Director of Service Sales (Remote) - Delta Star Inc

Delta Star is the largest, American-owned medium power transformer manufacturer in the United States and the premier manufacturer of mobile transformers and mobile power substations in North America. Delta Star has an immediate opening for Director of Service Sales.

Full Time, Salary Position

Company Info

Delta Star provides power solutions for utilities across North America. This includes the manufacturing of medium-power transformers, mobile transformers, mobile electrical substations, trailers, and unitized substations. We offer power transformers for utility applications including power and distribution, transmission voltages, system ties, and automatic voltage regulations, as well as industrial applications. Delta Star also provides comprehensive engineering, testing, maintenance services, and parts for any transformer manufacturer through our Field Service business unit, ensuring our customer's transformers and mobiles maintain peak performance.

Purpose

The Director of Service Sales is responsible for leading the execution of the commercial strategy and technical leadership for Delta Star's Field Service Business Unit nationally across the United States. This includes, but is not limited to, overseeing and/or supporting the sales, business development, relationship management, customer service, and commercial functions of the transformer/substation Field Service Business Unit (FSBU). Directs the development and delivery of strategic initiatives, while supporting an elevated growth agenda in order to rapidly expand sales and market share. An expert collaborator that works to further cultivate an inclusive environment with a true team approach, while remaining focused on excellence, satisfaction, and winning. Acts with a sense of urgency and is a key contributor & member of the FSBU leadership team with shared responsibility for driving the organization to predicable and profitable targets such as bookings, revenue, profit margin, and other key performance indicating related objectives.

In addition to any typical responsibilities and duties of this role, the Director of Service Sales will be tasked with supporting the following:

1. Having a growth and development mindset that includes targeting strategic accounts, supporting the expansion of service capabilities, geographical footprint buildout through the addition of service centers, and/or through strategic M&A.
2. Influence and champion the continuous improvement of all internal sales and commercial
3. Help deliver a better customer experience and higher quality of services, improving communication both internally and externally, while enhancing responsiveness (speed & efficiency) through process improvements in all business areas to support increased customer satisfaction and strengthen bottom-line results.

Reporting to the General Manager of the FSBU, the Director will partner with the GM to help define and execute the sales and commercial strategy nationally. The Director, having total accountability and ownership of the service sales and commercial functions, will also manage and lead internal regional Service Sales Managers and all external independent rep agencies.

Responsibilities & Duties

• Responsible for successfully promoting and positioning the transformer field service business to maintain and grow market share consistently year-over-year. Oversee the portfolio, as well as be directly responsible for selling power transformer installations, relocations, maintenance & repair, re-gasketing or major overhauls, electrical testing, oil processing, failure investigations, and Load Tap Changer (LTC) maintenance & retrofits. Additionally, promotes the sales of the spare parts and components business.
• Manage, within budget, sales and business/relationship development activities within assigned region in order to achieve annual sales goals including revenue (bookings), profit margin, and other related objectives.
• Conducts regular sales calls with client base to promote service offerings and further cultivate relationships. Consistent follow-ups on all open quote opportunities, while also having a proactive mindset hunting for other new potential opportunities.
• Provides timely sales forecasts, updates on the market including shifting customer requirements, industry trends, competitors, and/or market level pricing.
• Coordinate and solicit feedback from various departments and support functions in order to develop proposals respective of customer requirements.
• Facilitate responsive communication between customers, other sales reps, and our technical or field execution staff to ensure all customer expectations are being met.
• Manage opportunities from a commercial and technical standpoint during opportunity stage, through negotiation, to order entry.
• Review and analyze customer specifications. Provide guidance to inside sales team during proposal generation to ensure we are properly positioned to win.
• Maintains detailed and reportable records of customer interactions and other key sales data via CRM.
• Support the preparation of work scope development, quotations or large bids as the team/business requires.
• Mentor, train, and further develop other field service staff members as required/able, sharing knowledge cross-functionally to ensure the team is always improving. This may include training/educating other sales channels such as outside rep agencies.
• Technical sales experience in the transformer/substation field service industry required.

Education & Experience

• Minimum of 12+ years of experience in the transformer or substation field service industry is required, along with 7+ years of management or supervisory experience leading sales teams.
• Bachelor of Science degree in Engineering, Business, Marketing, or related field. Alternatively, a special combination of education, experience, and/or demonstrated accomplishments can be evaluated and accepted at the discretion of Delta Star.
• Must have demonstrated experience in growing customer accounts and capturing additional market share through your individual strategies and efforts.
• Training or knowledge in NFPA70E, IEEE, NETA standards, or other transformer or substation training/certifications is a plus.

Knowledge, Skills & Abilities

• Stellar customer focus and proven relationship building skills, both externally and internally
• Excellent written and verbal communication, interpersonal skills, organizational skills, and analytical skills.
• High level of negotiation skills with the ability to listen effectively, understand customer needs, and identify and clearly present value propositions to our customers.
• Demonstrated ability to lead and drive positive change through influence and through actionable items.
• Must have a positive attitude, be driven to grow the business, and have a willingness to help in any area mentality (team player).

Other Requirements

• Travel as necessary to fulfill the core objectives of the role and yield successful growth results for the business.
• Support industry events and Delta Star events/meetings as required to support and grow the business.
• Must have a stable internet connection and cellular service at candidates' home-base in order to conduct normal business operations when not visiting customer sites. (Email, connect remotely to Delta Star systems through VPN, etc.)

Benefits

Medical, Dental, Vision, 401K, ESOP, Life and Disability Insurance, Paid Time Off, Floating Holidays, and Sick Pay

AAP/EEO STATEMENT Delta Star is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

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