Director Sales - Paralleling Switchgear
Destination Kohler
6d ago

Director Sales - Paralleling Switchgear

Location : Kohler, WI or Remote


Are you a high impact engineering leader with strategic sales and P&L management experience in power electronics, switchgear or any other related power generation industry?

Do you consider yourself a relationship manager who can guide excellence by not only maintaining existing relationships, but also building new ones?

If so, the new Director-Sales Switchgear role with Kohler Co. may be a great fit for you!

Kohler Co., one of the largest power generator manufacturers in the world, has delivered energy solutions worldwide since 1920.

Kohler offers power generation equipment for residential, industrial, mobile and marine applications as well as automatic transfer switches, switchgear, monitoring controls and accessories.

For more information about Kohler Power, please visit .

The Director-Sales, North America (NA) Switchgear will be responsible for aggressively growing profitable sales of Kohler Power System solutions with Switchgear products with a North American focus on key segments in Data Centers, Healthcare, Water & Waste Water and Governmental.

Key targets range from end users, to EPC firms (Engineering, Procurement and Construction), consulting engineers and other specifying and purchasing entities.

The individual owns the market and account planning activities for the NA Switchgear business, drives sales through standard channels and direct with end users as required, and answers for the success or failure across all target accounts and projects assigned.

The position will report to GM-Marine & Power Electronics and will have several direct reports.

Specific Responsibilities

  • Provide leadership and develop functional excellence for the sales of the paralleling switchgear product line by prospecting and network development of EPC and engineering firms.
  • Duties include supervision of the sales engineers responsible for technical liaison with the customer for product application, specification interpretation, and quotation for customer paralleling switchgear projects.

  • Establish long term working relationships with key individuals, both internal Engineering Sales Managers and external EPC partners, at the targeted accounts by becoming a trusted advisor and an integral part of their success.
  • Provide guidance during the initial design stage and assist with developing project requirements, drawings, and specifications.

  • Develop and maintain a strong talent organization by selecting, appointing, and developing people who embody the skills and drive that contribute to our global success.
  • Cultivate the careers of the team and develop a culture that supports continued development throughout the organization to ensure solid management succession.

    Delegate to each subordinate the responsibility and authority for performance of the assigned function, evaluate their effectiveness, and counsel and guide them toward improved performance and accountabilities for total talent management.

  • Support the development and implementation of defined Sales excellence (ex. training, tools, sales presentations, performance management, metrics etc.
  • Provide guidance and support to assigned sales associates assisting and developing their sales acumen and overall KPS sales growth.

  • Responsible for developing and executing the sales approach for every stage of a project, across value chain players (end-user, engineer, procurement, contractor, distributor), for each market segment.
  • Develop pull marketing approaches to drive qualified leads into prospecting efforts. Successfully close on qualified leads, responsible for profit or loss of each job.

  • Provide leadership and develop functional excellence for paralleling switchgear sales reporting, forecasting, and interpreting business development and sales metrics.
  • Provide sales / marketing coverage directly to key consulting engineers and end users with the goal of providing electrical system design / value engineering expertise.
  • A key part of the role is educating less experienced personnel on the generator paralleling switchgear market.

  • Responsible for technical support and sales of the switchgear product line. Duties include technical liaison with the customer for product application, specification interpretation, and quotation support.
  • Responsibilities also include the review of orders, application bulletins, and technical submittal prepared by Engineering.

  • Assist in marketing analysis and research, and long-range and short-range planning. Provide input for the coordination of product development and forecasting.
  • Assist in the development of strategies for the replacement of obsolescence products.

  • Answers product technical, application, quotation information, and product line inquiries from distributors, OEM’s, Area Managers, and other Division personnel to increase Kohler’s switchgear business.
  • Provide staff consulting, offering assistance in technical, forecasting, and strategic matters to Marketing and Engineering personnel relating to product development, the preparation of sample specification sheets and technical information bulletins.
  • Prepares and conducts Kohler professional and technical seminars for Consulting Engineers, End users, and contractors relating to technical matters and capabilities of Kohler paralleling switchgear.
  • Identify, develop, and champion the ideal structure to support growth initiatives along with tracking customer account activity globally;
  • establish and ensure both regional and global accounts are clearly identified.

  • Work closely with regional, global, and functional management teams (marketing, sales, engineering, procurement, operations, & service) and be a strategic partner and respected resource to them while providing strong team leadership to support local and global growth.
  • Oversee the preparation and negotiation of quotations for projects from targeted accounts. Ensure the Sales Operations team, suppliers, and distribution network prepare quotes and preliminary drawings for projects to effectively deliver customer requirements.
  • Participate and ensure pre-quote project requirement meetings and project review meetings are being leveraged when required.

  • Must be knowledgeable in industry power products (generators, automatic transfer switches, paralleling switchgear, custom enclosures, etc.
  • pertinent codes and standards (NEC, IEEE, UL, IBC, etc.) and overall onsite power system design and integration.

  • Play active role promoting KPS in trade events and associations. Work with Marketing and Engineering to create, prepare technical papers and other application specific white papers for marketing collateral, trade journals and conferences.
  • Skills / Requirements

  • Bachelor Engineering Degree required (BSEE or BSME preferred) with MBA preferred.
  • Candidate should possess a minimum of fifteen (15) years of power electronics, switchgear, or related power generation industry experience including direct sales on strategic / national accounts.
  • Proven leadership, results-oriented professional, an aggressive self-starter and a solid communicator are essential characteristics.
  • Experience should include substantial profit and loss accountability. Proven leadership, results-oriented professional, an aggressive self-starter and a solid communicator are essential characteristics.
  • Ability to travel 40-60% of time or as needed including international travel required.
  • Applicants must be authorized to work in the US without requiring sponsorship now or in the future.

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