LAPP INSULATORS

Compensation

Full Description

Location: Remote-based with regular travel within the assigned region, primarily serving Colorado and California. Start: The sooner, the better, based on the selected candidate capacity Company: An international company that is a technology leader and manufacturer of state-of-the-art electrical porcelain insulators for overhead transmission lines, substations, and electrostatic precipitators. The company's technology enables the production of high-quality products with efficient design, the tightest tolerances and shorter delivery times. At the same time, the company focuses on providing the right advice and global support for clients' critical needs to meet their isolation requirements. With more than 1700 employees in locations in the Americas, Europe and the Pacific, they are committed to deliver an impactful product to exceed the customer expectations. The company’s people take pride in their work and support one another to deliver high-performance insulation solutions. The company invests in long-term careers, offering training, opportunity, and a workplace where every voice is heard and every contribution counts. About the position: The Business Development Manager plays a key role in driving growth within the assigned territory, exhibiting strong hunter mentality. This includes actively seeking new business opportunities, while driving growth with specific targets for expanding market share, increasing product adoption and closing long-term agreements within the designated region. The position requires a balance of independent work and collaboration with various teams, including the National Sales Manager, Customer Service, Engineering, and Product Management. Key Responsibilities: New Business Development in Generation, Transmission, and Distribution (T&D): • Proactively seek and identify new business opportunities within the Generation, Transmission, and Distribution sectors of the electrical utility industry. • Develop and execute strategic plans for capturing business in these sectors, working closely with relevant stakeholders to expand market presence. • Focus on acquiring new customers, including utilities, contractors, and OEMs (Original Equipment Manufacturers), within these key segments. Strong Focus on Investor-Owned Utilities (IOUs): • Cultivate and maintain strategic relationships with Investor-Owned Utilities (IOUs), leveraging your existing network and knowledge of their needs and challenges. • Proactively approach and engage with decision-makers in IOUs to generate new opportunities, position the company’s offerings effectively, and close deals that align with long-term strategic objectives. • Ensure that the sales strategy aligns with the specific needs, purchasing processes, and regulatory considerations of IOUs. Expanding Market Share for T&D Products: • Assist in expanding the market share for newly launched products within the Generation, Transmission, and Distribution sectors. • Understand customer pain points and regulatory requirements in T&D to position products as the optimal solution to meet their needs. • Lead outreach efforts and manage high-value accounts that are critical to expanding company’s footprint in these sectors. Sales Strategy Execution: • Develop a comprehensive sales strategy to drive growth in Generation, Transmission, and Distribution businesses, with measurable goals and clear deliverables. • Set clear objectives for each target sector and work relentlessly to ensure they are achieved, adjusting the strategy based on market dynamics and customer feedback. • Take a proactive approach in defining new business opportunities, refining the value proposition, and leading the development of the go-to-market plan for each new product offering. Contract Negotiation and Long-Term Agreements: • Lead negotiations for multi-year contracts and long-term agreements with key utilities, ensuring the company secures favourable terms while meeting customer needs. • Develop strong working relationships with senior-level executives, engineering teams, and procurement specialists within IOUs to ensure ongoing renewals and contract extensions. • Ensure that contracts are structured to deliver sustainable, recurring revenue, and optimize the profitability of each engagement. Collaboration with Internal Teams: • Work closely with the National Sales Manager, Customer Service, Engineering, and Product Management teams to ensure alignment of regional sales efforts with overall company strategy and product offerings. • Collaborate with the Engineering team to customize product offerings based on specific customer needs within T&D, ensuring that product specifications meet or exceed customer expectations. • Regularly engage with the Product Management team to ensure timely market feedback is provided and incorporated into product development. Customer Intelligence and Market Insights: • Leverage social media, industry publications, and direct customer interactions to gather insights on market trends, competitive intelligence, and potential opportunities. • Use this intelligence to refine the sales strategy, stay ahead of market shifts, and make recommendations for expanding company’s market footprint across Generation, Transmission, and Distribution sectors. Travel and Customer Engagement: • Manage a travel schedule that includes up to 50% regional travel to meet with key decision-makers at utilities, OEMs, contractors, and other potential customers. • Participate in industry events, conferences, and utility-specific trade shows to enhance visibility, generate leads, and foster relationships with IOUs and other critical accounts. Performance Tracking and Reporting: • Regularly track and report on territory performance, ensuring that regional goals are met and adjusted as needed. • Provide detailed reports on customer acquisition progress, sales metrics, contract negotiations, and overall business development efforts to senior management. Support for Sales Agents and Territory Performance: • Regularly meet with sales agents to assess performance and provide coaching and guidance to optimize regional sales efforts. • Use data-driven insights to drive improvements in sales execution and ensure that sales agents are effectively supporting the expansion efforts in T&D markets. Brand Representation and Thought Leadership: • Represent the company at key industry events, utility conferences, and workshops, positioning the company as a thought leader in the electrical utility space. • Foster relationships with industry influencers and thought leaders to amplify the company’s reputation within the Generation, Transmission, and Distribution sectors. Preconditions: • At least three years of experience in sales within the electric utility industry or related technical sales. • Proactive, results-driven approach to sales. • Strong existing network of customer relationships in the assigned territory. • Comprehensive understanding of electric utility clients and their supply chain operations. • Excellent communication skills, both written and verbal. • Bachelor’s degree in Engineering, Business, or equivalent industry experience required. • Proficiency in Microsoft Office Suite, CRM systems and other sales tools for reporting, sales tracking, communications, and presentations. • Proven track record in consultative selling, strategic account management, business development, and managing the complete sales cycle, from lead generation to post-sales support. • Travelling up to 50% within the designated region, averaging approximately 2-3 days of travel per week. • Capable of managing tasks remotely when not actively traveling within the region, with occasional meetings in the office for team collaboration. Employment type: • Full time contract, with an opportunity for performance-based promotions. Benefits: • Competitive remuneration - financial and non-financial incentives are to be discussed/negotiated • Performance bonuses and commissions based on sales targets • 401 (k) with company matching • Medical, dental and vision insurance • Employer-paid short-term disability • Life insurance for employee 2x salary provided by employer • Optional long-term disability insurance • 2 weeks of PTO + 4 personal days and 10 paid company holidays, with potential for more based on performance and tenure • Orientation on individual talent and its development • Opportunity to show unique, individual potential • Possibility for career advancements based on results and passion • Working in a talented and well picked team