National Account Manager – Critical Power/Data Center West Region

MEPPI’s Critical Power Solutions Division (CPSD) is looking for a National Account Manager for the Critical Powe/Data Center industry to identify, secure and grow relationships at target and key accounts within the West Region to attain business and sales plan objectives. The successful candidate will be responsible for working with existing and/or new sales channel partners as well as directly with prospects/customers to maximize revenue, profit and market share. In addition, you will provide leadership in recommending improvements or changes in policy, product and/or procedures, including those related to product development requirements, based on in-depth industry and technical knowledge and acumen.

Essential Functions

• Sales and Marketing – Prepares and ensures execution of action plans for effective search of sales leads and prospects. For these leads and prospects, develops and implements marketing and sales strategies and supporting tactics including sales channel management to achieve CPSD’s specified market share, revenue, volume and profitability objectives. Leads and oversees related proposal and/or contract development process by coordinating requirements; developing and negotiating quotes and contracts; and, integrating contract requirements with business operations. Secures feedback on all CPSD bids and identifies recommendations for improvement or changes to the National Sales Manager.
• Prospects/New Customer/Existing Customer Relationship Management – Establishes and maintains CPSD’s relationship with targeted prospects/existing accounts within an assigned broad geographic area. Acts as the interface between prospects/existing accounts and new customers and all relevant internal divisions including sales, production, service and support to ensure timely and successful close of new business deals and the related successful delivery and operation of all products and solutions. Also develops and implements strategies to broaden relationships with new customers and existing customers. Maintains excellent working relationships while furthering the goals and positive professional image of the Company with all prospects, customers, vendors and MEPPI divisions. Also works in tandem with marketing to appoint and maintain the Client Advisory Council.
• Other Relationship Management — Establishes and maintains CPSD’s relationship with manufacturing representatives, channel partners, consultants, contractors, resellers and distributors for sales leads, targeted accounts and key prospects within the assigned geographic area. Acts as the interface between these individuals and all relevant internal divisions including sales, production, service and support to ensure timely and successful sales, delivery and operation of all products and solutions.
• Research, Planning and Forecasting – Develops timely and accurate budgets and forecasts (revenue, profitability and volume) and related reports (inclusive of sales/marketing activities) for assigned prospects and accounts, continuously monitors performance and recommends adjustments to forecasts as necessary and at least monthly. Also ensures forecast database for area is accurate and up to date. Analyzes market statistics, trends and customer and competitor actions to determine impact on CPSD plans and ability to meet objectives. Provides leadership in identifying recommendations for improvement or change in policy, product and/or procedures, including those related to product development requirements, to the National Sales Manager on a regular basis.
• Financial Management – Manages all commercial aspects of new accounts including leading negotiation of commercial terms and conditions to acceptable positions as per contracts manager recommendations. Also ensures assigned cost center is managed within budget.
• Personnel Management – Recruits, hires, trains, manages, coordinates and evaluates activities of CPSD independent manufacturing representatives and/or other sales representative organizations for prospects and key accounts and discusses issues or suggested actions with the National Sales Manager.
• Key Knowledge – Knows MEPPI’s Quality and Environmental Policies and is able to fully discuss the importance and impact on the Company’s work. Also maintains technical competency and remains current in changes in the industry.
• Other – Participates in industry meetings, seminars and trade shows and assists in establishing the plan for the Company’s participation and actions. Supports and assists the National Sales Manager as needed.

Qualifications

• Bachelor’s degree in electrical engineering, plus a minimum 5 years professional work experience including selling power quality products or services (i.e., technical sales) and management of manufacturers’ representative, resellers, distributors; or, equivalent education through obtainment of an advanced degree and experience
• Broad knowledge of electrical power and other power quality related products
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven track record of building strong working relationships and executing across all functions and levels of an organization
• Broad and detailed knowledge of commercial negotiation and technical sales skills
• Excellent attention to detail, a commitment to quality, results driven and customer focused
• Strong team-orientation and individual presence
• Developed computer skills with emphasis on MS Office products and familiarity with SalesForce or other customer records management system.