Senior Business Development Manager-Transformers at TECO-Westinghouse in Round Rock, TX

Job description

• The Senior Business Development Manager-Transformers manages the daily execution of the business development strategy, plans, and processes to drive sales, increase revenue, expand markets, and achieve financial objectives.
• This position leads a sales team focused on OEMs, distributors, EPCs, and end users and requires proven industry experience selling distribution, power substation, and pad-mounted transformers, including both oil-filled and dry-type transformers.
• The position is based at TECO-Westinghouse headquarters in Round Rock, Texas, and works closely with customers, Field Sales, Engineering, Marketing, Factory Operations, Supply Chain, Service, Accounting, overseas manufacturing partners, and executive leadership.
• This role provides an opportunity to lead transformer sales activities across OEM, distributor, EPC, and end-user markets while working across TECO-Westinghouse's domestic and international organization. The position combines sales leadership, transformer applications, key account management, business development, channel development, and international manufacturing coordination.

Responsibilities

• Sales Strategy & Business Development
• Develop and implement strategic sales plans aligned with corporate goals.
• Direct sales forecasting activities and establish performance goals.
• Review market analyses to identify customer needs, pricing strategies, and discount rates.
• Analyze sales statistics to formulate sales policies and support the extended sales organization and channel partners.
• Develop and execute strategies to expand existing customer relationships and develop new business.
• Monitor, evaluate, and provide field intelligence regarding competitor activities and products.
• Represent TECO-Westinghouse at trade association meetings and other industry events to promote products.
• Implement strategies that support sales growth and market expansion.
• Sales Leadership & Team Management
• Direct staffing, training, and performance management activities for Field Sales personnel.
• Direct channel development activities.
• Coordinate sales territories, quotas, and performance goals.
• Assist the Business Unit Director with assigning territories to company Sales Representatives and manufacturers' representatives.
• Advise dealers, distributors, and customers regarding sales and advertising techniques.
• Promote teamwork across sales regions and with TECO-Westinghouse headquarters.
• Promote collaboration on cross-border opportunities with TECO-Westinghouse Motors Mexico and TECO-Westinghouse Motors Canada Inc.
• Directly supervise Field Sales personnel in accordance with company policies and applicable laws.
• Customer & Key Account Management
• Meet with key customers and assist Sales Representatives with maintaining relationships, negotiating, and closing business.
• Personally manage relationships with key customers.
• Deliver sales presentations to key clients in coordination with Sales Representatives.
• Assist customers in selecting appropriate transformer technical solutions and provide budgetary estimates.
• Provide direct support to customers and help address their technical and commercial requirements.
• Coordinate and host customer interactions and visits as appropriate.
• Transformer Applications & Quotations
• Develop quotation tools that support timely and accurate customer quotations.
• Work closely with Inside Sales and Applications teams to develop effective processes that support customer demand and expectations.
• Assist customers with transformer technical solutions and budget estimates.
• Work directly with overseas factory personnel to meet TECO-Westinghouse requirements and customer demands.
• Review and approve overseas transportation of transformers to the United States, including:
• Shipping
• Tariffs
• Domestic freight
• Coordinate sales activities with other sales-related departments and organizational units.
• Financial & Business Management
• Analyze and control divisional expenditures to remain within budgetary requirements.
• Present regional financial results, strategies, and activities to executive leadership and other stakeholders.
• Sales volume
• Potential sales
• Credit
• Existing customer expansion opportunities
• New customer opportunities
• Request Grants of Authority (GOA) when customer requirements exceed established company policies.
• Assist with customer invoice collection.
• Provide sales-related input to Product Research and Development activities.
• Overseas & Cross-Functional Collaboration
• Work directly with overseas factory personnel to support customer and business requirements.
• Travel to Taiwan, Indonesia, and Mainland China as needed to support company business, including customer factory visits.
• Coordinate closely with Engineering, Marketing, Factory Operations, Supply Chain, Service, Accounting, and other internal departments.
• Assist other departments in preparing manuals and technical publications.
• Compliance & Company Standards
• ISO 9001 Standards
• Affirmative Action Plan
• Company Safety procedures
• Drug-free workplace requirements
• Incorporate TECO-Westinghouse's Standards of Excellence — Pride, Desire, Teamwork, Attention to Detail, and Follow-through — into daily activities.
• Maintain regular attendance.
• Perform other duties as assigned.
• Customer & Internal Contacts
• This position requires daily interaction with all levels of TECO-Westinghouse and customers, including:
• Engineering
• Marketing
• Factory Operations
• Supply Chain
• Service
• Accounting
• Field Sales
• Inside Sales
• Customers and channel partners
• Overseas manufacturing partners
• Executive leadership
• Frequent domestic travel and occasional international travel, up to 60%, is required.

Requirements

• The successful candidate should have a proven track record of successful transformer sales in field sales positions, with experience dealing directly with customers at senior and executive levels.
• Required Experience & Education
• Bachelor's degree from a four-year college or university preferred; Electrical Engineering preferred.
• 10–15 years of related experience and/or training, or an equivalent combination of education and experience.
• Demonstrated experience selling transformers directly to customers.
• Strong knowledge and experience with distribution, power substation, and pad-mounted transformers, including:
• Oil-filled transformers
• Dry-type transformers
• Experience working with OEMs, distributors, EPCs, and end users.
• Experience leading and managing Field Sales personnel.
• Technology & Business Skills
• Proficiency with Microsoft Excel, Word, and PowerPoint.
• Ability to prepare professional reports and presentations.
• Strong understanding of sales forecasting, pricing, customer requirements, and commercial negotiations.
• Ability to analyze sales data and translate market information into actionable sales strategies.
• Language & Communication Skills
• Ability to communicate effectively with internal and external customers.
• Ability to write speeches, reports, manuals, correspondence, and articles that conform to prescribed style and format.
• Top management
• Public groups
• Boards of directors
• Customers and other stakeholders
• Mathematical Skills
• Discounts
• Interest
• Commissions
• Proportions
• Percentages
• Area
• Circumference
• Volume
• Ability to apply basic algebra and geometry concepts to practical business situations.
• Reasoning & Problem-Solving
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret a wide variety of technical instructions presented in mathematical or diagram form.
• Ability to work effectively with multiple abstract and concrete variables.
• The Sales Manager directly supervises Field Sales personnel. Responsibilities include:
• Interviewing and hiring employees
• Training and developing employees
• Planning and assigning work
• Directing daily activities
• Evaluating performance
• Recognizing and rewarding performance
• Addressing performance concerns and applying discipline when appropriate
• Resolving employee complaints and problems
• Managing personnel in accordance with company policies and applicable laws

Skills

Required

• Leadership
• Teamwork
• Communication
• Problem-solving
• Attention to detail
• Follow-through
• Professionalism
• Respect
• Microsoft Excel
• Microsoft Word
• Microsoft PowerPoint
• Sales forecasting