Director of Sales

Description

• Lead and negotiate with Township officials to secure favorable terms for gas extension projects in identified strategic areas.
• Support and develop sales management and sales team members in their prospecting, sales and presentation endeavors. Train Sales Management, Account Managers both Residential and Commercial and support staff on pipeline and tariffs.
• Provide accurate sales results and forecasts to Management for all Sales Team activities.
• Manage and continuously improve business development process including lead generation, lead follow up, quotations preparation, pricing strategy, quotation follow up, closing negotiations.
• Strengthen relationships and increase ATM through the acquisition of new customers in the Residential and Commercial sectors, growth of conversions in the Residential and Commercial markets.
• Manages Sales Team through selection, orientation, training, goal setting, targeting, coaching, recognizing/rewarding and disciplining/terminating; as applicable.
• Provide continuing analysis of territory, and growth potential. Based on this insight, develop a business plan and sales strategy for the market that ensures attainment of corporate sales goals, customer addition objectives, and tariff optimization among existing customers and ATM targets.
• Develop business plans for strategic growth areas in the territory and present to management for approval.
• Manage the Advocate team to ensure they are effectively supporting Account Managers and contributing to overall productivity. Provide oversight, training, and cross-functional development to ensure Advocates are fully utilized and cross-trained across their responsibilities.
• Direct the gathering of knowledge of targeted customer energy usage and business situations enabling the sales staff to target new processes/equipment and buildings, conversions (electric, oil and propane), and introduce new/improved technology.
• Oversee and support the sales team through internal and external advocacy, goal setting, activity tracking, training, coaching, recognizing/rewarding and disciplining/terminating; as applicable.
• Assist teams in presenting solutions, closing business, developing new customers and retaining existing customers.
• Coordinates with internal departments lead to drive business growth and streamline the new customer onboarding process to improve efficiency and support customer satisfaction.
• Participate in monthly operation results meetings.
• Maintains accurate records of leads, activity, pricing, sales through CRM. Reports these results to VP.
• Actively work with sales management and reps in setting territories and goals and overseeing sales activities driving performance of short and long-range plans (conversions, growth, and account penetration) for the sales territory.
• Prepares and administers budget according to plan.

Requirements

• A minimum of 3 years of successful leadership experience
• Bachelor’s degree with a minimum of 11 years of relevant experience
• Experience managing a fast-paced sales environment with a high number of direct and indirect reports.
• Significant relevant work experience may be substituted for the educational requirements.
• Demonstrated experience with identifying and developing revenue generating opportunities in the energy marketplace.
• A minimum of five to ten years of sales and/or marketing experience in the energy space including a minimum of two to five years of sales management experience.
• Excellent public speaking skills required.
• Experience in leading business to consumer, business to business and key account efforts required.
• Equivalent work experience may be considered in lieu of degree
• Budget management skills.
• Excellent communication skills required.
• Experience in and/or solid knowledge of the natural gas industry, emerging technologies and applications highly preferred.
• Master’s degree with 8 years of relevant experience

Benefits

• 401(k), with generous company match
• Short-term and Long-term Disability Insurance
• Flexible vacation, Paid Time Off, and Sick Leave package
• Comprehensive Health, Dental, and Vision Insurance

Training + Development

Interview process

Visa Sponsorship

Security clearance