Summary:
The Technical Sales Manager will be responsible for driving specification position, building relationships and delivering profitable sales growth with colocation Data Center owners, sales agents, EPCs, integrators and distribution sales channels. She or he achieves this goal by driving spec position and sales of a portfolio of wire & cable products, tools, services, and engineered solutions. While working directly for the Director of Data Center, Colocation, this individual will be responsible for managing their sales territory and working closely with all internal support teams to advance the business objectives identified within the multi-year strategic plan.
Description of Duties and responsibilities:
· Strategically develop customer targets and plan to execute sales goals via distribution sales, agent sales force or direct.
· Build effective customer relationships with Engineering Firms, EPCs, Distributors, Colocation Data Center Integrators, and OEM’s that support business objectives within the assigned market.
· Provide market intelligence as necessary to position Southwire for growth and profit opportunities including but not limited to assessing market size and share held by Data Center owners to facilitate Southwire alignment for growth.
· Identify sales opportunities to “Drive Mix” with new customers, products, or services.
· Coordinate across all Southwire business units to communicate One Southwire to the Data Center customer base.
· Effectively utilize Salesforce or other CRM software to track project opportunities and success.
· Proactively manage all aspects of territory monthly profitability and account receivables in support of business objectives.
· Create a solution driven, leadership persona both internally and externally while collaborating with other functions within the corporation and customer organization.
· Perform other duties as assigned by the Director of Data Center, Colocation.
· Ability to represent Southwire in Data Center industry associations and standards committees.
Qualifications and Experience Requirements:
· Bachelor’s Degree preferred preferably in Business or Engineering with proven technical aptitude in data center powering and communications applications.
· Minimum 5 years prior sales experience with distribution, EPC sales channel, or direct in the data center market is required. Sales experience and existing relationships in the colocation segment of data center market preferred.
· Requires strong financial understanding with analytical skills to work through complex issues in all areas of the business.
· Must possess excellent communication, organizational and presentation skills to communicate with all levels of the customers organization.
· Requires a team player attitude continuously articulated in a well thought out vision and effective communication.
· Effectively manage channel conflict as arises from strategy execution or dictated by changing market.
· A strong work ethic and the ability to continuously develop competencies of both self and others.
· Flexibility and ability to handle multiple tasks with the ability to work around deadlines are a must.
· Must be skilled at using IT Systems including, but not limited to SAP and other Southwire sales tools.
· Requires up to 60% travel either independently or with distribution and agent sales force throughout assigned territory.
