Director, Sales

Description

• Assist in the creation and review of project cash flow pro-forma and financial scenarios for customers in conjunction with direct reports, development teams and regional management. Includes evaluation and expectations for project margins, risk of installation, and risk of performance of guarantees
• Coach to the ESG Value Framework Engagement sales process to jointly identify / discover customer headwinds, business objectives and internal challenges resulting in the development of co-authored unique, differentiated solutions that bring value to customers desired business outcomes
• Ensure effective collaboration with business unit leadership, Chief Growth Officer, marketing, technical, legal, and corporate financial teams
• Coach direct reports through all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting and relationship development
• Coordinate and work with ESG sales consultants
• Attend and participate with sales team at conferences, trade shows, customer events, and other sales leaning activities or events
• Assist sales team with building a local ecosystem that results in highly effective prospecting volume
• Actively participate in recruiting, hiring, onboarding, and continuous development of sales executives to ensure a highly effective sales team
• Deploy productive management of ESG software and processes, including CRM, in order to ensure compliance and direct and indirect reports have the tools do their jobs
• Work in conjunction with corporate marketing in the development of social media, value creating marketing initiatives and other outreach to potential customers resulting in lead generation
• Assist in preparing and presenting professional proposals addressing all customer needs and concerns, including the development of strategic financial value propositions
• Develop and lead teams through effective deal reviews, go/no go reviews, risk and corporate reviews and opportunity milestone management
• Responsible for managing the productivity including recognition and proper shortfall processes such as notice of concern (NOC), performance improvement plan (PIP), and termination if needed

Requirements

• Coach to the acumen of vertical markets, competition, procurement legislation, utility and facility solutions, design build construction and performance contracting methodology
• Familiarity with energy infrastructure, engineering / building trades, and mechanical aptitude
• Certified Energy Manager (CEM)
• Sales management experience preferred
• Understand and be knowledgeable about available financing structures and offerings, as well as available grants and incentives in the market
• Business Energy Professional (BEP)
• Deploy understanding of federal and state legislation as it relates to energy infrastructure modernization, efficiency, resilience, and sustainability through performance contracting and other contracting vehicles to ensure sales growth
• Seven (7) years energy infrastructure modernization solutions and services sales / sales management related experience
• Master’s Degree in Business Administration (MBA)
• Bachelor’s degree in business or related field

Benefits

• Paid Holidays
• 401(k) Savings Plan
• Paid Parental Leave for the birth, adoption, or placement of a child/children
• Highly competitive salaries and incentive structure
• Life insurance, short-term disability, long-term disability, and supplemental benefits
• Paid Vacation and Personal/Sick Leave
• Comprehensive health, dental, and vision insurance plans for employee and family
• Professional growth and development programs
• Salary range: $160,000 to $200,000 per year, commensurate with experience

Training + Development

Interview process

Visa Sponsorship

Security clearance