Senior Regional Sales Manager
Utilities US Southeast
Department Sales
Work location Remote within the United States
Reports to Senior Vice President of Sales US
FLSA status Non-Exempt
Shift Not applicable. Overtime may occasionally be required based on business needs.
About CMI
Central Moloney manufactures distribution transformers and transformer components for electric utilities and other power industry customers. Since 1949, CMI has supported customers with products designed for demanding electrical distribution applications.
Role and territory
The Senior Regional Sales Manager leads profitable growth for CMI distribution transformers and components across the nine-state Southeast territory: Arkansas, Louisiana, Mississippi, Alabama, Georgia, Florida, Tennessee, North Carolina, and South Carolina. Customers include investor-owned utilities, electric cooperatives, municipal utilities, public power organizations, and distributors. Sales leadership determines specific and shared account assignments.
This senior individual contributor owns regional sales strategy and complex utility account development, manages independent sales representative relationships, and leads commercial negotiations within delegated authority. The role builds relationships with executive, procurement, engineering, standards, and operations stakeholders and coordinates CMI resources across multiple accounts and buying cycles.
Responsibilities
· Own the regional bookings and margin plan. Prioritize accounts, allocate selling effort across the territory, and identify risks and actions needed to deliver agreed objectives.
· Develop strategic account plans covering customer demand, supplier share, contract renewals, decision-makers, product approvals, and opportunities to expand transformer and component sales.
· Lead complex bids and negotiations for blanket orders and long-term supply agreements. Coordinate pricing, escalation, warranty, delivery, and other commercial terms with Finance, Operations, Engineering, and authorized approvers.
· Set account coverage and growth expectations with independent sales representatives, including PSA’s Entergy and Southeast teams and its Northeast team for the Carolinas. Coordinate joint calls, review pipeline and results, and resolve coverage gaps within authorized account and product scope.
· Lead utility vendor qualification and specification development with Engineering and the components team. Identify approval requirements and maintain an account-specific plan to secure product acceptance.
· Maintain an accurate pipeline in CMI sales systems, including opportunity value, product mix, expected purchase order date, stage, probability, next action, and owner. Provide timely bookings forecasts and explain changes, risks, and lost business.
· Validate delivery commitments with Engineering, Operations, and Scheduling before communicating dates or accepting orders. Escalate capacity, material, approval, and contractual risks through the appropriate approval process.
· Lead commercial coordination on major customer issues. Align recovery communications with the responsible functions, track agreed actions, and maintain customer confidence through accurate updates.
· Provide regional market intelligence on customer inventories, purchasing plans, competitor pricing, lead times, and specifications. Recommend pricing and account actions supported by available evidence.
· Coordinate customer visits, business reviews, industry events, and technical discussions across the territory. Share account practices and support the development of less-experienced sales colleagues.
Requirements
Required qualifications
· Bachelor’s degree in electrical or mechanical engineering, business administration, or a related field, or equivalent relevant technical sales experience.
· At least 8 years of progressive experience in technical sales, business development, or account management, with at least 1 year of experience in technical sales for…