Senior Regional Sales ManagerUtilities US Southeast

Department Sales

Work location Remote within the United States

Reports to Senior Vice President of Sales US

FLSA status Non-Exempt

Shift Not applicable. Overtime may occasionally be required based on business needs.

About CMI

manufactures distribution transformers and transformer components for electric utilities and other power industry customers. Since 1949, CMI has supported customers with products designed for demanding electrical distribution applications.

Role and territory

The Senior Regional Sales Manager leads profitable growth for CMI distribution transformers and components across the nine-state Southeast territory: Arkansas, Louisiana, Mississippi, Alabama, Georgia, Florida, Tennessee, North Carolina, and South Carolina. Customers include investor-owned utilities, electric cooperatives, municipal utilities, public power organizations, and distributors. Sales leadership determines specific and shared account assignments.

This senior individual contributor owns regional sales strategy and complex utility account development, manages independent sales representative relationships, and leads commercial negotiations within delegated authority. The role builds relationships with executive, procurement, engineering, standards, and operations stakeholders and coordinates CMI resources across multiple accounts and buying cycles.

Responsibilities

• Own the regional bookings and margin plan. Prioritize accounts, allocate selling effort across the territory, and identify risks and actions needed to deliver agreed objectives.
• Develop strategic account plans covering customer demand, supplier share, contract renewals, decision-makers, product approvals, and opportunities to expand transformer and component sales.
• Lead complex bids and negotiations for blanket orders and long-term supply agreements. Coordinate pricing, escalation, warranty, delivery, and other commercial terms with Finance, Operations, Engineering, and authorized approvers.
• Set account coverage and growth expectations with independent sales representatives, including PSA’s Entergy and Southeast teams and its Northeast team for the Carolinas. Coordinate joint calls, review pipeline and results, and resolve coverage gaps within authorized account and product scope.
• Lead utility vendor qualification and specification development with Engineering and the components team. Identify approval requirements and maintain an account-specific plan to secure product acceptance.
• Maintain an accurate pipeline in CMI sales systems, including opportunity value, product mix, expected purchase order date, stage, probability, next action, and owner. Provide timely bookings forecasts and explain changes, risks, and lost business.
• Validate delivery commitments with Engineering, Operations, and Scheduling before communicating dates or accepting orders. Escalate capacity, material, approval, and contractual risks through the appropriate approval process.
• Lead commercial coordination on major customer issues. Align recovery communications with the responsible functions, track agreed actions, and maintain customer confidence through accurate updates.
• Provide regional market intelligence on customer inventories, purchasing plans, competitor pricing, lead times, and specifications. Recommend pricing and account actions supported by available evidence.
• Coordinate customer visits, business reviews, industry events, and technical discussions across the territory. Share account practices and support the development of less-experienced sales colleagues.

RequirementsRequired qualifications

• Bachelor’s degree in electrical or mechanical engineering, business administration, or a related field, or equivalent relevant technical sales experience.
• At least 8 years of progressive experience in technical sales, business development, or account management, with at least 1 year of experience in technical sales for power systems or electrical distribution equipment, including electric utilities.
• Demonstrated success managing a large, multi-state territory and complex utility accounts, developing strategic customer relationships, and achieving bookings and profitability objectives.
• Experience leading negotiations for utility supply agreements and managing independent sales representatives or distributor relationships.
• Working knowledge of distribution transformer applications, transformer components, utility specifications, procurement processes, and supplier qualification requirements.
• Strong commercial judgment, including pricing, margin analysis, contractual risk identification, and the ability to work within approval limits.
• Disciplined account planning and forecasting, with proficiency in Excel, presentation tools, and CRM or opportunity management systems.
• Ability to lead cross-functional work without direct authority, communicate effectively with technical and executive audiences, and work independently from a remote office.

Travel and working arrangements

Regular travel throughout the assigned territory and to CMI facilities is required, including overnight travel and periodic customer or industry events. The role must coordinate effectively across time zones and adapt travel plans to customer and business needs

Benefits

Medical, Dental, Life, 401k, Vacation Pay

Competitive Salary with Annual Incentive Bonus eligibility

Please note & Review the following: This job is considered safety-sensitive because impairment by drugs or alcohol may constitute a threat to health or safety, and/or a lapse of attention could result in injury, illness, or death.

is a tobacco-free facility. The use of tobacco products (including cigarettes, cigars, smokeless tobacco, and e-cigarettes/vapes) is not permitted on company property.

Equal Opportunity Employer Statement: is an equal opportunity employer. We make employment decisions based on qualifications, merit, and business needs. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital or family status, genetic information, veteran status, or any other status protected by law. We are committed to creating a respectful, fair, and welcoming workplace for all, and we believe that a variety of experiences and perspectives strengthens our team.

Recruitment Policy: No Third-Party Involvement
We value the interest of all job seekers; however, we do not accept unsolicited resumes or candidate submissions from recruitment agencies, staffing firms, or third-party recruiters. Any resumes submitted in the absence of a signed agreement with will be considered the property of CMI. will not be responsible for any fees related to unsolicited resumes.