Senior Manager, Smart Building Solutions

Description

• Regularly lead routine pipeline reviews with sales team for validity, review and assist with team’s proposals and sales presentations and provide sales executives support during customer meetings.
• Guide BDMs by demonstrating effective personal attitude, leadership and professional conduct.
• The Senior Manager will have responsibility for administratively governing the team, including performance reviews, salary planning, interviewing, hiring / firing and general administration.
• Reporting and Analysis- Create and manage sales forecasts and performance to forecast. Track and monitor team and individual pipeline metrics. Prepare regular reports on sales performance and other key metrics. Present findings and recommendations to Sr leadership team. Leverage CRM system to pull insights and compile data & analytics to identify opportunities for improvement or growth.
• Develop and implement enhanced sales strategies in alignment with a consultative sales model.
• Directly partners with Project Development, Engineering, & Construction Project Management Leadership to ensure technical proposal and presentation details are aligned to customers needs and delivered in a timely manner. Post, contract award, collaborates with internal partners to ensure ongoing customer needs are satisfied and project installations are being completed on-time, within budget, and to the customer’s satisfaction.
• Manages/leads the following aspects of new business development:
• Provide general management, oversight and guidance to a team of BDMs.
• Assure adequate support and resources are available to sales team.
• Drive BDM’s sales performance, pipeline development, and relationship management within the team’s defined geographic territories
• Manages a professional team of diverse Business Development Managers that focus primarily on the prospecting, cultivation, and acquisition of new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects.
• Drive team to enhance their visibility within their territory through cultivation of a network of prospects, clients, and business contacts in their geography.

Requirements

• Experience utilizing Microsoft Dynamics 365, or similar CRM system
• Coaches and mentors a team consisting of various levels of knowledge and ability. Training and education of the team is essential - Ensures team is stays abreast of industry and market trends, regulatory changes, and other evets that impact the business.
• Bachelor's degree and a minimum of 10 years of consultative, solutions-based sales experience in one of the following industries:
• Proven history of success in a solutions-based, consultative sales role, including:
• Candidate must have the ability to speak, read and write English.
• Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and/or federal, state, or local governments (S.L.E.D/ M.U.S.H. markets)
• Proven ability to develop, cultivate, maintain and leverage contact networks and business relationships, including C-suite level executives
• In depth understanding of building and mechanical infrastructure, technologies and systems
• Prior Sales Management experience in a solutions-based or consultative sales environment, required.
• Superior interpersonal and group presentation skills are essential for success in this role.
• Experience in handling high demand situations where tact and cooperation are crucial to cost-effective operations
• Experience utilizing a CRM platform
• Effective written and oral communication skills and the ability to write reports, business correspondence and customer presentations
• Possess conceptual selling skills accompanied by a strong financial/business acumen
• Excellent planning and organizational skills
• Or equivalent combination of education and relevant experience
• Proficiency with MS Office Suite
• Successful track record of effectively developing and managing a defined sales territory and meeting and/or exceeding annual sales quotas
• Experience managing sales cycles exceeding twelve (12) months
• Formalized sales training program via Sandler, Miller Heiman or similar program
• 4+ years of Sales Management experience, highly preferred
• Strong leadership, coaching, and professional development skills with track record for cultivating high-performing teams. Experience in leading, directing, supervising, training employees, assigning and directing work, conducting performance appraisals, disciplining employees, and addressing complaints and resolving personnel problems
• Demonstrated success in originating, negotiating and closing complex sales transactions
• Strong analytical skills with the ability to interpret sales data and market trends
• Ability to develop and execute sales forecasts and strategic sales plans
• Sales experience in the areas of Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, Energy Efficiency, Energy as a Service, Renewable Energy Technologies, and Sustainability Initiatives, preferred

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance