Utility Sales Director, Europe

Responsibilities:

• Has knowledge of the H2scan business, Power Utility ecosystem(s), competition and markets, and partners with the VP Sales and VP Marketing to drive sales growth in the targeted market(s).
• Develops and implements sales strategies and tactics in concert with the Company’s strategic plan, product roadmaps, annual budget, and governance policies.
• Executes the sales strategy in the assigned territory and delivers on the revenue goals.
• Analyzes data and implements corrective actions for exception conditions (e.g., budget or forecast miss) and prepares reports on progress to the H2scan leadership team.
• Conducts sales calls and travels to new and existing customer sites as required to develop and progress market opportunities.
• Understands the customer needs and applications, and H2scan’s solutions to those needs. Presents our offering establishing value for the customer.
• Responsible for customer and channel partner relations in the assigned territory.
• Develops and maintains strong relationships with key customers and third-party sellers at multiple levels and across different Customer Departments.
• Recruits, develops, and formally manages third party channel partners in the territory to ensure their business plans align with, and remains focused on H2scan’s objectives.
• As required, ensures the reseller teams are trained and equipped to sell H2scan’s products.
• Establishes sales KPI’s for direct accounts and sales objectives and KPI’s for our reseller network.
• Develops territory forecasts and maintains an opportunity funnel in the Company CRM.
• Participates in periodic sales and pipeline reviews and sales meetings with the VP of Sales.
• Is customer obsessed and drives that culture into the organization.
• Partners with H2scan employees outside of the sales function to meet revenue goals and target margins and assist in minimizing receivables.
• Escalates customer issues when necessary to appropriate H2scan management.
• Proactively acts on Customer Satisfaction Surveys or business review results by following up with customers to ensure H2scan is providing a gold class service.
• Represents H2scan at appropriate customer and industry events to network and promote H2scan.
• Looks for the best outcomes of the customer but has the ability and willingness to make decisions, popular or unpopular, in the best interests of the company.
• Helps identify sales and marketing tools that advance sales, support tradeshows, and provide content for newsletters and press releases.

Qualifications:

• Bachelor’s degree in engineering (or equivalent with relevant experience).
• A deep understanding of electric power utilities, and specifically Power Transformers. Knowledge of or experience with Transformer Monitoring, Dissolved Gas Analysis (DGA) is an advantage.
• Strong personal references and established relationships with Power Utilities across the European region.
• Proven ability to carry and deliver against $2M+ quotas and grow sales results year over year.
• Good understanding of, and experience with direct sales as well as managing Sales Channels.
• Experience structuring, advocating, and closing electric power deals at all levels of the customer.
• Excellent communication skills (verbal and written) and the ability to interact effectively in English. Being fluent in German is an advantage.
• Prior experience working for a US based organization is advantageous.
• The candidate must be located near a major airport and is expected to travel at least 50%.