Senior Sales Executive (Power Generation) at JMG

Position Overview

• We are seeking a strategic and results-driven Senior Sales Executive to drive revenue growth and market share within a defined territory or key accounts.
• This is a senior-level, consultative sales role that requires a deep understanding of complex technical products and the ability to build long-term, strategic partnerships with engineering teams, OEMs, and end-users.
• The successful candidate will be a hunter and a farmer, capable of landing new accounts while nurturing and expanding existing ones.

Responsibilities

• Strategic Business Development: Identify, qualify, and secure new business opportunities within the target market. Develop and execute a strategic sales plan for the territory to meet and exceed aggressive annual sales targets.
• Key Account Management: Serve as the primary point of contact for strategic accounts. Develop deep relationships with key stakeholders at all levels, from C-suite and procurement to design and manufacturing engineers.
• Consultative Solution Selling: Conduct in-depth needs analysis to understand client challenges and objectives. Collaborate with internal engineering teams to architect and propose tailored electromechanical solutions that deliver measurable value.
• Sales Cycle Management: Manage the entire sales cycle from lead generation to contract negotiation and closing. Prepare and present detailed technical and commercial proposals, quotes, and responses to RFPs/RFQs.
• Market Intelligence: Act as the "eyes and ears" of the company in the field. Provide feedback on market trends, competitive landscape, and voice-of-customer to inform product development and marketing strategy.
• Pipeline and Forecast Accuracy: Maintain a robust and accurate sales pipeline using our CRM (e.g., Salesforce or SAP). Provide regular and reliable sales forecasts to leadership.
• Industry Representation: Represent [Company Name] at key industry trade shows, conferences, and technical symposiums.

Requirements
Required Experience & Skills:

• 7-10 years of progressive experience in a B2B sales role, with a proven track record of selling complex, technical, high-value solutions or capital equipment.
• Direct experience in the electromechanical, industrial automation, or precision engineering sector is mandatory.
• Demonstrated Success: A verifiable history of consistently meeting or exceeding multi-million dollar sales quotas and managing a large territory or portfolio of key accounts.
• Technical Aptitude: Strong ability to understand and discuss technical concepts related to electromechanics (e.g., servo systems, motion control, pneumatics, robotics, power transmission). Ability to engage confidently with customer engineering teams.
• Strategic Selling Skills: Proven expertise in strategic account planning, value-based selling, and negotiating long-term contracts. Experience with Miller Heiman, SPIN Selling, or other strategic sales methodologies is a plus.
• Relationship Builder: Exceptional interpersonal, communication, and presentation skills with the ability to build trust and rapport with a diverse set of clients and internal stakeholders.
• Self-Motivated: A proactive "hunter" mentality with strong initiative, resilience, and the ability to work autonomously.
• Travel: Willingness and ability to travel up to 50-60% within the assigned region.
• Tech Proficiency: High proficiency with CRM software (Salesforce preferred) and the Microsoft Office Suite (especially Excel and PowerPoint).

Education & Certifications:

• Bachelor's degree in Engineering (Mechanical, Electrical, Mechatronics), Business Administration, or a related field is strongly preferred.
• An MBA or advanced technical degree is a significant plus.
• Relevant certifications are highly desirable and demonstrate a commitment to professional development.

These may include:

• Certified Sales Professional (CSP) from the Manufacturers Representatives Educational Research Foundation (MRERF)
• Professional Certified Marketer (PCM) from the American Marketing Association
• Certified Professional Manufacturers Representative (CPMR) - Also from MRERF, excellent for rep-based sales.
• Engineering or Project Management certifications (e.g., PMP, PE License) can be highly valuable for credibility with technical customers.