Senior Business Development Manager-Transformers

About the Role

The Senior Business Development Manager-Transformers manages the daily execution of the business development strategy, plans, and processes to drive sales, increase revenue, expand markets, and achieve financial objectives.

This position leads a sales team focused on OEMs, distributors, EPCs, and end users and requires proven industry experience selling distribution, power substation, and pad-mounted transformers, including both oil-filled and dry-type transformers.

The position is based at TECO-Westinghouse headquarters in Round Rock, Texas, and works closely with customers, Field Sales, Engineering, Marketing, Factory Operations, Supply Chain, Service, Accounting, overseas manufacturing partners, and executive leadership.

Key Responsibilities

Sales Strategy & Business Development

• Develop and implement strategic sales plans aligned with corporate goals.
• Direct sales forecasting activities and establish performance goals.
• Review market analyses to identify customer needs, pricing strategies, and discount rates.
• Analyze sales statistics to formulate sales policies and support the extended sales organization and channel partners.
• Develop and execute strategies to expand existing customer relationships and develop new business.
• Monitor, evaluate, and provide field intelligence regarding competitor activities and products.
• Represent TECO-Westinghouse at trade association meetings and other industry events to promote products.
• Implement strategies that support sales growth and market expansion.

Sales Leadership & Team Management

• Direct staffing, training, and performance management activities for Field Sales personnel.
• Direct channel development activities.
• Coordinate sales territories, quotas, and performance goals.
• Assist the Business Unit Director with assigning territories to company Sales Representatives and manufacturers' representatives.
• Advise dealers, distributors, and customers regarding sales and advertising techniques.
• Promote teamwork across sales regions and with TECO-Westinghouse headquarters.
• Promote collaboration on cross-border opportunities with TECO-Westinghouse Motors Mexico and TECO-Westinghouse Motors Canada Inc.
• Directly supervise Field Sales personnel in accordance with company policies and applicable laws.

Customer & Key Account Management

• Meet with key customers and assist Sales Representatives with maintaining relationships, negotiating, and closing business.
• Personally manage relationships with key customers.
• Deliver sales presentations to key clients in coordination with Sales Representatives.
• Assist customers in selecting appropriate transformer technical solutions and provide budgetary estimates.
• Provide direct support to customers and help address their technical and commercial requirements.
• Coordinate and host customer interactions and visits as appropriate.

Transformer Applications & Quotations

• Develop quotation tools that support timely and accurate customer quotations.
• Work closely with Inside Sales and Applications teams to develop effective processes that support customer demand and expectations.
• Assist customers with transformer technical solutions and budget estimates.
• Work directly with overseas factory personnel to meet TECO-Westinghouse requirements and customer demands.
• Review and approve overseas transportation of transformers to the United States, including:
  • Shipping
  • Duties
  • Tariffs
  • Domestic freight
• Coordinate sales activities with other sales-related departments and organizational units.

Financial & Business Management

• Analyze and control divisional expenditures to remain within budgetary requirements.
• Present regional financial results, strategies, and activities to executive leadership and other stakeholders.
• Prepare reports for Product General Managers covering:
  • Sales volume
  • Potential sales
  • Credit
  • Existing customer expansion opportunities
  • New customer opportunities
• Request Grants of Authority (GOA) when customer requirements exceed established company policies.
• Assist with customer invoice collection.
• Provide sales-related input to Product Research and Development activities.

Overseas & Cross-Functional Collaboration

• Work directly with overseas factory personnel to support customer and business requirements.
• Travel to Taiwan, Indonesia, and Mainland China as needed to support company business, including customer factory visits.
• Coordinate closely with Engineering, Marketing, Factory Operations, Supply Chain, Service, Accounting, and other internal departments.
• Assist other departments in preparing manuals and technical publications.

Compliance & Company Standards

• Comply with all company policies, including:
  • ISO 9001 Standards
  • Affirmative Action Plan
  • Company Safety procedures
  • Drug-free workplace requirements
• Incorporate TECO-Westinghouse's Standards of Excellence — Pride, Desire, Teamwork, Attention to Detail, and Follow-through — into daily activities.
• Maintain regular attendance.
• Perform other duties as assigned.

Customer & Internal Contacts

This position requires daily interaction with all levels of TECO-Westinghouse and customers, including:

• Engineering
• Marketing
• Factory Operations
• Supply Chain
• Service
• Accounting
• Field Sales
• Inside Sales
• Customers and channel partners
• Overseas manufacturing partners
• Executive leadership

Frequent domestic travel and occasional international travel, up to 60%, is required.

Qualifications

The successful candidate should have a proven track record of successful transformer sales in field sales positions, with experience dealing directly with customers at senior and executive levels.

Required Experience & Education

• Bachelor's degree from a four-year college or university preferred; Electrical Engineering preferred.
• 10–15 years of related experience and/or training, or an equivalent combination of education and experience.
• Demonstrated experience selling transformers directly to customers.
• Strong knowledge and experience with distribution, power substation, and pad-mounted transformers, including:
  • Oil-filled transformers
  • Dry-type transformers
• Experience working with OEMs, distributors, EPCs, and end users.
• Experience leading and managing Field Sales personnel.

Technology & Business Skills

• Proficiency with Microsoft Excel, Word, and PowerPoint.
• Ability to prepare professional reports and presentations.
• Strong understanding of sales forecasting, pricing, customer requirements, and commercial negotiations.
• Ability to analyze sales data and translate market information into actionable sales strategies.

Language & Communication Skills

• Ability to communicate effectively with internal and external customers.
• Ability to write speeches, reports, manuals, correspondence, and articles that conform to prescribed style and format.
• Ability to effectively present information to:
  • Top management
  • Public groups
  • Boards of directors
  • Customers and other stakeholders

Mathematical Skills

• Ability to calculate figures and amounts involving:
  • Discounts
  • Interest
  • Commissions
  • Proportions
  • Percentages
  • Area
  • Circumference
  • Volume
• Ability to apply basic algebra and geometry concepts to practical business situations.

Reasoning & Problem-Solving

• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret a wide variety of technical instructions presented in mathematical or diagram form.
• Ability to work effectively with multiple abstract and concrete variables.

Leadership & Supervisory Responsibilities

The Sales Manager directly supervises Field Sales personnel. Responsibilities include:

• Interviewing and hiring employees
• Training and developing employees
• Planning and assigning work
• Directing daily activities
• Evaluating performance
• Recognizing and rewarding performance
• Addressing performance concerns and applying discipline when appropriate
• Resolving employee complaints and problems
• Managing personnel in accordance with company policies and applicable laws

Physical Requirements

The physical demands described are representative of those required to perform the essential functions of the position. Reasonable accommodations may be made for individuals with disabilities.

• Regularly required to:
  • Stand
  • Walk
  • Use hands and fingers to handle or feel
  • Reach with hands and arms
  • Stoop, kneel, crouch, or crawl
  • Talk and hear
  • Taste or smell
• Frequently required to climb or balance.
• Occasionally required to sit.
• Frequently lift and/or move up to 10 pounds.
• Occasionally lift and/or move up to 25 pounds.
• Requires close, distance, color, and peripheral vision, depth perception, and the ability to adjust focus.

Work Environment

• Work may involve occasional exposure to:
  • Wet and/or humid conditions
  • Moving mechanical parts
  • Outside weather conditions
• Noise level is usually moderate.
• Frequent domestic and occasional international travel is required, with travel potentially reaching 60%.

Why Join TECO-Westinghouse?

This role provides an opportunity to lead transformer sales activities across OEM, distributor, EPC, and end-user markets while working across TECO-Westinghouse's domestic and international organization. The position combines sales leadership, transformer applications, key account management, business development, channel development, and international manufacturing coordination.

Equal Employment Opportunity

TECO-Westinghouse Motor Company is committed to providing equal employment opportunities and maintaining a workplace built on professionalism, teamwork, safety, and respect.