Regional Sales Manager

Build a Market. Create Momentum. Make an Impact. Tempo Communications is looking for a driven, relationship-oriented sales professional to expand our presence in the power utility and electrical contractor markets. This is an opportunity to take ownership of a developing territory and introduce proven underground locating and marking solutions to customers who build, operate, and maintain critical utility infrastructure.

You will lead the effort to develop new business across Texas, building relationships with electric utilities, cooperatives, municipalities, and electrical contractors. You will have the autonomy to shape your territory strategy, create your own pipeline, and guide opportunities from the first conversation through product evaluation, utility approval, specification, and repeat business.

This is a hands-on, direct-selling role for someone who enjoys being in the field, understands complex utility sales cycles, and knows how to turn strong customer relationships into measurable growth. Tempo’s portfolio includes underground cable and pipe locators, electronic markers, and marker locators. Why This Opportunity Build and own a developing market rather than inherit a territory focused primarily on maintaining existing business.

Work directly with utility engineering, standards, procurement, operations, damage prevention teams, and the contractors serving them. Influence how customers evaluate, approve, specify, and adopt products used in critical underground utility work. Partner with Tempo’s Product Management, Technical Support, Customer Service, Inside Sales, and Marketing teams to turn customer needs into solutions and growth.

Take a consultative approach to selling technical products through demonstrations, field trials, and long-term customer relationships. What You’ll Do Develop New Markets and Customer Relationships Identify, prioritize, and win new accounts among investor-owned electric utilities, electric cooperatives, and municipal utilities throughout Texas.

Develop new business with electrical contractors, including utility line, underground, directional drilling, and substation/EPC contractors. Pursue selected opportunities in Oklahoma and Louisiana when existing relationships, active projects, or clear business potential support the opportunity. Build relationships across each customer organization, including engineering and standards, materials management and procurement, operations, damage prevention, and field leadership.

Create and manage a qualified new-business pipeline with clear stages, opportunity values, and expected close dates. Drive Product Evaluations, Approvals, and Specifications Work to have Tempo products added to utility material standards, construction specifications, and approved product or vendor lists. Guide opportunities through the full approval process, from initial discussions and technical submittals to product evaluations, field trials, standards reviews, and adoption.

Coordinate demonstrations and field evaluations with Product Management and Technical Support, documenting results and customer feedback. Position marking programs—including marker placement practices, marker types and frequencies, and marker locators—as tools that support utility asset management and damage prevention.

Work with utilities and contractors to support product use on construction and maintenance projects and convert approvals into orders and repeat business. Own the Territory and Customer Relationships Spend the majority of working time engaging directly with customers through site visits, demonstrations, field trials, and follow-up.

Plan and execute prospecting, territory coverage, and customer call strategies with a high degree of independence. Own opportunities from initial contact through specification, first order, and ongoing business. Use distributors selectively when they provide meaningful value, such as a required supply channel, stocking arrangement, customer alliance, or logistical support.

Plan, Forecast, and Collaborate Develop and execute an annual territory business plan with new-account, pipeline, and revenue objectives. Provide monthly forecasts, including visibility into significant specification-driven and project-driven opportunities. Maintain accurate customer, contact, activity, and opportunity records in Tempo’s Zoho CRM.

Manage travel, product demonstration, sample, and other business expenses responsibly and within established budgets. Share market intelligence with Product Management, including customer applications, product requirements, specifications, pricing, and competitive activity. Represent Tempo at relevant utility and damage-prevention events and collaborate with Marketing on targeted campaigns and trade show activities.

Work cross-functionally to provide responsive, coordinated support throughout the customer experience. What You’ll Bring At least 5 years of outside sales or business development experience selling to electric utilities (investor-owned, cooperative, and/or municipal). A demonstrated record of winning business with power utilities, including products that required specification, standards approval, or approved-vendor-list placement before purchase.

Established relationships with utility decision-makers and electrical contractors in Texas. A successful track record of opening new accounts and developing new markets—not solely managing or growing an established book of business. A self-directed, consultative selling approach and the ability to generate and close opportunities through personal outreach and relationships.

The ability to learn and demonstrate technical products in the field and communicate credibly with engineers, procurement professionals, operations teams, and field crews. Strong territory planning, organization, forecasting, and CRM discipline. Proficiency with Microsoft Office applications and CRM systems. A valid driver’s license and ability to travel up to 60% throughout the territory.

Helpful Experience Selling underground utility marking systems, including electronic/RF markers and marker locators, or underground cable and pipe locating equipment. Knowledge of damage prevention, 811/one-call programs, utility asset mapping, and utility records practices. Relationships with utilities or contractors in Oklahoma or Louisiana.

Understanding of utility supply channels, alliance programs, and stocking arrangements. Experience participating in utility standards committees, material reviews, or product approval processes. A bachelor’s degree in Business, Engineering, or a related field—or equivalent relevant experience. How Success Will Be Measured Success will be measured by the quality and progress of new-business development, including: New power utility and electrical contractor accounts opened and generating revenue.

Tempo products added to utility material standards, specifications, or approved product/vendor lists. Product evaluations and field trials initiated and converted into approvals and commercial opportunities. Consistent, high-quality direct customer engagement, including visits, demonstrations, and evaluations. New-segment revenue performance against established goals and the accuracy of territory forecasts.

Work Environment and Travel This is a remote, Texas-based position. The successful candidate must live within reasonable access of a major airport, preferably Dallas–Fort Worth, Houston, Austin, or San Antonio. Travel may reach 60% and includes utility and contractor visits, job sites, field trials, industry events, and occasional visits to Tempo facilities.

Work will take place in a home office, customer offices, and active outdoor job sites in varying weather conditions. The responsibilities described above represent the general nature and level of work for this position and are not intended to be an exhaustive list. Tempo Communications may modify, amend, or reassign duties as business needs require.

Compensation

Base salary of $110,000–$125,000 annually, plus a meaningful performance-based incentive opportunity tied to new business development, revenue growth, and territory performance. Total earning potential will reflect individual performance and achievement of established sales objectives.