Director of Industrial & Utility Sales

EnerSys is a global leader in stored energy solutions for industrial applications. We have over thirty manufacturing and assembly plants worldwide servicing over 10,000 customers in more than 100 countries. Worldwide headquarters are located in Reading, PA, USA with regional headquarters in Europe and Asia. We complement our extensive line of Motive Power and Energy Systems with a full range of integrated services and systems. With sales and service locations throughout the world, and over 100 years of battery experience, EnerSys is the power/full solution for stored DC power products. 

What We’re Offering

• Paid time off plus paid holidays
• Medical/dental/vision insurance plan
• Life insurance, short/long term disability, tuition reimbursement, flex spending, and employee stock purchase plan
• 401K plan
• Culture: We value and strive for excellence in all that we do through innovative technology by creating long lasting relationships with our stakeholders, co-workers, and customers. We continentally strive to foster teamwork, engagement and enhance our employee’s skills and competence by providing appropriate training.

Compensation Range: 120,300-150,200 plus bonus 

Compensation may vary based on applicant's work experience, education level, skill set, and/or location.  

Mission

Drive EnerSys’ growth in Utility and Industrial markets by leading sales strategy, expanding direct customer engagement, and building strong partnerships with manufacturing reps and value-added resellers. Focus on TPPL technology, BESS solutions, and service expansion programs.

Job Purpose

Manage strategic accounts and partner networks in Utility and Industrial segments, develop tailored solutions, and execute go-to-market strategies. Collaborate with product and service teams to deliver integrated energy storage solutions.

Essential Duties and Responsibilities

• Own revenue targets for Utility & Industrial segments; drive quarterly sales attainment 
  and forecast accuracy.
• Build and maintain relationships with utilities, industrial operators, and key partners; 
  negotiate complex contracts and pricing.
• Champion TPPL and BESS value propositions; drive adoption of new products and 
  service offerings.
• Align with Marketing and Product teams to tailor solutions; enable partner comarketing initiatives.
• Manage segment P&L, including forecasting, margin optimization, and deal governance.

Qualifications

This position includes supervisory responsibilities

• Bachelor’s degree in Business, Engineering, or related field; MBA preferred.
• 10+ years in utility or industrial sales leadership.
• Proven success in large-scale account management and complex deal negotiations.
• Strong technical understanding of TPPL, BESS, and power systems.
• Excellent negotiation, communication, and stakeholder management skills.

Core Competencies

• Strategic Thinking & Market Insight
• Complex Deal Negotiation
• Financial Acumen & P&L Responsibility
• Relationship Management
• Cross-functional Leadership

Key Performance Indicators

• Revenue Growth: $20M incremental revenue from Utility & Industrial segments in first 12 months.
• Sales Attainment: 100% of quarterly sales targets.
• Pipeline Development: $60M qualified pipeline within 6 months.
• Customer Engagement: 90% engagement score (QBR meetings, follow-ups, feedback).
• Service Expansion: Launch BESS service program with $2M revenue potential by FY30.
• NPI Adoption: 40% adoption rate for new TPPL and BESS products within 12 months.

90-Day Action Plan

Phase 1: Discovery & Alignment (Days 1–30) • Onboard with leadership and stakeholders; review current pipeline, top accounts, and partner agreements. • Analyze competitive landscape; build relationships with internal teams and key accounts.

Phase 2: Strategy Development (Days 31–60) • Define account segmentation (OEMs, hyperscale, enterprise, colocation). • Prioritize top 10 strategic accounts with tailored engagement plans; draft revenue forecast and margin plan. • Build partner enablement framework and content.

Phase 3: Execution (Days 61–90) • Engage top 3 strategic accounts with executive-level meetings; launch targeted TPPL/Service/lithium UPS campaigns. • Implement KPI dashboard; begin negotiations for at least one major deal and secure preliminary commitments. 

General Job Requirements

• This position will work in an office set