Our client is a nation-wide design/build sustainability contractor. We audit, design, and install lighting, water efficiency, building envelope, and metering technology for a wide range of commercial, industrial, state and local government, and federal customers. The company performs three primary functions:
1. We audit: We identify and quantify every potential measure in a facility. Facilities range from individual buildings to large campuses and military installations.
2. We design: Once the audit of the existing building(s) is complete, it is returned to our project developers. These developers propose new technologies that meet the end users’ needs while saving energy or water and reducing overall cost of ownership.
3. We install: We have over 200 electricians, plumbers, and technicians nationwide who install the recommended improvements.
Our client is looking to hire additional sales managers. The Regional Sales Manager (RSM) will sell value-driven projects to the ESCO (Energy Service Company) market and owner direct. The RSM will follow our established sales process, provide project leadership, meet with customers to review and clarify proposals, have a working knowledge of green building design, respond to RFPs and RFQs, and build long-term relationships with prospects. The ideal candidate will possess:
* Organization
* High energy level
* Excellent computer skills
* Willingness to travel – up to 15 weeks per year
* Ability to work independently and be goal-focused
* A good attitude and willingness to work successfully with the team
* Social confidence
* Leadership qualities that will ensure success
* Ability to portray a positive personal attitude and a good overall impression of themselves and the company
* Ability to see the “big picture” while understanding the details
Roles and Responsibilities
* Act as “Sales Team Leader”
* Meet determined sales objectives
* Participate in establishing sales objectives and strategies
* Develop and maintain a network of contacts and references
* Develop and maintain a network of clients and partners
* Maximize customer satisfaction and act as customer advocate
* Participate in activities related to strategic, commercial, and competitive advantages
Duties
* Follow the company’s Sales Flow Chart
* Obtain LOI for new projects and qualify opportunities
* Complete project information sheets prior to surveys or bids
* Provide project leadership, direction, and communication
* Meet with customers to review proposals
* Market the company through presentations for new and existing customers
* Attend trade shows
* Respond to bids and RFQs
* Review final proposals from Project Developers to ensure customer satisfaction
* Participate in in-house project review meetings
* Support contract negotiations
* Participate in regular progress meetings on job installations
* Direct Project Developers to respond to Operations requests for direction and information
* Complete project change orders and paperwork
* Maintain weekly company sales database
* Maintain schedule on the company’s software
Values
To perform the job successfully, an individual should possess the 4 “C’s”:
* Character
* Competency
* Chemistry
* Culture
Education/Experience
* Four years of related experience or an equivalent combination of education and experience.
* Formal Sales Training / Revenue-Building Solutions required. Experience providing solutions that deliver value and exceed customer expectations.
* CLEP, LC, CMVP, CEM certifications are a plus.
* Knowledge of lighting, water efficiency, building envelope, or utility metering technologies.
* Able to read project specifications
* Strong interpersonal skills including facilitation and negotiation.
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