[Remote] Director of Sales - Utilities
Note: The job is a remote job and is open to candidates in USA. Virginia Transformer Corp is the largest U.S.-owned manufacturer of power transformers in North America, and they are seeking a Director of Sales for Utilities to drive strategic sales growth. The role involves developing market strategies, leading commercial teams, and managing key customer relationships to expand the company's market presence within various utility sectors.
Responsibilities
- Develop and execute a comprehensive sales strategy for the utility transformer market
- Analyze market trends, customer demand, competitive activity, regulatory developments, and geopolitical factors that influence the utility industry
- Identify growth opportunities and develop strategic initiatives that expand Virginia Transformer's market share
- Lead and develop a high-performing commercial team focused on utility customers
- Establish sales objectives, monitor performance, and drive continuous improvement across inquiry generation, quotation activity, bookings, profitability, and customer satisfaction
- Recruit, mentor, coach, and develop top sales talent
- Foster a culture of accountability, collaboration, and operational excellence
- Develop executive-level relationships with investor-owned utilities, municipal utilities, electric cooperatives, and public power agencies
- Engage with C-suite executives, engineering leadership, procurement teams, operations management, and utility decision-makers
- Serve as a trusted advisor throughout the sales process
- Develop and maintain a strong pipeline of qualified opportunities using all available sales channels and representative networks
- Monitor inquiry-to-quotation conversion rates and implement strategies to improve sales effectiveness
- Lead complex negotiations and manage major sales opportunities from prospecting through contract award
- Partner closely with Application Engineering to deliver timely, accurate, and competitive quotations
- Achieve order booking, profitability, and plant loading objectives
- Lead and support independent sales representatives throughout assigned territories
- Ensure representatives receive appropriate product training, sales support, customer engagement, and competitive intelligence
- Evaluate performance and develop improvement plans where necessary
- Monitor customer investment plans, utility capital spending, competitive positioning, and emerging market trends
- Provide leadership with actionable insights that influence commercial strategy and product positioning
- Collaborate with Marketing to develop compelling sales tools and messaging that reinforce Virginia Transformer's value proposition
- Partner closely with Engineering, Manufacturing, Project Management, Quality, Customer Service, Operations, and Executive Leadership to ensure successful project execution and exceptional customer satisfaction
- Promote collaboration across all departments to support Virginia Transformer's continued growth
Skills
- Bachelor's degree in Engineering, Business, Marketing, Finance, or a related discipline
- 10+ years of progressive sales, business development, or account management experience within the utility, electrical equipment, power delivery, or energy infrastructure industries
- Demonstrated success selling to investor-owned utilities, municipal utilities, electric cooperatives, or public power organizations
- Strong knowledge of transmission and distribution systems, utility procurement processes, and capital project planning
- Proven experience leading sales teams and managing complex sales opportunities
- Excellent communication, negotiation, presentation, and executive relationship-building skills
- Ability to travel throughout North America as required
- Experience selling power transformers, substations, switchgear, or other engineered electrical infrastructure
- Existing relationships with utilities, engineering consultants, EPC firms, and utility leadership
- Experience managing manufacturer representative networks
- Familiarity with grid modernization, renewable integration, and utility reliability initiatives
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