Position Summary
HECO is seeking an experienced industrial sales leader to manage and develop its West Virginia sales team, strengthen customer relationships, and drive regional growth. Based at HECO's Warwood operation in Wheeling, this role leads approximately 3 to 4 Territory Account Managers (TAMs) and personally manages approximately 5 assigned customer accounts. The manager will expand HECO's presence beyond traditional coal markets while continuing to support established customers across motor repair, product sales, field service, predictive services, and equipment management.
Key Responsibilities
- Lead, coach, and develop approximately 3 to 4 Territory Account Managers through regular one-on-ones, joint customer visits, pipeline reviews, and clear performance expectations.
- Develop and execute regional sales plans that grow revenue, expand existing relationships, and increase HECO service penetration.
- Build new opportunities in industrial markets beyond coal, including manufacturing, power generation, steel, chemical processing, and aggregates, while maintaining core coal-industry relationships.
- Personally manage approximately 5 assigned customer accounts, maintain decision-maker relationships, and identify opportunities across HECO service lines.
- Coordinate with Operations, Customer Service, Product Sales, and predictive-services teams to align customer needs with HECO capabilities and resolve escalated concerns.
- Ensure accurate CRM activity, opportunity tracking, quote follow-up, pipeline reviews, and regional sales forecasts.
- Collaborate with Strategic Account Executives (Hunters) on regional priorities and approved account transitions; Hunters report through separate leadership.
- Recruit, onboard, and develop sales talent, reinforce account ownership procedures, and foster an accountable, customer-focused sales culture.
Required Qualifications
- At least five years of industrial B2B sales experience, including demonstrated sales team leadership or direct management.
- Proven ability to coach salespeople, improve team execution, manage performance, and achieve sales growth objectives.
- Experience building relationships with industrial maintenance, reliability, engineering, operations, and purchasing decision-makers.
- Strong communication, planning, customer relationship management, CRM, forecasting, and problem-solving skills.
- Bachelor's degree preferred; equivalent relevant industrial sales and management experience accepted.
- Ability to travel regularly throughout West Virginia and surrounding markets for customer visits and team coaching.
Preferred Experience
- Sales leadership in industrial services, motor repair, rotating equipment, maintenance, reliability solutions, or industrial products.
- Experience growing established territories, developing strategic accounts, and expanding into new industrial sectors.
- Knowledge of electric motors and rotating equipment is helpful; practical leadership and customer-development skills are essential.
What Success Looks Like
- Establish a consistent coaching cadence, clear performance expectations, and effective CRM and pipeline review practices.
- Develop actionable growth plans for the West Virginia territory and approximately 5 personally assigned customer accounts.
- Improve quotation follow-up, forecast accuracy, customer coverage, and opportunity progression across the TAM team.
- Generate measurable growth from new industrial customers and non-coal markets while protecting existing customer relationships.
- Build a stronger, more accountable sales team and increase regional revenue across HECO service lines.
Territory, Support & Equipment
This position is based at HECO's Warwood operation in Wheeling, West Virginia, with regular regional travel for customer meetings, team coaching, and business development. The manager works closely with Sales leadership, TAMs, Hunters, Operations, Customer Service, Product Sales, and predictive-services specialists. Pricing and estimating decisions remain with the appropriate operational and service-line leaders.
What We Offer
- Paid Time Off
- Competitive, equitable pay based on experience, skills, and education.
- On-the-Job Training
- 401(k) Employer Match
- Medical, Dental, and Vision Plans
- Relocation Assistance Available – if you're the right fit, we'll make it happen
- Career Growth Opportunities in a stable, family-oriented company
Growth Opportunity
Lead an established regional sales team, strengthen important customer relationships, and help expand HECO into a broader mix of industrial markets while developing the next generation of sales talent.
Equal Opportunity Employer
HECO, Inc. is an Equal Opportunity Employer and values diversity. We do not discriminate based on race, color, religion, sex, national origin, age, sexual orientation, marital status, disability, or veteran status.