Sullivan & Cromwell LLP

Territory Manager

Sullivan & Cromwell LLP

full-time

Posted on:

Location Type: Remote

Location: Remote • Illinois • 🇺🇸 United States

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Salary

💰 $125,000 - $165,572 per year

Job Level

Mid-LevelSenior

About the role

  • Create and execute sales plans and strategies for accounts in the assigned territory, detailing planned customer visits, key account meetings, forecasted orders and strategic campaign activity
  • Create sales forecasts and budgets for the assigned customers in the territory, establishing a future pipeline of opportunities to meet targets successfully
  • Consistently and routinely cultivate and leverage relationships with key customer stakeholders up to and including the Director level throughout the Territory to grow sales, maintaining regular engagements to uphold lasting strategic relationships
  • Identify and pursue new business opportunities through proactive prospecting and lead-generation activities
  • Serve as the primary point of contact for customer inquiries, concerns, and technical support requests
  • Conduct regular client meetings, presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings
  • Utilize consultative and insight selling techniques to progress, negotiate and close sales opportunities and secure/grow market share
  • Negotiate and close sales opportunities, leveraging support from leadership for complex deals where required
  • Represent S&C at industry events, including trade shows, conferences, presentations, meetings and other related events
  • Collaborate with applications support (automation and/or C&I) to customize solutions or address specific customer requirements
  • Collaborate with cross-functional teams (including sales enablement, marketing, applications, etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan
  • Collaborate with the Distribution Channel Management team and develop plans to ensure optimal coverage of the entire territory
  • Guide and mentor junior sales professionals and other S&C stakeholders across the entire sales cycle to share learnings and knowledge
  • Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce
  • Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction
  • Generate regular sales reports, forecasts, and analyses to track and report performance against targets and identify areas for improvement
  • Present formal updates to leadership, providing a comprehensive overview of high-priority activities, sales budgets, forecasts, sales plans, updates, etc.
  • Stay abreast of new product developments and emerging technologies to enhance knowledge and expertise continuously
  • Provide feedback to sales leadership on market trends, competitive insights, and customer feedback to inform strategic decision-making
  • Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C’s products and services effectively
  • Travel as needed (up to 80%, primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support
  • Understand and comply with all applicable Company policies and rules

Requirements

  • Valid driver's license in good standing and clean driving record
  • Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
  • Typically five (5) years of relevant experience within the electric power industry and/or selling to electric utilities
  • Advanced knowledge of electrical power systems and MV distribution networks
  • Strong customer orientation and focus to develop and maintain customer engagement and relationships
  • Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
  • Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electric power systems, engineering or technical manufacturing industry
  • Financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals
  • Solid communication skills (written, verbal, listening and presentation), able to articulate complex technical concepts clearly and concisely and use creative and persuasive communication to influence a diverse range of stakeholders
  • Excellent presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
  • Excellent interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
  • Solid business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions problem-solve complex issues and leverage data and learnings to drive continuous improvement
  • Proven experience in negotiating and closing complex, high-value deals
  • Strong organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
  • The ability to travel as required
  • Demonstrated experience in CRM systems (Salesforce desirable), maintaining and leveraging data for reporting purposes
Benefits
  • Competitive and equitable compensation
  • Transparency in pay practices
  • Annual incentive plan (AIP) eligibility

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales forecastingbudget creationlead generationconsultative sellingnegotiationpipeline managementcustomer relationship managementtechnical supportfactory acceptance testingfinancial acumen
Soft skills
customer orientationresults-driven mindsetsolid communication skillsexcellent presentation skillsinterpersonal skillsorganizational skillsplanning skillsproject management skillsanalytical skillsproblem-solving skills
Certifications
Bachelor's degree in EngineeringBachelor's degree in Business AdministrationBachelor's degree in SalesBachelor's degree in Marketing