CAREERS

The following represent brief/broad descriptions. It is not intended, nor should it be construed, to represent a comprehensive and/or exhaustive description of all duties/responsibilities and requisite skills associated with the position.

 

Southwestern Regional Sales & Applications Manager

Summary

The candidate should possess sales and application engineering experience in the electric power utility industry.  Markets served are Electric Utilities (IOU, Muni, Coop, Government) and Heavy Industrial Electric Power Users, plus the Consultants and OEMs that service and supply them.  Sales are made through Regional Sales and Application Engineering Managers and independent sales representatives.  Ability to manage independent representatives active in various markets including Electric Utilities (IOU, Muni, Coop, Government) and Heavy Industrial Electric Power Users, plus the Consultants and OEMs that service and supply them.  Electric power system knowledge a must, experience with power distribution system technology and system protection highly desirable.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Promoting, developing and preserving the image of Beckwith Electric and its operating divisions within his/her assigned territory.
  • Work closely with customers on electric power system applications of Company technology, integrated with technologies of others where necessary.
  • Ensuring full sales support and customer knowledge for all Company products and services within his/her assigned territory.
  • Attainment of sales goals and objectives is to be obtained through independent sales agency originations except for authorized "House Accounts".
  • Personal accountability for continued sales and service to every “House Account” and OEM in his/her territory.

Technical:

  • Assist customers with Beckwith Electric Company’s products, specifications and applications through visits, demonstrations, training courses and telephone contact.
  • Contributes to product specifications, application notes and testing of user software and literature.
  • Understands and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE and CE and California Rule 21 where applicable.
  • Overcomes technical and business objections of prospective and current customers by:
    • Providing technical solutions based on power system expertise
    • Possessing application knowledge of the Company’s and competitors’ product strengths and weaknesses.
  • Contributes to product development ideas by understanding customer application needs and translating those needs into new product or product enhancement, or alliance partner venture recommendations.
  • Works closely with Marketing, CEO, Customer Technical Support and other Sales staff to identify new ideas for applying Company’s products.
  • Understands the applications of Volt/Var control of distribution systems and the functions of capacitor controls and single phase regulator controls
  • Understand the application of paralleling of transformers as well as Load Tap Changers on transformers and the features and functions of LTC controls.
  • Understands generator and transformer protection and can test protective relays using and relay test set.
  • Understands communications, serial and Ethernet, and protocols such as DNP 3.0 and IEC 61850.
  • Understands LAN and WAN technologies including switches, routers, terminal servers and cellular and licensed radio communications.
  • Understands feeder protection and coordination including reclosers and recloser controls as well as feeder overcurrent relays.
  •  Understands motor bus transfer applications in the areas of power plants and industrial facilities with large motor loads.

Sales Agency Responsibilities:

  • Evaluate, establish and maintain a network of independent sales agents to provide total coverage for all products and services offered by the company for those customers involved in the generation, transmission and distribution of electrical power within his/her assigned territory.
  • Meet or exceed established quota for bookings and/or sales for his/her assigned territory.
  • Keep agent contracts on a current basis with regard to terms, commissions, products, services, territories and accounts.
  • Keep Sales, Marketing and other Company personnel informed of agent assignments, changes, etc.
  • Ensure implementation of current Company policies and procedures for agency operations; make additional policy and procedure recommendations to the Senior Manager of Sales as needed.
  • Apply systematic reviews to evaluate all agencies under his/her jurisdiction for compliance with established procedures; use review results to identify sales training programs essential for agency development.
  • Bear responsibility for keeping agencies informed of all relevant Company goals, objectives, personnel changes, policies and procedures, etc.
  • Provide appropriate sales training for all authorized "House Accounts" by serving as first level representative for sales.
  • Accept the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities including appropriate follow-up actions.

Marketing Responsibilities:

  • Assign, direct, and support the efforts of agents to maintain thorough coverage for all users, consulting engineers, OEMs, distributors, or other sales channels involved in the generation, transmission, and distribution of electrical power.
  • Convey market intelligence to the Senior Manager of Sales.
  • Integrate Company strategies through his/her assigned agents to achieve objectives, goals, and pursue tactics that target market and account penetration.
  • Establish and maintain sales forecasts for assigned accounts, agencies, and total territory that provide information for use in:
    • Determining sales quotas for his/her assigned territory and sales agencies
    • Production Control planning for input to its manufacturing schedule
  • Develop bookings and /or sales quota assignments for his/her agencies that concur with the Senior Manager of Sales’ objectives.
  • Identify and develop market segments and customer accounts required to meet the Company goals and objectives for bookings and sales; ensure that the agencies assist in the development of these accounts or recommend they become "House Accounts".
  • Recommend and implement specific sales programs to promote the sale of Company products and services, to strengthen the agency sales operation with customers.
  • Accept the lead role in directing or providing follow-up to sales leads generated through promotional programs, market research, or quotation activity.
  • Conduct product presentations and demonstration as required that promote the Company’s capabilities to gain acceptance by the customers.

Administrative Responsibilities:

  • Supervise agents within assigned territory.
  • Accept primary responsibility for proper flow of market intelligence with particular emphasis on trends, competitive activities, pricing, delivery, and technical differences.
  • Accept responsibility to provide assistance where necessary in unusual circumstances for establishing customer credit and collection of receivables.
  • Keep catalog and customer mailing lists current.
  • Control sales expenses to meet budgets and maintain a proper ratio between selling expenses and sales for his/her assigned territory.
  • Present and recommend a course of action to the Senior Manager of Sales regarding potential solutions for problems existing between customer, agency, and Company policies and procedures.

SECONDARY RESPONSIBILITIES

  • Conduct market research, customer interviews, and other special projects as may be required for planning or necessary to achieve Company objectives and goals when requested by the CEO, President, or Senior Manager of Sales.
  • Manage the Southwestern Regional Sales territory in a manner that operates within the established budget.
  • Meet annual sales objectives as assigned by the Senior Manager of Sales.

EQUIPMENT/TOOLS

Telephone, PC computer, printer, FAX, copier.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee so successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand, walk, talk and hear.  The employee is frequently required to use hands and fingers for key boarding and setting up/adjusting equipment.  Additionally the employee is frequently required to reach with hands and arms and/or stoop when handling equipment.  The employee must occasionally lift and/or transport up to and over 100 pounds of demo equipment.  Specific vision abilities required by this job include close, distance and peripheral vision and the ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Requires indoor and outdoor work.  Overtime on an as needed basis.  Willingness to travel no more than 50% of normal work month, leaving time at office for follow up.  Employee must not present a direct threat to the health and safety of themselves or others.

While performing the duties of this job, the employee is frequently exposed to risk of electrical shock.  The employee is occasionally exposed to the elements during travel.  The noise level in the work environment is usually moderate.

QUALIFICATIONS  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE 

  • BS/BA in Engineering, preference in Electrical Engineering, or equivalent experience and 10 years’ experience or knowledge in various phases of sales forecasting, planning, promotion and training.
  • Experience working and supervising independent sales agents. 
  • Field sales or product application with successful field sales experience.    

SKILLS & KNOWLEDGE

  • Familiarity with the current laws, regulations and commercial aspects of importing and exporting, such as knowledge of letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency hedging, etc.
  • Knowledge of Company products and services and their applications in the industry of generation, transmission and distribution of electric power, and power quality.
  • Knowledge of competitive products, services and marketing practices.
  • Thorough knowledge of the application of domestic and international electrical standards, such as UL, IEC, ANSI, IEEE and CE, and local laboratory certificate requirements.
  • Ability to write and publish technical papers.
  • Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint.

LANGUAGE SKILLS

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers (at all levels), regulatory agencies, or members of the business community with tact and diplomacy.  Ability to write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to customers, top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS

Ability to apply advanced mathematical concepts and operations to such tasks as frequency distribution, determination of pricing and performance, analysis of variance, correlation techniques, and other analysis.

REASONING SKILLS

Ability to define problems, collect data, establish facts, and draw valid conclusions.  Ability to apply principles of logical thinking and deal with several abstract and concrete variables.


Our Compensation Package includes a Competitive Salary, Paid Vacation and Holidays, 401(k) Plan, Health, Dental, Vision, and Life Insurance, Short and Long Term Disability, and Educational Assistance.