The Vacancy
Position Summary The Sales Representative – STATES Test Blocks & Test Switches is responsible for developing and growing sales of STATES products within assigned markets and customer segments. This position will focus on identifying new business opportunities, developing relationships with utilities, OEMs, engineering firms, distributors, and electrical contractors, and supporting existing customers to increase sales and market penetration. The position requires regular domestic and some international travel to meet customers, attend industry trade shows, participate in technical seminars, and represent STATES at market events and industry conferences.
Key Responsibilities
Sales & Business Development
- Develop and execute sales strategies to achieve assigned revenue and growth targets.
- Identify and develop new customers and market opportunities for STATES test blocks, test switches, and related products.
- Manage the complete sales process from prospecting and quotation through order placement and customer follow-up.
- Build strong relationships with electrical utilities, OEMs, panel builders, engineering companies, distributors, and other key industry customers.
- Conduct customer presentations, product demonstrations, and technical discussions.
- Prepare quotations and coordinate with internal teams to ensure accurate pricing, lead times, and delivery commitments.
- Maintain an active sales pipeline and provide accurate sales forecasts.
- Monitor market trends, customer requirements, and competitor activity.
- Develop opportunities for new applications and product conversions from competing products.
- Market Events & Travel
- Represent STATES at national and international trade shows, conferences, exhibitions, and technical events.
- Travel regularly within assigned territories to visit customers, distributors, utilities, and strategic accounts.
- Coordinate customer meetings and sales activities around major industry events to maximize the value of each trip.
- Participate in product demonstrations, technical seminars, training sessions, and customer presentations.
- Support STATES marketing activities by gathering market intelligence, customer feedback, and competitive information during events.
- Develop relationships with industry associations and key influencers within the electrical power and protection industry.
- Follow up promptly with leads and opportunities generated through trade shows and market events.
- Customer & Account Management
- Serve as a primary point of contact for assigned customers and prospects.
- Maintain regular communication with key accounts and identify opportunities for additional STATES products.
- Resolve customer issues in coordination with Customer Service, Operations, Engineering, and Manufacturing.
- Support distributors and channel partners with training, quotations, product information, and opportunity development.
- Ensure customers receive timely and professional responses throughout the sales process.
- Internal Collaboration
- Work closely with Commercial Operations, Customer Service, Engineering, Manufacturing, and Management.
- Communicate customer requirements and market feedback to internal teams.
- Assist with product development and improvement initiatives based on customer needs.
- Provide regular reports on sales activities, opportunities, forecasts, market conditions, and competitive developments.
Qualifications
- Bachelor’s degree in business, Engineering, Electrical Engineering, or a related field preferred.
- 3–5+ years of B2B sales experience, preferably within the electrical, utility, power transmission/distribution, or industrial equipment industries.
- Technical understanding of electrical distribution, protection, control, or substation applications preferred.
- Experience selling through distributors and/or directly to utilities and OEMs is a strong advantage.
- Strong presentation, negotiation, communication, and relationship-building skills.
- Ability to understand technical products and communicate their value to both technical and commercial customers.
- Proficiency with CRM systems, Microsoft Office, and sales reporting tools.
- Ability to work independently and manage multiple opportunities and customer relationships.
- Travel Requirements
- 30–50% travel, depending on assigned territory and business requirements.
- Regular attendance at domestic and international trade shows, conferences, customer meetings, and industry events.
- Travel may include multi-day customer visits and market development trips.
- Must be willing and able to travel internationally, including the United States, Canada, Latin America markets as required.
Performance Expectations
Success in this position will be measured by:
- Achievement of annual sales and gross margin targets.
- New customer and new application development.
- Growth of existing customer accounts.
- Number and quality of qualified sales opportunities generated.
- Conversion of tradeshow and event leads into business opportunities.
- Distributor and channel development.
- Accuracy of sales forecasting and CRM activity.
- Customer satisfaction and responsiveness.
- Expansion of STATES brand awareness and market presence.
Ideal Candidate The ideal candidate is a results-oriented, technically minded sales professional who is comfortable working directly with customers and traveling extensively. The candidate should be able to understand electrical products, identify customer applications, develop long-term relationships, and convert market opportunities into measurable sales growth. This person will serve as an important representative of the STATES brand in the marketplace, combining technical product knowledge with strong commercial skills to expand the company's presence in the test block and test switch markets.
