Position Summary
Reporting directly to the Vice President/General Manager, this role has total responsibility for sales, marketing, inside sales, and customer service functions. The incumbent will develop and implement the company’s sales strategies for growth and programs, manage sales activities to expand Sunrise’s business, and establish strong long‑term relationships with existing and emerging sales representatives and distributors. The position creates, executes, and controls comprehensive short‑ and long‑term strategic plans and goals, identifies and develops key accounts in all sales channels across North America and selected international markets, and analyzes territory and sales‑representative/distributor sales trends and performance against budgets. Total account management and customer advocacy are performed within and through the Sunrise organization to achieve objectives and opportunities. The role targets, prioritizes, penetrates, and qualifies prospective customers, champions appropriate Sunrise products, and uses active marketing plans to map new business opportunities at qualified accounts across all Sunrise product lines and sales channels. It also builds and directs a channel‑specific sales force, supports the implementation and periodic review of non‑disclosure, confidentiality, pricing, and other commercial agreements, and coordinates with internal functions such as engineering, operations, and finance to facilitate new business development.
Responsibilities
- Manage the company’s portfolio of products to nationwide public power utility customers, OEMs, and electrical distributors through an established independent sales representative workforce and international customers.
- Manage all aspects of sales (national and international), marketing, inside sales, and customer service.
- Lead national and international field sales operations for the products, services, and personnel.
- Establish territories, sales expenses, and budgets consistent with organizational objectives.
- Develop and maintain appropriate sales channels, including periodic evaluation and growth review of distributors and independent sales representative companies.
- Aggressively develop and implement product‑line growth strategy with supporting systems and processes to collect and document marketing information.
- Lead business development activities to capture market share, achieve business growth, and expand the company’s footprint.
- Develop and present a five‑year strategic sales and marketing plan for approval; present the annual strategic sales plan each year and report progress quarterly.
- Create sales and marketing growth objectives, strategies, advertising, digital marketing, media avenues, and promotional pieces.
- Submit an annual sales and marketing budget for approval and execution.
- Monitor and report on actual bookings to forecast and set proactive product‑line strategies by major market segments to achieve growth and meet goals.
- Manage the customer contract pricing process to maximize sales and profitability in accordance with internal pricing policy and corporate approval limits.
- Serve as the primary interface with major customers and key accounts when needed.
- Ensure customer account coverage and satisfaction through best‑practice development, implementation, and management of company resources.
- Recommend opportunities to optimize sales, penetrate markets, and achieve growth.
- Monitor sales activity, competitor activity, and overall market conditions.
- Keep management informed on key issues.
- Position requires 50%+ national and international travel to maintain contact with key accounts.
- Participate in the cost‑reduction program and leverage sales resources.
- Actively support market data evaluation and submission of Engineering Project Requests (EPR) for product development.
- Assume additional activities and responsibilities as directed.
- Position requires 75%+ domestic and international travel to maintain contact with key customers.
Complexity of Duties
- Develop and drive sales and marketing programs and support sales opportunities to ensure sustainable and profitable growth.
- Foster and maintain a “Safety First” work environment within the sales and marketing organization.
- Analyze difficult sales and business situations and identify best paths forward.
- Handle complex business, sales, and management issues.
- Possess the ability to generate confidence, work with people, resolve issues, take directions, and remain customer focused.
- Deliver input and feedback to management regarding opportunities, issues, and programs.
- Analyze the financial considerations associated with strategic account programs.