Director of Sales - Utilities

Director of Sales – Utilities (Transformer Customers)On the Heels of Achieving 3X Growth, Virginia Transformer Is Hiring to Do It Again!Virginia Transformer is strategically building our commercial team for the next phase of extraordinary growth. We're preparing for another 3X expansion—and we're looking for exceptional leaders who are ready to make a lasting impact.This opportunity isn't for everyone.It requires drive, resilience, strategic thinking, and a passion for winning in a fast-paced, customer-focused environment. If you're motivated to perform at a high level and grow your career alongside one of the fastest-growing power transformer manufacturers in North America, we'd love to talk.Apply today and start the conversation.

Please read the following job description thoroughly to ensure you are the right fit for this role before applying.
Who We AreVirginia Transformer is the largest U.S.-owned manufacturer of power transformers in North America. For more than 50 years, we've earned our reputation by delivering premium-quality, custom-engineered transformers with industry-leading lead times.Today, more than 6,000employees across multiple manufacturing facilities support utilities, renewable energy developers, data centers, industrial facilities, and critical infrastructure throughout North America.As a privately held company experiencing rapid organic growth, we thrive on innovation, speed, engineering excellence, and an unwavering commitment to our customers.
Why Join Virginia Transformer?Every transformer we manufacture is custom engineered.Every customer challenge is unique.Every employee plays a critical role in strengthening and modernizing North America's electrical grid.If you're energized by solving complex problems, building lasting customer relationships, and helping power the future, Virginia Transformer is the place for you.Our growth continues to create new opportunities across the organization. Even if your ideal role isn't currently posted, we'd love to hear from you.
Position SummaryThe Director of Sales – Utilities (Transformer Customers) is responsible for driving strategic sales growth and expanding Virginia Transformer's market presence within investor-owned utilities, municipal utilities, electric cooperatives, and public power organizations across North America.This executive sales leadership role is responsible for developing market strategies, leading commercial teams, managing key customer relationships, and delivering profitable growth through the sale of custom-engineered power transformers and related solutions.The ideal candidate brings deep utility industry relationships, a strong understanding of transmission and distribution infrastructure, and a proven record of leading high-performing sales organizations.
Key ResponsibilitiesStrategic Market LeadershipDevelop and execute a comprehensive sales strategy for the utility transformer market.Analyze market trends, customer demand, competitive activity, regulatory developments, and geopolitical factors that influence the utility industry.Identify growth opportunities and develop strategic initiatives that expand Virginia Transformer's market share.Sales LeadershipLead and develop a high-performing commercial team focused on utility customers.Establish sales objectives, monitor performance, and drive continuous improvement across inquiry generation, quotation activity, bookings, profitability, and customer satisfaction.Recruit, mentor, coach, and develop top sales talent.Foster a culture of accountability, collaboration, and operational excellence.Customer Relationship ManagementDevelop executive-level relationships with investor-owned utilities, municipal utilities, electric cooperatives, and public power agencies.Engage with C-suite executives, engineering leadership, procurement teams, operations management, and utility decision-makers.Serve as a trusted advisor throughout the sales process.Sales OperationsDevelop and maintain a strong pipeline of qualified opportunities using all available sales channels and representative networks.Monitor inquiry-to-quotation conversion rates and implement strategies to improve sales effectiveness.Lead complex negotiations and manage major sales opportunities from prospecting through contract award.Partner closely with Application Engineering to deliver timely, accurate, and competitive quotations.Achieve order booking, profitability, and plant loading objectives.Representative Network ManagementLead and support independent sales representatives throughout assigned territories.Ensure representatives receive appropriate product training, sales support, customer engagement, and competitive intelligence.Evaluate performance and develop improvement plans where necessary.Market IntelligenceMonitor customer investment plans, utility capital spending, competitive positioning, and emerging market trends.Provide leadership with actionable insights that influence commercial strategy and product positioning.Collaborate with Marketing to develop compelling sales tools and messaging that reinforce Virginia Transformer's value proposition.Cross-Functional CollaborationPartner closely with Engineering, Manufacturing, Project Management, Quality, Customer Service, Operations, and Executive Leadership to ensure successful project execution and exceptional customer satisfaction.Promote collaboration across all departments to support Virginia Transformer's continued growth.
QualificationsRequiredBachelor's degree in Engineering, Business, Marketing, Finance, or a related discipline.10+ years of progressive sales, business development, or account management experience within the utility, electrical equipment, power delivery, or energy infrastructure industries.Demonstrated success selling to investor-owned utilities, municipal utilities, electric cooperatives, or public power organizations.Strong knowledge of transmission and distribution systems, utility procurement processes, and capital project planning.Proven experience leading sales teams and managing complex sales opportunities.Excellent communication, negotiation, presentation, and executive relationship-building skills.Ability to travel throughout North America as required.PreferredExperience selling power transformers, substations, switchgear, or other engineered electrical infrastructure.Existing relationships with utilities, engineering consultants, EPC firms, and utility leadership.Experience managing manufacturer representative networks.Familiarity with grid modernization, renewable integration, and utility reliability initiatives.
Why Virginia Transformer?Virginia Transformer continues to invest aggressively in engineering innovation, manufacturing capacity, and commercial growth. xzbcwsv Joining our team means becoming part of a company that is helping modernize the North American electric grid while offering exceptional opportunities for professional growth and leadership.If you're ready to make a meaningful impact and help lead our next chapter of growth, we'd love to hear from you.