National Utility Sales Manager

Grip-Tite Manufacturing is seeking a National Utility Sales Manager to drive utility growth across US territories. This position will be remote with a preferred location being - South / Southeast / Texas / Midwest. Candidates should be located within 45 miles of a major airport.

60-75% travel requirement

PRIMARY PURPOSE:

Owns the growth of Grip-Tite guy-wire anchors, forged anchor rods, and Power-Grip Hub Anchor systems through electric utility distributors and investor-owned utilities. This position will leverage our manufacturer’s rep. network to win new business, as well as expand the EUDA houses and convert IOU headway into standards, stock, and repeat orders. Owns utility pricing and margin discipline so growth is profitable, not bought with price.

WHY GRIP-TITE MANUFACTURING CO.?

Grip-Tite has been making earth anchors in Iowa for more than 100 years. Our utility line – guy-wire anchors, forged rods, and Power-Grip-Hub Anchors is growing with co-op distributors and investor-owned utilities, and we need someone to take that growth to the next level. At Grip-Tite we provide products that are American-made, give honest lead times, and are a factory that still answers the phone.

This position is not a territory babysitting job and is not a staff job. This position will work the houses and the agencies themselves, report to Sr. Leadership, and will be measured on specific outcomes.

KEY ACCOUNTABILITIES:

• Manage the utility sales team, our recently added reps and the anchor-clinic program to productivity standards (calls, stocked houses, IOU conversions, and margin on booked business). Appointing new agencies is additive; day-to-day ownership of the current reps is the job.
• Open a targeted coop-owned distributor as a stocking customer whose current catalog includes the same market segments in which Grip-Tite operates.
• Grow a network of electric utility material and utility supply distributors through specification and stock; drive profitable revenue by owning utility pricing integrity — tiered margin targets by product, a 30% floor (exceptions only with written approval), and customer concessions backed by sound business justification.
• Own the utility price list and steel pass-through: when material costs move more than 5% for two consecutive months, recommend and execute list updates on a 30-day notice so Grip-Tite keeps pace with competitors who already do this.
• Move a group of targeted investor-owned utilities from sales activity and relationship development to measurable conversions and sustained revenue; open additional IOUs through the agencies you build.
• Run quote-to-order discipline: convert or close every utility quote with a win/loss reason so we know whether price, lead time, or specification is costing us the order.
• Support commercialization of Anchor IQ into distributor and IOU channels (standards, stock, and repeat installs) alongside the core anchor line.

MUST HAVE QUALIFICATIONS:

• Eight or more years selling pole-line hardware, anchoring,. guying, closely adjacent T&D material to U.S. electric utilities.
• Has demonstrated experience developing and managing relationships with at least two cooperative-owned utility distributors, including EUDA members.
• Has demonstrated experience in appointing or managing manufacturers’ representative agencies – and not just calling on reps.
• Can acclimate well to co-op culture and IOU standards / sourcing processes.
• Willingness to travel and work from the plant in Winterset or Home Office in Johnston, IA when a customer or quality issue requires it.
• Clear and direct communication with the ability to write short account plans. No hiding behind activity reports.
• Exceptional critical thinking skills and ability to adapt to ever changing business needs.
• Integrity driven to do what is right and not take short cuts.
• Ability to display confidence and product knowledge without arrogance.
• Efficient time management skills with the ability to dedicate proper time to each key accountability.
• Must be proficient in MS Office Suite, specifically Excel, PPT and have expertise in ERP systems.
• Strong persuasive and negotiation skills.
• Initiative-taking and purposeful.
• Works with a sense of urgency and demonstrates responsiveness and promptness in serving external prospects and customer needs.
• Ability to prepare and edit presentations / documents accurately.
• Ability to prioritize and negotiate conflicting deadlines.
• Ability to maintain confidentiality and proprietary information of the company.
• Must have a valid driver’s license in good standing.

PREFERRED QUALIFICATIONS:

• Has put a product on an IOU construction standard or AML.
• Has experience in recovering a distributor after a quality or delivery failure.
• Technical fluency of guy anchors: i.e., holding capacity, soil, rod diameter, hub vs. expanding, vs. cross plate, install torque vs. design load.
• Lived in or covered the state of Texas, the Southeast, or an Upper Midwest sales territory.
• Worked or works for a competitor or strong utility agency and has proven experience in forging successful relationships.
• Bachelor’s degree in business, marketing, engineering, or related field preferred; equivalent relevant experience accepted. An equivalent combination of relevant industry experience, demonstrated sales accomplishments, and technical knowledge will be considered in lieu of a degree.
• Has owned or materially influenced a utility or T&D price list, including steel or commodity cost pass-through.
• Has commercialized a new T&D or pole-line product into utility standards, AMLs, or distributor stock.
• Has managed or directed field sales reps or manufacturers’ agencies (not only called on them).
• Comfortable using ERP quote and order data to run win/loss and margin reviews (Acumatica experience a plus).

COMPENSATION:

• Base range from $115-$140k annually.
• The potential to earn variable at plan.
• $155k to $200k potential for on-target earnings.
• Uncapped earning potential above plan.
• Auto allowance or mileage reimbursement.

BENEFITS:

• Competitive health insurance benefits with a substantial employer-paid premium contribution.
• Dental and vision insurance.
• Four weeks of PTO accrued throughout the first year.
• Ten paid holidays.
• 401k plan with company match per pay period upon eligibility.
• Employer paid life insurance.
• Employer paid short-and-long term disability plans.
• Employee assistance program and other perks.

PRE-EMPLOYMENT TESTING:

External hiring into this position is contingent upon the successful completion of pre-employment, post offer drug screen, background, and reference checks.

E.O.E:

Grip-Tite Manufacturing is an equal opportunity employer.