Company Description:
NEPSI, an American Superconductor company, is a leading global provider of medium-voltage reactive compensation systems, including metal-enclosed capacitor banks and harmonic filter banks, all designed, manufactured, and tested in New York. The company delivers custom solutions for complex power quality needs and has equipment installed at more than 1,500 project locations worldwide across industries such as oil and gas, renewables, mining, data centers, chemical processing, utilities, and manufacturing. NEPSI’s systems are engineered to perform reliably in demanding environments, from high seismic and altitude regions to extreme temperatures and humidity. Its products cover a wide range of voltages and reactive power ratings and are built in accordance with U.S., Canadian, ANSI, IEEE, IEC, and other international standards. NEPSI is ISO 9001:2015 certified and offers extensive technical resources to support customers and partners.
Summary:
This role is responsible for directing and overseeing the organizations’ sales function, ensuring that established revenue and profit goals are met. This role will be the leadership for the sales department.
Job Responsibilities -
Functions:
- Provide executive oversight of all RFQ evaluations, ensuring alignment with NEPSI’s strategic
objectives, scope of supply, and long‑term business interests; ensure timely communication of
bid/no‑bid decisions to internal and external stakeholders
- Lead stakeholder identification and develop strategic pursuit plans for high‑value RFQs, selecting the optimal sales channels and engagement pathways to maximize win probability
- Oversee analysis of historical quotes and order data to drive continuous improvement in technical accuracy, pricing strategy, and commercial positioning
- Direct the review of commercial and technical bid documents, setting standards for risk mitigation, scope clarity, and contractual compliance; collaborate with legal and finance to ensure proposals meet corporate requirements for margins, cash flow, warranties, and associated obligations
- Ensure all proposal documentation—including data sheets, technical logs, and commercial logs—is completed to a high standard of accuracy to support efficient project execution upon award
- Allocate and coordinate internal technical and engineering resources to support complex RFQs requiring advanced analysis, study work, or detailed engineering content
- Represent the organization through high‑level technical presentations (virtual and in‑person), ensuring clear communication of NEPSI’s value proposition to key decision‑makers
- Maintain executive‑level visibility in the sales pipeline by directing ongoing communication with sales representatives, customers, regional managers, and corporate partners; proactively identify and address barriers to opportunity progression
- Oversee maintenance of the quote database to ensure organizational data integrity, accuracy, and accessibility
- Lead the preparation and delivery of revenue forecasts, sales performance reports, and executive‑level presentations, ensuring leadership has timely insights to support strategic decision‑making
- Provide strategic direction for sales analytics, including monthly KPI reporting, win/loss analysis, competitive intelligence, and pipeline health assessments
- Drive the design, development, and implementation of comprehensive sales training programs; ensure organizational training needs are continuously assessed and addressed to support capability growth within the sales team
- Assisting in hiring decisions, performance management, and terminations
- Assist management in developing processes, policies, and procedures
- Contribute to strategic planning, direction, and goal setting for the department alongside senior management
- Other tasks as required
Decision Making Authority:
- Holds authority to approve or decline bid submissions for RFQs based on factors such as geography, prior performance, and technical or commercial complexity
- Sets pricing strategies using material cost analysis, labor, overhead, and margin requirements.
- Reviews all bid documents and provide clear, comprehensive clarifications or exceptions to ensure accuracy and risk mitigation
Interaction with Others (level of contact, purpose and frequency)
- Senior Executive Management-Monthly
- Sales team-Weekly
- Engineering/Marketing/Production/Sales-Daily
- Finance/Legal- Daily to weekly
Education - Experience:
Required:
- Bachelor’s degree from an accredited college or university
- equivalent combination of education and relevant experience in sales/technology integration field
- 4+ years of successful sales experience in systems integration or related technical sales
Preferred:
- Bachelor’s degree specifically in business, marketing, engineering management or related field
- 2+ years of successful sales experience in systems integration or related technical sales
- Experience leading and managing significant deal cycles with large clients or enterprise accounts
- Prior leadership or supervisory experience-managing a team of sales representatives or cross-functional teams
Required Skills, Competencies, Authorities and Training Needs:
- Strong attention to detail and quality or work
- Customer services skills
- Decisions making skills
- Driven self-starter with the ability to function effectively in a growing organization
- Strong strategic planning and forecasting capabilities
- Ability to establish collaborative relationships with relevant markets
- Advanced technical understanding or certifications in industry related technologies or sales methodologies
- Outstanding written and verbal communication skills
- Ability to work with a diverse cross-functional team
- Travel 20% of the time
- US Citizen
