Energy Services Sales Manager, Northeast Region
ConEdison Solutions - Valhalla, NY

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Overview:
A team player/coach for the ConEdison Solutions Energy Services business in the Northeast Region. Provide operational leadership for the Regional Sales Team and perform direct sales in assigned region. Responsible for ConEdison Solutions’ account executives and sales plan covering Energy Services’ geographic areas.

Responsibilities:

Developing and Leading Sales Team

Staff Management :

* Work closely with Regional General Manager to develop regional market approach and sales strategy; support Northeast CES organization

* Work with Regional General Manager in development of annual sales plan and development of market strategies, tactics, and actions to achieve annual sales plan

* Lead and own the sales effort of the Regional Sales Team

* Create and communicate a clear customer-focused and growth-oriented sales strategy

* Provide daily leadership to account executives leading to development of new customer relationships

* Manage, lead, and provide mentoring/coaching to account executives

* Implement disciplined account management strategies for each key segment and targeted key accounts

* Review and oversee preparation of project development budgets

* Assist in the administration of the Energy Services Incentive Compensation Plan

* Lead sales staff in closing orders and developing new leads

* Develop and implement a strategy to achieve budgeted staffing, continual personnel performance improvement, coaching and training

Sales Efforts :

* Analyze and prioritize regional energy services sales opportunities that support achievement of department financial goals and strategic objectives while maximizing efficient use of available resources

* Maintain customer relationships through a high level of personal contact (both personally and through the account executives)

* Assist account executives in development of individual market plans and strategies for targeted accounts

* Assist account executives in qualification of identified opportunities

* Participate in development and delivery of customer presentations to all levels of customer personnel (from facility maintenance to C-Level)

* Handle multiple competing sales tasks quickly without compromising quality

Metrics Reporting :

* Track and report on key business results and trends that measure performance of the Regional Sales Team including maintaining Customer Relationsip Management (CRM) (DELTEK) to ensure data is current and accurate.

Direct Sales

Direct Sales Effort for the Assigned Market Segment or Territory:

* Develop customer relationships within assigned territory/segment leading to qualified opportunities and closed sales

* Qualify project opportunities, secure company approval and facilitate the deal closure

* Facilitate the development of projects by guiding a team of engineers, proposal developers, risk analysts, and legal staff

* Generate and qualify leads

* Manage the sales funnel and sales metrics by utilizing sales support software

* Facilitate customer relationship management during project implementation

Qualifications:

Education:
  • Bachelor in Science, Business or Engineering or similar education
  • Formal sales training
  • CRM system training a plus (DELTEK)

Experience:
  • 10+ years direct sales and marketing of energy, solutions-based services, and/or financial services to clients in the government (federal, state, local) and commercial markets, preferably in the northeast market
  • Ability to develop new business opportunities
  • Experience managing sales relationships across multiple opportunities
  • Responsible for development and implementation of sales plan consistent with key business objectives
  • Familiarity with complex technical products and services and finance deal structures
  • Innovative deal-maker who develops profitable solutions to complex problems in highly competitive markets
  • Team leader capable of planning and coordinating the activities of technical and other project support staff
  • Provide ongoing and regular feedback to company management and internal sales support relevant to key account opportunities
  • Track record of successful achievement of direct sales targets
  • Strong negotiating and communications skillsKnowledge of complex deal-structuring and financing concepts
  • Knowledge of complex deal-structuring and financing concepts
  • Ability to develop and refine appropriate sales strategies for each key account opportunity
Skills:
  • Strong drive and initiative coupled with a professional image
  • Strong business acumen
  • Excellent verbal and written communication skills
  • Team player
  • Solid quantitative skills
  • Strong analytical skills – able to analyze account potential, identify customer needs, develop and implement account strategy/plans, develop and maintain productive relationships with customers
  • Superior negotiation skills
  • Strong leadership, talent assessment, and supervisory skills
  • Understanding of risk and risk management
  • Able to mentor, coach, and motivate others
  • Demonstrate organizational and time management ability
  • Highly motivated and customer focused
  • Excellent PC skills, including Microsoft Suite of products and the Internet
  • Travel requirement up to 75%

We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform substance abuse testing.

You must be eligible to work in the US independent of company sponsorship.

ConEdison Solutions - 16 months ago - save job - block
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