Regional Sales Manager Tantalus Systems Corp.
Tantalus has an immediate opening for a talented and experienced Regional Sales Manager based in the Midwest United States. The ideal candidate possesses strong relationships within the Distribution Utility industry which can be translated into business growth and strategic advantage. This role will report directly to the Vice President of Sales and will build on our significant customer growth as we further expand our presence within the Smart Grid market. This is a Home -Telecommute based position in the Midwest United States ideally located within the assigned patch (MN, WI, SD, ND, IA, IL, MO, OH, IN, MI).
The RSM role is a critical, quota-retiring direct sales position responsible as the lead point of engagement for Tantalus with our existing accounts and prospects within the assigned territory. The RSM builds Tantalus' market position by strategically and directly prospecting for, qualifying and closing prospective defined accounts, builds and manages relationships, develops, leads and executes account strategy and continues cultivating existing customer accounts in the fast pace Smart Grid and Cleantech space. This strategically minded, self-directed sales professional delivers measureable top-line revenue growth for Tantalus and works with other stakeholders to position Tantalus for longer-term opportunities.
The RSM will be responsible for selling Tantalus products/services to primarily Public and Cooperative Power Companies within the assigned region. Duties will include:
Exceed Wins, Bookings and Revenue Targets
Work effectively with our key partner's sales organization to qualify and close new business
Effectively lead and gain mindshare within our distribution partners to effectively prospect, qualify and close new utility customers
Effectively work with distribution partners to leverage the correct resources to effectively manage a complex sales process.
Develop and lead, along with the Tantalus Account Managers and Field Services team, the strategic account plans aimed at accelerating deployment at existing customer accounts
Develop a comprehensive territory plan and applicable account pursuit plans, and execute those plans to grow market presence, revenue, and customer count
Work with the Account Managers to generate and close qualified sales leads
Work with the proposal team to screen and win customer specific RFI/RFP's for qualified opportunities
Develop, lead and execute account strategies for each account including but not limited to a detailed assessment of key stakeholders, decision makers, win strategy and action plan
Lead pursuit team and strategy sessions to leverage internal resources aimed at exceeding both the needs of Tantalus and the account
Maintain relevant customer data in CRM sales pipeline, and other business tools
Participate as key member of the Tantalus Account Team for every customer deploying TUNet in assigned region
Extensive travel throughout assigned region to call on existing accounts and prospective clients in the pursuit of new orders that will generate revenue sufficient to achieve annual target
Professionally represent Tantalus in all internal as well as customer facing interactions, whether in person, over the phone, or via electronic means such as e-mail
Understand industry trends, channels, products, and competitors to support identification of business development opportunities
Attend trade shows, meter schools and other pertinent events
Experience and Qualifications Required
You must have prior success selling high-value, long sales cycle solutions in a highly competitive market
You must have prior income of at least $125,000
Minimum of ten years experience selling complex, long-sales cycle, RFP based solutions. Utility industry experience is a plus
Experience selling within the Public Power arena a plus
Minimum requirement of a Bachelor's degree in Business or Engineering (or equivalent) from an accredited college
Successful track record developing relationships and closing new business that involved delivery of complex solutions
Experience selling to electric utility clients, ideally focused on AMR/AMI or smart grid applications a plus
Effectively interact, communicate and present at the Executive level
Proven and demonstrated ability to leverage a key account strategy to drive internal resource allocation, develop a comprehensive strategy to win an account and drive next steps in order to move a deal through a qualification process through to closure
Proven leadership for a diverse internal team to create 'out of the box' solutions
Proven ability to manage partner and customer relationships with a track record of delivering incremental, profitable business within target accounts
Strong Value-Added-Selling skills with the ability to understand and design system solutions of a complex nature
This position requires a dynamic leader able to travel and work with a variety of partners and customers in the field
Strong drive and zeal to win
Exceptional interpersonal and customer relationship skills, broad business acumen and skill set from which to understand and optimize a solution
Excellent problem solving, and negotiating skills
Exceptional verbal and written communication skills
Ability to prioritize and work multiple projects simultaneously
Tantalus provides Smart Grid communications technology that enables electric, gas & water utilities to optimize the use resources by automating monitoring & control processes, improving operational efficiency, and delivering the information utilities and consumers need to manage energy intelligently and cost-effectively.
TUNet ? the Tantalus Utility Network ? is deployed at utilities throughout North America determined to drive down operational costs, increase reliability and deliver top-tier customer service. TUNet provides the rapid and reliable two-way data communications utilities need today for Advanced Metering (AMI), Demand Response (DR), and Distribution Automation (DA), along with the flexibility and adaptability to scale step-by-step as the Smart Grid evolves.
Tantalus is a private company founded in 1989. Tantalus' technology development and administrative offices are located in Vancouver, British Columbia and its commercial offices are located in Raleigh, North Carolina. Tantalus Systems offers a competitive compensation package and a business culture which rewards performance.
||Raleigh, NC |