Job Specifications
Remote
a month ago
Full Time
Mid Level
Bachelor's Degree
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Territory Development Manager - Utility
We're looking for an experienced Territory Development Manager to help accelerate our growth within the North American utility market. This isn't a traditional territory sales role. We're looking for someone who understands how large Investor-Owned Utilities (IOUs), Public Power organizations, electric cooperatives, and utility contractors make purchasing decisions. Someone who knows how to navigate complex organizations, build relationships across engineering, operations, safety, procurement, and field leadership, and create demand that ultimately drives business through our distributor partners.
The ideal candidate is:
- Experienced
selling into the electric utility market - Comfortable
working long sales cycles and managing complex opportunities - Skilled at
gaining product approvals, leading field trials, and influencing
specifications - A
self-starter who doesn't wait to be told where to go next - Motivated,
competitive, and driven by results - Passionate
about solving customer problems while representing premium brands
At Vertical Supply Group, you'll represent
industry-leading brands across fall protection, rope, rigging, lifting, and
work-at-height solutions while helping utilities improve worker safety through
innovative products and exceptional customer support. This is an opportunity to build something
meaningful inside one of our fastest-growing strategic markets.
What You'll Do
Success in this role is measured by your
ability to create demand, influence specifications, develop strategic
relationships, and convert opportunities into profitable growth.
You'll be responsible for:
- Building
relationships with key stakeholders throughout Investor-Owned Utilities,
Public Power organizations, Cooperatives, and utility contractors. - Driving
product approvals, standards adoption, and field evaluations that position
VSG products for long-term success. - Creating
demand at the end-user level while partnering closely with distributors
and channel partners to close business. - Conducting
customer presentations, product demonstrations, and technical training
sessions. - Working
alongside distributor sales teams through joint customer calls and
strategic account planning. - Identifying
new business opportunities while expanding existing customer
relationships. - Capturing
Voice of Customer (VOC) feedback to influence future product development
and portfolio expansion. - Developing
and maintaining a healthy pipeline of opportunities through disciplined
CRM and account management. - Providing
competitive intelligence, market insights, and customer feedback to
leadership. - Supporting
trade shows, customer events, and industry conferences to strengthen the
VSG brand. - Collaborating
with the Utility Sales Director to execute strategic growth initiatives
and exceed territory objectives.
What Success Looks Like
Successful candidates will:
- Build
trusted relationships inside major utility organizations. - Generate new
product approvals and specification wins. - Increase
field trials that convert into recurring business. - Grow revenue
across existing and new utility accounts. - Expand VSG's
influence with distributor partners. - Develop a
strong pipeline of qualified opportunities. - Become a
trusted resource for customers seeking innovative safety solutions.
Requirements
Qualifications
We're looking for someone who brings both
technical credibility and commercial experience.
Preferred qualifications include:
Located in the Northeast is a plus.
- 5+ years of
successful business development or technical sales experience within the
electric utility industry. - Experience
selling fall protection, safety equipment, climbing gear, rigging, tools,
or related utility products. - Proven
ability to navigate complex customer organizations and long sales cycles. - Strong
presentation, communication, and relationship-building skills. - Experience
working collaboratively with distributor networks and manufacturer
representatives. - Self-motivated
with the ability to work independently while managing multiple priorities.
- Bachelor's
degree preferred or equivalent combination of education and industry
experience. - Willingness
to travel approximately 50% throughout North America.
Physical Requirements: This position requires
frequent travel and regular use of a computer, telephone, and presentation
equipment. The employee may occasionally lift product samples or display
materials weighing up to 50 pounds. Frequent standing, walking, sitting,
speaking, and use of hands for computer and presentation activities is
required.