Job Description
Regional Sales Manager
Department: Sales / Marketing
Employment Type: Full Time
Location: US - Wisconsin - Madison
At Franklin Electric Energy Systems, our Grid Solutions business delivers innovative technologies that help utilities and industrial customers monitor, protect, and optimize critical electrical infrastructure.
As a Regional Sales Manager, you will be responsible for analyzing, developing, and executing sales strategies across the United States (lower 48). In this role, you will drive revenue growth through strategic account management, business development, and customer engagement. Working closely with customers, channel partners, and internal stakeholders, you will help expand market presence while delivering solutions that meet customer and business needs.
Key Responsibilities
Regional Sales Strategy & Growth
- Develop and manage sales activities and selling capabilities within the assigned geographic region.
- Monitor and maintain regional sales goals and performance metrics.
- Develop short- and long-term regional forecasts, sales strategies, and go-to-market plans to achieve revenue objectives.
- Analyze market opportunities, competitive trends, and customer demands to support strategic planning.
- Identify and pursue new business opportunities to drive regional growth.
- Develop account strategies that support long-term customer engagement and profitable growth.
Account Management & Customer Development
- Maintain and grow existing customer accounts through ongoing relationship management and customer engagement.
- Cultivate and develop new account prospects within the assigned territory.
- Build strong relationships with customer decision-makers to ensure Franklin Electric products are specified and maintained in customer applications and projects.
- Serve as the primary sales contact for assigned national accounts.
- Lead pricing discussions, negotiate contracts, and facilitate purchase agreements.
- Collaborate with internal teams to resolve customer concerns and ensure a positive customer experience.
Market Development & Industry Engagement
- Partner with the Marketing team to ensure traditional sales collateral and digital marketing efforts align with customer and market requirements.
- Coordinate and participate in regional and national trade shows, seminars, and industry events.
- Represent Franklin Electric professionally while promoting products, services, and capabilities.
- Provide market intelligence and customer feedback to support product development and strategic business initiatives.
- Strengthen customer and industry relationships that contribute to long-term business success.
Sales Operations & Business Execution
- Maintain accurate sales forecasts, pipeline activity, and account information.
- Monitor nationwide performance and adjust sales plans to meet established objectives.
- Performs proficient utility industry system project estimating tasks for channel partners and end users.
- Prepare sales reports, presentations, and business updates for leadership.
- Collaborate with cross-functional teams to support customer projects, product launches, and business initiatives.
- Requires 50% business travel within the region defined.
- Perform other related duties as required or assigned.
Skills Knowledge and Expertise
What You Bring
- Bachelor’s degree in business, Business Management, Marketing, Engineering Technology, or a related field.
- 5-7 years of relevant experience in sales, product management, business development, or a related field.
- Strong communication skills with the ability to effectively present information and respond to questions in one-on-one and small group settings.
- Proven ability to build and maintain customer relationships while influencing key decision-makers.
- Demonstrated analytical and problem-solving skills.
- Ability to make sound business decisions that impact customer relationships and business performance.
- Strong organizational skills with the ability to manage multiple priorities and work independently.
- Ability to maintain confidentiality and exercise discretion with sensitive business information.
- Proficiency in Microsoft Office applications.
Skills Knowledge and Expertise
- Experience selling technical, industrial, electrical, utility, or infrastructure-related products.
- Prefer knowledge of utility operations, grid monitoring systems, or energy industry applications.
- Experience working with distributors, utilities, engineering firms, or industrial customers.
- Experience developing territory growth plans and executing regional sales strategies.
- Familiarity with contract negotiations, forecasting, and sales performance analysis.
- Effectively communicates information and responds to questions in person-to-person and small group situations with customers, clients, the public, and other employees of the organization.
- Plans the time, method, manner, and/or performance sequence of own work; may also occasionally assist in planning work assignments performed by others within a limited area of operation.
Key Competencies
- Strategic Selling
- Business Development
- Customer Relationship Management
- Negotiation & Influence
- Communication
- Market Analysis
- Forecasting & Planning
- Problem Solving
- Collaboration
- Results Orientation
- Time Management
- Adaptability
- Relationship Building
- Decision Making
