Regional Sales Manager - Transmission & Distribution

The Regional Sales Manager – Transmission & Distribution (T&D) is responsible for managing and driving sales growth and customer engagement for Qualitrol’s portfolio of monitoring, protection, and digital asset management solutions across electric utility, transmission, distribution, OEM, EPC, industrial, and renewable energy in one of our most important markets. 
 
This role requires having strong technical expertise and commercial sales experience to support our existing customer base and the ability to expand the Qualitrol portfolio around asset reliability and condition monitoring for critical electrical infrastructure. The Regional Manager will work closely with other regional sales managers, subject matter experts and cross regional sales leaders as well as product management and engineering teams to identify opportunities, develop technical solutions, and close complex projects within the power industry. The Regional Sales manager will also manage and develop key channel partners om the region, to bring in additional project business. 
 
Region of responsibility: States in the US North-East (New England/Mid-Atlantic States)  

Key Responsibilities 

Technical Sales & Business Development 

• Develop and execute sales strategies to achieve revenue and market share objectives within the assigned territory 
• Identify and pursue new business opportunities with utilities, EPCs, industrial facilities, and renewable energy customers 
• Promote Qualitrol solutions for transformer monitoring, dissolved gas and bushing monitoring, partial discharge monitoring, GIS monitoring, breaker monitoring, power quality, fault recording, and digital asset management 
• Conduct technical presentations, product demonstrations, and solution workshops for customers and partners 
• Support the complete sales cycle including prospecting, technical qualification, proposal development, commercial negotiations, and project closure 

Customer Engagement 

• Build and maintain strong technical and commercial relationships with customer stakeholders at all organizational levels 
• Understand customer operational challenges and align Qualitrol technologies to customer reliability and maintenance strategies 
• Provide consultative support regarding asset monitoring, condition assessment, predictive maintenance, and digital substation initiatives 
• Support site visits, technical evaluations, FAT/SAT activities, and field demonstrations when required 

Technical Expertise 

• Act as a reliable subject matter expert for high-voltage asset monitoring technologies, and know who are the key SME resources to bring in to close deals. 
  Support customers with application engineering discussions related to: 
    - Asset Health and Condition Monitoring 
    - Power transformers 
    - Gas-insulated switchgear (GIS) 
    - Circuit breakers 
    - Generators and motors 
    - Partial discharge monitoring 
    - SF6 monitoring 
    - Power quality and fault recording systems 
• Maintain deep knowledge of utility standards, industry trends, and competitive technologies 

Channel & Partner Support 

• Develop and support Value added Resellers (VARs) as part of Certified Partner program 
• Deliver technical and commercial support to channel partners and customers 
• Assist partners with opportunity development, solution positioning, and customer engagement strategies 
• Ensure channel alignment with regional growth objectives 

Forecasting & CRM Management 

• Maintain accurate opportunity pipelines, sales forecasts, and account activity within Salesforce CRM 
• Support monthly, quarterly, and annual business reviews 
• Track market activity, competitive intelligence, and customer project developments 
• Collaborate with leadership to develop account plans and territory growth strategies 

Cross-Functional Collaboration 

• Work closely with engineering and product management teams to communicate Voice of Customer (VOC) feedback and market requirements 
• Support product launches, pilot projects, and strategic growth initiatives 
• Coordinate with field service and operations teams to ensure customer satisfaction and successful project execution 

Qualifications 

• Bachelor’s degree in Electrical Engineering is highly preferred 
• Advanced technical or business education preferred 
• 7–10+ years of experience in technical solution sales and territory management/growth working with power systems engineering, or similar activities. 
• Proven ability to understand, map and manage large complex buying groups and sales cycles across various product groups 
• Experience in electric utilities, transmission & distribution, power generation, or industrial electrical systems 
• Proven success supporting or selling high-voltage monitoring and diagnostic solutions 
• Experience working with utilities, OEMs, EPCs, or industrial end users preferred 

Technical Knowledge 

Understanding of: 
• Power transformers and transformer accessories 
• Substations and T&D infrastructure 
• Partial discharge technologies 
• GIS and SF6 monitoring 
• Breaker monitoring systems 
• Digital substations and SCADA integration 
• Condition-based maintenance (CBM) 
• Asset performance management (APM) 
• IEEE, IEC, and utility industry standards 

Preferred Skills 

• Strong presentation and communication skills 
• Consultative selling and problem-solving mindset 
• Ability to communicate complex technical concepts clearly 
• Experience with Salesforce CRM and Microsoft Office tools 
• Strong organizational and forecasting discipline 
• Ability to travel extensively within assigned territory 
• Self-driven, collaborative, and customer-focused mindset 

Working Environment 

• Combination of remote work, customer visits, substations, power plants, OEM facilities, and industry events 
• Travel may range from 40–60% depending on territory and project activity 

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