Senior Manager of Sales Marketing

Senior Manager of Sales & Marketing

Virginia Transformer Corp. | Roanoke, Virginia

About Virginia Transformer

Virginia Transformer manufactures custom-engineered power transformers that support critical infrastructure across utility, industrial, renewable energy, and data-center markets. Our success depends on engineering expertise, manufacturing quality, and a commitment to meeting our customers’ power requirements.

We are seeking a Senior Manager of Sales & Marketing in Roanoke, Virginia, to drive profitable sales growth, strengthen strategic customer relationships, and lead the execution of technical proposals and targeted market-development initiatives.

Position Summary

The Senior Manager of Sales & Marketing will manage day-to-day sales execution, key-account development, commercial proposals, and targeted marketing for Virginia Transformer’s engineered-to-order power transformers.

This is a hands-on commercial leadership role with responsibility for an assigned territory, customer portfolio, or market segment. The successful candidate will convert qualified opportunities into profitable orders while ensuring technical requirements, pricing, delivery commitments, and contractual terms align with company capabilities and commercial objectives.

This position will work closely with sales engineering, design engineering, estimating, procurement, production planning, project management, and finance to deliver accurate proposals, reliable forecasts, and complete order handoffs.

Key Responsibilities

Sales Execution & Strategic Account Development

• Develop and execute sales and account plans for utility, EPC, industrial, renewable energy, data-center, and other power-infrastructure customers.
• Build relationships with purchasing, engineering, project management, and executive decision-makers.
• Identify opportunities tied to transformer replacement programs, substation expansions, grid investments, industrial upgrades, and new power infrastructure.
• Expand existing accounts through repeat orders, approved-vendor qualifications, and early engagement in customer project planning.
• Maintain an actionable sales pipeline, bid calendar, customer engagement schedule, and accurate bookings forecast.

Technical Qualification & Proposal Management

• Evaluate RFQs for alignment with transformer applications, ratings, voltage classes, manufacturing capabilities, available capacity, and requested delivery dates.
• Coordinate technical reviews covering MVA ratings, voltage, impedance, insulation levels, cooling arrangements, loss guarantees, accessories, testing, and site requirements.
• Work with engineering and customers to resolve incomplete specifications, conflicting requirements, nonstandard requests, and proposed technical exceptions before quotation.
• Lead bid/no-bid recommendations based on profitability, technical risk, capacity fit, customer payment history, and proposal resource requirements.
• Manage quotation workflow and accountability across sales engineering, estimating, procurement, finance, and production planning.
• Ensure proposals clearly define equipment scope, accessories, spare parts, testing, freight, offloading, site services, and customer deliverables.

Pricing, Negotiation & Commercial Risk

• Develop pricing recommendations that reflect equipment scope, material costs, freight, market conditions, and approved margin objectives.
• Negotiate pricing, payment terms, delivery requirements, and contractual provisions within delegated authority.
• Review warranties, liquidated damages, price escalation, milestone billing, delivery definitions, and customer approval requirements with appropriate internal stakeholders.
• Escalate contractual exceptions, unusual guarantees, and commercial risks requiring additional approval.
• Align proposed delivery commitments with validated production plans and manufacturing capacity.

Order Acceptance & Cross-Functional Coordination

• Reconcile purchase orders and final contracts against approved quotations, technical deviations, customer clarifications, and agreed delivery commitments.
• Ensure complete technical and commercial documentation is transferred to project management with clear ownership and outstanding actions.
• Partner with project management to resolve sales-originated specification gaps, scope disputes, and customer expectation mismatches.
• Use customer and project feedback to improve proposal accuracy, commercial processes, and future order handoffs.

Marketing & Market Development

• Develop targeted marketing and account-development initiatives that communicate Virginia Transformer’s engineering, manufacturing, testing, and quality capabilities.
• Coordinate technical presentations, customer plant visits, industry events, and account-specific campaigns.
• Support the development of capability materials, proposal templates, application content, and trade-event follow-up.
• Monitor competitor positioning, pricing, lead times, customer requirements, and emerging market opportunities.
• Analyze lost bids and cancelled orders to identify improvements in pricing, technical alignment, delivery competitiveness, and customer engagement.

Team Leadership, Forecasting & Reporting

• Coach assigned sales engineers, account representatives, and inside sales personnel on proposal quality, customer follow-up, CRM accuracy, and commercial discipline.
• Conduct regular pipeline and forecast reviews that distinguish early inquiries, probable awards, firm bookings, and available manufacturing capacity.
• Provide management reporting on bookings, margins, pipeline health, bid results, backlog mix, and delivery commitments requiring escalation.
• Establish clear accountability for quotation deadlines, customer requests, commercial exceptions, and follow-up actions.

Required Qualifications

• Bachelor’s degree in engineering, business, marketing, or a related discipline; equivalent relevant technical sales experience may be considered.
• At least 8 years of industrial or technical B2B sales experience, including 3 years leading strategic accounts, sales initiatives, or sales personnel.
• Demonstrated success selling customized capital equipment and managing engineering-based quotations through complex procurement cycles.
• Ability to review technical specifications with engineering teams and translate customer requirements into clear commercial proposals.
• Experience negotiating pricing, scope, delivery commitments, and contractual exceptions within established approval limits.
• Ability to evaluate transformer RFQs for technical fit, manufacturing capacity, profitability, and proposal risk.
• Strong CRM, forecasting, commercial analysis, presentation, and cross-functional communication skills.
• Experience managing complete order handoffs and maintaining accurate technical and commercial records.

Preferred Qualifications

• Direct sales experience with power transformers, high-voltage electrical equipment, or transmission and distribution customers.
• Established relationships with utilities, EPC firms, data-center developers, renewable energy organizations, or industrial power users.
• Familiarity with transformer specifications, IEEE/IEC requirements, testing terminology, loss guarantees, and customer drawing approval cycles.
• Experience pricing equipment affected by copper, aluminum, electrical steel, and extended production lead times.
• Experience with utility procurement programs, vendor qualification, EPC projects, or large data-center power infrastructure projects.
• Experience developing targeted technical marketing initiatives that support account growth and qualified opportunity generation.

Measures of Success

• Profitable transformer bookings and gross margin performance.
• Quotation turnaround time, RFQ responsiveness, and quote-to-order cycle time.
• Win rate, price realization, and forecast accuracy.
• Customer retention, repeat orders, and strategic account growth.
• Complete, risk-reviewed proposals and order handoffs.
• Reduction in avoidable sales-originated scope changes and commercial disputes.

Build Your Career with Virginia Transformer

Join Virginia Transformer in Roanoke, Virginia, and help grow customer relationships that support essential power infrastructure. This opportunity is suited to a commercially driven leader who combines technical understanding, disciplined execution, and a commitment to customer success.