[Remote] Director of Sales - Utilities

Note: The job is a remote job and is open to candidates in USA. Virginia Transformer Corp is the largest U.S.-owned manufacturer of power transformers in North America, and they are seeking a Director of Sales for Utilities to drive strategic sales growth. The role involves developing market strategies, leading commercial teams, and managing key customer relationships to expand the company's market presence within various utility sectors.ResponsibilitiesDevelop and execute a comprehensive sales strategy for the utility transformer marketAnalyze market trends, customer demand, competitive activity, regulatory developments, and geopolitical factors that influence the utility industryIdentify growth opportunities and develop strategic initiatives that expand Virginia Transformer's market shareLead and develop a high-performing commercial team focused on utility customersEstablish sales objectives, monitor performance, and drive continuous improvement across inquiry generation, quotation activity, bookings, profitability, and customer satisfactionRecruit, mentor, coach, and develop top sales talentFoster a culture of accountability, collaboration, and operational excellenceDevelop executive-level relationships with investor-owned utilities, municipal utilities, electric cooperatives, and public power agenciesEngage with C-suite executives, engineering leadership, procurement teams, operations management, and utility decision-makersServe as a trusted advisor throughout the sales processDevelop and maintain a strong pipeline of qualified opportunities using all available sales channels and representative networksMonitor inquiry-to-quotation conversion rates and implement strategies to improve sales effectivenessLead complex negotiations and manage major sales opportunities from prospecting through contract awardPartner closely with Application Engineering to deliver timely, accurate, and competitive quotationsAchieve order booking, profitability, and plant loading objectivesLead and support independent sales representatives throughout assigned territoriesEnsure representatives receive appropriate product training, sales support, customer engagement, and competitive intelligenceEvaluate performance and develop improvement plans where necessaryMonitor customer investment plans, utility capital spending, competitive positioning, and emerging market trendsProvide leadership with actionable insights that influence commercial strategy and product positioningCollaborate with Marketing to develop compelling sales tools and messaging that reinforce Virginia Transformer's value propositionPartner closely with Engineering, Manufacturing, Project Management, Quality, Customer Service, Operations, and Executive Leadership to ensure successful project execution and exceptional customer satisfactionPromote collaboration across all departments to support Virginia Transformer's continued growthSkillsBachelor's degree in Engineering, Business, Marketing, Finance, or a related discipline10+ years of progressive sales, business development, or account management experience within the utility, electrical equipment, power delivery, or energy infrastructure industriesDemonstrated success selling to investor-owned utilities, municipal utilities, electric cooperatives, or public power organizationsStrong knowledge of transmission and distribution systems, utility procurement processes, and capital project planningProven experience leading sales teams and managing complex sales opportunitiesExcellent communication, negotiation, presentation, and executive relationship-building skillsAbility to travel throughout North America as requiredExperience selling power transformers, substations, switchgear, or other engineered electrical infrastructureExisting relationships with utilities, engineering consultants, EPC firms, and utility leadershipExperience managing manufacturer representative networksFamiliarity with grid modernization, renewable integration, and utility reliability initiativesCompany OverviewVirginia Transformer is an engineering company that manufactures transformers. It was founded in 1971, and is headquartered in Roanoke, Virginia, USA, with a workforce of 5001-10000 employees. Its website is http://www.vatransformer.com/.Company H1B SponsorshipVirginia Transformer Corp has a track record of offering H1B sponsorships, with 3 in 2025, 6 in 2024, 10 in 2023, 1 in 2022, 3 in 2021, 4 in 2020. Please note that this does not guarantee sponsorship for this specific role.