Eaton Corporation Area Vice President, Sales - Northeast Region in Boston, Massachusetts
The Area Vice President is responsible for developing the overall sales strategy for the Northeast region, implementing and executing growth plans and creating demand in the market. The incumbent will need to work closely with distributor personnel, assigned manufacturer’s reps, contractors, and track progress to meet expected growth goals. He/she is also responsible for driving opportunities that assist B-Line in achieving the division goals leveraging the Eaton sales teams/channels.
This position requires coaching, directing, and training sales professionals in their respective assignments to succeed at managing and developing their customer base, leveraging internal and external resources, driving products and the channel to market to achieve market share gains, support price attainment goals and develop and implement strategic initiatives throughout the assigned region. It is essential to understand major competitors’ tactics, organization, distribution strategy, and pricing while keeping management informed of trends and changes. This position will be responsible to ensure that strategic and regional plans, major product launches, and key programs are properly planned, executed, and managed.
The incumbent will successfully achieve sales targets while maintaining quality standards and controlling expenses. Key attributes of the ideal candidate include an individual who is motivated, hardworking and has prior sales leadership experience with a track record of success. This individual will be an effective communicator who can provide reliable forecasting and clear reporting, able to manage project plans, schedules and resources to meet milestones and objectives while remaining within established budgets.
Develop and execute strategic plan for the Northeast region that coincide with the overall company objectives
Develop and execute the agent strategy for the Northeast region; incorporating an agent accountability and review process
Drive demand creation in the Northeast region through collaboration with key contractors, engineers, and end-users
Establish and drive a project and distributor conversion pipeline within the Northeast region
Provide leadership and development to internal and external sales teams
Work with support teams and Product Development to identify and implement new opportunities
Maintain a commitment to the company’s sales processes, values and business code of ethics
Attract, retain, and develop high performing, high potential level talent for Eaton through assessing, selecting, onboarding, coaching, and developing talent that feeds future roles in the business.
Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations and employee development
Analytical thinking capability, leveraging data-driven arguments to make decisions, conduct annual sales operating plans and channel marketing plans.
Customer Orientation; ability to understand, communicate and meet customer needs.
Negotiation skills and expertise; ability to cope with ambiguity, and work through complex problems and manage conflict.
Ability to influence in a matrix environment
Ability to execute and communicate compelling value proposition and strategy
Professional presence; the ability to clearly command / communicate in difficult sales situations
· MBA or other advanced business related or engineering degree
· Bachelor’s degree in Business, Marketing, or Engineering field.
· 5+ years of direct sales leadership in the electrical or industrial marketplace
· Experience in a rapid-growth, fast-paced organization
· Bachelor’s degree from an accredited institution
· Minimum of eight years of industry experience in a sales or marketing capacity
· Experience managing and developing a team
· Demonstrated history of consistent sales growth
· Ability to write and execute strategic sales plans and effective sales proposals.
· Ability to solve problems quickly and effectively.
· Ability to utilize creative skills effectively.
· Superior organizational skills.
· Advanced written and verbal communication skills, inclusive of customer and management presentations.
Eaton is a power management company with 2016 sales of $19.7 billion. We provide energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power more efficiently, safely and sustainably. Eaton is dedicated to improving the quality of life and the environment through the use of power management technologies and services. Eaton has approximately 95,000 employees and sells products to customers in more than 175 countries. For more information, visit Eaton.com.
At Eaton we see things differently. We see opportunities to innovate, go above and beyond, and we work hard because what we do reflects who we are. If you see things differently – if you’re determined, motivated and focused on improving the world around you – then it’s time to see where a career at Eaton can take you. For more information visit www. Eaton.com/careers.
Region: North America – US/Puerto Rico
Organization: EPG BLD BLine Division
Job Level: Director
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: No
Travel: Yes, 75 % of the Time