Energy Systems Group

Account Executive

US-MI-Lansing
3 months ago
ID
2017-1405
# of Openings
1
Category
Sales

Overview

 

JOB PURPOSE

 

ESG is seeking an Account Executive that will focus at the executive-level public sector level; professional sales position responsible for the sale of large, bundled cost justified energy conservation and/or facility infrastructure projects, such projects are usually financed by a third party, and result in guaranteed operational and financial performance to targeted accounts in a variety of business sectors. Sales of this type of solution includes multiple levels of the target client’s organization (e g; Executive, Financial, Legal, Operational, Procurement, etc.) over an average sales cycle of 6-18 months.

 

The Account Executive is responsible for his/her business plan/Playbook for the target market focus, is leading sales and business development for prospecting and establish, cultivate, leverage business relationships with all levels of the target customer’s organization to gain insight on their business objectives, challenges and issues, and align company solutions to assist client’s organization to achieve their business goals. This is achieved through a collaborative business approach matching the ESG’s resources and value propositions with alignment to the stakeholders within the customer’s organization. The Account Executive is responsible to lead the internal and external teams through this collaborative process resulting in sales plan achievement within acceptable timeframes and at or above defined target profit levels to achieve profit, YOY growth and Return on Sales objectives.  

Responsibilities

 

  • Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as: Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
  • Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
  • Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
  • Maintains proper documentation and produces required reports
  • Monitor account plan progress, including market conditions, customer needs, and competitive activity
  • Coordinate with state and federal government regulatory agencies when required
  • Occasionally help analyze customer’s infrastructure
  • Performs all other duties assigned by management
  • Represent company at all times in an ethical and professional manner;
  • Develop and execute a Sales Playbook that will drive a sustainable YOY pipeline of opportunities per target levels that lead to profitable sales, revenue and customer satisfaction

  • Achieve or exceed annual sales goals, at or above target profit levels;

  • Manage resources; justify and qualify cost of sales development with management, to or below target levels;

  • Execute Target Account Selling disciplines to identify target prospect needs aligned executive level business objectives;

  • Lead Sales Support and Market Team to reflect customer responses that reflect sales strategies that align customer objectives;

  • Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction;

  • Leverage external network relationships and internal team to maximize the size and scope of each sales opportunity to provide the maximum benefit to each customer stakeholder.

  • Provide strong team leadership and communications with management, development teams and customer targets

Qualifications

EDUCATION/CERTIFICATIONS and EXPERIENCE

Minimum:

  • Bachelor’s degree in business or related field and five or more (5+) years energy services related experience; or an equivalent combination of education and experience

 

Preferred:

  • Bachelor’s degree and six (6) to eight (8) years related energy services experience and/or training; or an equivalent combination of education and experience
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred

 

COMPETENCY REQUIREMENTS

  • Excellent communication skills (verbal and written)
  • Proficiency with Microsoft Office programs
  • Maturity and professionalism to effectively handle frequent exposure to senior members at Energy Systems Group, as well as with external organizations and customers
  • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
  • Highly effective and successful sales negotiation and closing techniques
  • Excellent organizational skills with ability to manage multiple priorities and business relationships
  • Exercise discretion and independent judgment, including good judgment about when to cut ties with a prospect that’s not likely to buy
  • Effectively write, present and communicate sales correspondence, proposals and financial structure

ESTIMATED TIME ALLOCATION: Travel approximately 30-50%, including overnight and weekend travel.

 

ESSENTIAL FUNCTIONS

 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

 

While performing the duties of this job, the employee is regularly required to work at a desk and operate a computer, often sitting for long periods of time. The employee may occasionally have to lift and/or move up to 10 to 20 pounds.

 

The employee is required to practice, recognize, and interpret safety precautions and follow safety rules and OSHA requirements as they relate to the job. The employee is required to work in an indoor environment. The noise level in the work environment is usually moderate.

 

Energy Systems Group reserves the rights to modify, interpret, or apply this job description in any way the company desires. This job description in no way implies that these are the only duties, including main accountabilities, to be performed by the employee occupying this position. This job description is not an employment contract, implied or otherwise. The employment relationship remains “at-will.”

 

Energy Systems Group prides itself on being an equal opportunity employer. It is the policy of Energy Systems Group to implement opportunities for all qualified applicants without regard to race, color, religion, sex, age, national origin, sexual orientation, or physical or mental disability, veteran, or any other legally protected status, as embodied in federal, state, and local legislation. Equal employment is a part of all of our personnel policies and practices, including but not limited to, all hiring, placement, promotions, transfers, advertising, training, and termination policies.

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