred provider- DC and stationary battery services
  • Makes presentations and recommendations that demonstrate value-add and cost benefits to customer's stakeholders, C- Suite, Directors and Managers, facility, IT, operations, property management
  • Effectively use TDF or other CRM tools to manage account activity and communications with other HMC sales personnel
  • Create and submit sales pipeline and activity reports on weekly basis, tracking and reporting of relevant data to determine customer service outputs and other business results
  • Maintain excellent records, manage expense reports, and submit expense reports on a monthly basis
  • Supports HM Cragg sales and marketing efforts by creating content for eBlast, White Papers, case studies and other services related sales communications to be sent to customer base on periodic basis
  • Is an active member of MN trade associations e.g. NCEL, AFCOM
  • Other duties as assigned

Requirements:

Skills/Knowledge

  • A technical aptitude with strong motivation toward continuous education
  • Excellent written, verbal and presentation skills
  • Strong interpersonal and superior listening skills
  • Exceptional organizational skills, attention to detail and time management
  • Strong knowledge of Microsoft Suite of products including Teams, Excel, Word and PowerPoint required- CRM software proficiency preferred
  • Knowledge of datacenter, computer room, network closet and EDGE network physical layer systems and components- e.g. IT enclosures and racks, single and three phase UPS, batteries, cooling, management, power distribution
  • Possesses a hunter's DNA- loves selling and direct customer interactions, a proven, ambitious self-starter with the sense of urgency required to be successful in an energetic, fast paced environment

Personal Attributes

  • Demonstrates honesty and integrity in work and relationships
  • Demonstrates servant leadership principles with internal and external customers
  • Demonstrates innovation/creativity in work
  • Possesses strong work ethic and takes ownership of both company and client goals/objectives
  • Focused on understanding and exceeding customer expectations
  • Enjoys collaboration and teamwork for the mutual success of the company and its employees

Education and Experience:

  • 4 year college or university degree, Electrical Engineering preferred
  • 5+ years experience in a previous selling role, Power Quality experience preferred
  • Or business to business direct sales

Travel expectations: Travel within and outside of the geography is necessary up about 50% of the time

The above statements are intended to describe the general nature and level of the work being performed by people assigned to this work. This is not an exhaustive list of all duties and responsibilities. HM Cragg reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.

HM Cragg offers equal employment opportunities to all based upon individual merit and without regard to race, color, national origin, sex, sexual orientation, gender identity, religion, veteran status, disability, marital status, age or any other protected characteristic.



Posted On: Wednesday, September 14, 2022



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