Job Description

Position Summary: The Regional Sales Manager – West is responsible for top- and bottom-line growth of Distribution and Platform channels within the assigned sales region, talent development and management of third-party distribution representatives, customer relationship development, and the cross-selling of VanTran’s oil-filled products.

Key Responsibilities:

• Sales Strategy and Revenue Growth: Grow regional distribution sales, solidify local and regional distribution partnerships, cross-sell VanTran’s oil-filled products, and expand sales with key platform businesses – Eaton, Siemens, and Schneider.
• Managing Rep Network and Cross-Sell: Effectively manage the rep network, fostering strong relationships with sales representatives to expand market reach, and help them effectively cross-sell new VanTran oil-filled products while minimizing conflict with VanTran’s rep network.
• Sales Planning and Forecasting: Develop a strategic annual sales plan within the assigned region. Evaluate the current rep network and make necessary adjustments to support the growth of the business. Maintain accurate and timely CRM data. Review rep performance quarterly using a documented and repeatable process (QBR).
• Collaboration with Other Departments: Collaborate effectively with other departments such as inside sales, operations, finance, and VanTran’s sales team to ensure alignment and coordination of efforts in support of sales objectives.
• Market Analysis: Conduct market research and analysis to identify trends, opportunities, and potential areas for growth within the dry-type and oil-filled distribution and platform sales sectors.
• Customer Satisfaction: Focus on customer satisfaction by addressing issues, resolving complaints, and continuously improving the overall customer experience for distributors, key accounts, and end users.
• Forgent Project Solutions: Partner with the solutions engineers to sell full Forgent project solutions to select distributors and end users.
• Industry and Agency Events: Attend trade shows, distributor events, national agency planning events, and agency summits.

Education & Experience:

• Education: Bachelor’s degree in business, Engineering, or a related field, or equivalent experience.
• Experience: 5+ years of progressive sales experience in electrical distribution, industrial equipment, or a related B2B manufacturing environment.
• Rep Management: Proven experience managing independent sales representatives or a third-party channel network.
• Product Knowledge: Familiarity with low voltage dry-type, medium voltage dry-type, and/or liquid-filled transformers is a plus.

Other Requirements:

• Travel: Ability to travel 25–30% within the West Region.
• Driving: Valid driver’s license and reliable transportation.
• Work Location: Remote – Western US (CA, AZ, or NV near a major airport preferred).

Core Competencies and Behaviors:

• Revenue Growth: Demonstrated track record of regional revenue growth and territory management.
• Relationship Building: Strong negotiation, relationship-building, and consultative selling skills.
• CRM & Forecasting: Proficiency with CRM systems and disciplined pipeline and forecast management.
• QBR Leadership: Ability to lead a documented, repeatable quarterly business review (QBR) process with reps.
• Cross-Functional Collaboration: Excellent cross-functional collaboration skills, working effectively with inside sales, solutions engineers, operations, and finance.
• Market Analysis: Strong market and competitive analysis capabilities.
• Self-Starter: Self-starter who can run a remote territory independently.
• Communication: Strong verbal and written communication skills.

Working Conditions:

• Work Environment: This is a remote, home-office-based position with regular travel to customer sites, distributor locations, and company facilities throughout the West Region.
• Travel: Travel of 25–30% is required, including overnight and multi-day trips, and may involve air and ground transportation. Travel frequency will vary based on business needs and territory demands.
• Physical Demands: Ability to sit, stand, and work at a computer for extended periods; ability to travel independently, navigate customer and distributor facilities, and occasionally lift or carry materials (e.g., sales collateral, product samples) up to 25 lbs.
• Schedule: Standard full-time schedule with flexibility required to accommodate customer, rep, and cross-functional team availability across time zones.
• Communication Tools: Regular use of phone, video conferencing, CRM, and other digital collaboration tools to manage a remote and geographically dispersed rep network