Director Regional Sales, East

Landis+Gyr is a leading global provider of integrated energy management solutions. We measure and analyze energy utilization to generate empowering analytics for smart grid and infrastructure management, enabling utilities and consumers to reduce energy consumption. Our innovative and proven portfolio of software, services and intelligent sensor technology is a key driver to decarbonize the grid and helped to avoid around 9 million tons of CO2 in FY 2023. With sales of USD 2.0 billion in FY 2023, Landis+Gyr employs around 6,900 talented people across five continents. 

For more than a century, we've been pioneers in energy innovation, and we continue to lead the way toward a more sustainable and efficient energy landscape. 

Join us at Landis+Gyr, where we manage energy better! 

 

Job Summary

The Director of Regional Sales is a senior sales leader responsible for leading a regional team that sells the Landis+Gyr portfolio (AMI, Software/Solutions) direct to utilities. They own the creation of the regional sales strategy and lead & coordinate the planning, organization, implementation and execution of a sales plan, including the budget and forecasting to achieve assigned revenue goals for the region. They are accountable for the management of Key Account Executives and Strategic Sales Directors and will also help drive the business development strategy. This individual will play a critical role in the Region’s ability to meet revenue and sales targets and will require a strong sales leader with a proven background in building and managing a sales team.  Candidates will only be considered if located in the Eastern region of the US - we are not offering relocation.

 

 

Primary Statement of Duties

 

 

Positioning:

• Researches and analyzes competitive conditions, customer needs and market trends.  Designs strategies to capitalize on market opportunities. 
• Comprehends complex customer needs and specifications and envisions how Landis+Gyr’s portfolio of solutions meet those needs.
• Makes recommendations to management regarding product development, customer requirements, trends, etc. 
• Understand and effectively communicate the company’s value proposition & technology, including Landis+Gyr product differentiation.

 

 

 

Leadership:

• Manages sales team performance.  
• Accountable for people management, team leadership and mentoring.
• Builds a consultative selling capability and process within the sales organization.
• Coordinates training for sales staff and provides regular instructions regarding pricing, procedures and communication.  

 

 

 

Customer/Relationship Management:

• Establishes an intimate understanding and knowledge of key customers and proactively identifies and creates key relationships.
• Ensures that customers are well satisfied with Landis+Gyr products and services.
• Drives Landis+Gyr presence at key sales events.
• Resolves customer requests, complaints and problems.

 

 

 

 Process:

• Leads and coaches Key Account Executives and Strategic Sales Directors through sales cadence – Discover, Lead Qualification, Pre-Sale Strategy, Execution and Post-Sale activities.
• Accountable for CRM Reporting activity.
• Responsible for overall pricing strategy – AMI/Solution Opportunities, V+, Special Pricing, Customer Rewards Matrix, Etc.
• Oversite and administration of customer contracts.
• Keeps management informed of sales activities, changes in competitive conditions, impediments and significant problems.

 

 

Education and Experience:

• Bachelor’s Degree.
• 10+ years relevant field sales experience, utility industry strongly preferred.
• 5+ years of sales team management.
• Experience in software sales preferred.
• Experience selling technical solutions and/or systems in a business-to-business environment, software sales experience preferred. 

 

 

 

Knowledge, Skills and Abilities:

• Strong knowledge of distribution utility system.
• Ability to think strategically and plan over 1-2 year timespan.
• Strong leadership and coaching capability.
• Analytical mindset.
• Seeks opportunities to increase existing and new customer sales for all products and service.
• Abili