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Sales Account Executive

1 month ago

Lombard, United States Performance Services Full time
Job DescriptionJob DescriptionSalary: $110K - $130K Base

Founded in 1998, Performance Services (PSI) is a design and construction firm specializing in constructing and renovating education and government facilities utilizing guaranteed energy savings (performance contracts) and the design-build procurement method. The company is a leading design-builder for high-performing learning and working environments, including solar, water, and smart city infrastructure improvements for cities and towns. Headquartered in Indianapolis, the company has regional offices in eleven additional states.


PSI is in the process of expanding our Illinois branch and we are currently looking to add a Business Development Manager (Sales Account Executive) to the team. 


PSI is looking for someone with past experience selling HVAC retrofit and/or commercial construction projects. Ideally in the K-12 or municipalities markets as this is where most of our projects take place. Experience working with top decision makers on capital projects is a must. 


This individual will be responsible for creating/developing relationships to help win new business & expand existing accounts. They will be working with potential & current customers on identifying and driving opportunities for energy efficiency and expansion projects to help save on utility costs for our customers. (Past experience with construction would be preferred but not a must) 


They will be involved with executing strategic selling initiatives, along with the planning and execution of bid and proposal activities.


They are also responsible for collaborating with Lead Engineers and Project Managers for the synchronized effort of all internal and external resources to accomplish business development and sales objectives.


Performance Services pays a very competitive base salary* and has a very strong commission structure, with no cap (Top half of BDM's made $200K - $250K in commissions in 2022). As well as great benefits, PSI covers 100% of health insurance premiums & offers HSA contributions.


(*Compensation listed below is for base salary. Commission for most BDM's is usually 100%-200% of base) 


DUTIES, TASKS AND RESPONSIBILITIES

Sales Planning and Execution

  • Builds sufficient pipeline to meet or exceed annual sales goals.
  • Develops and uses strategies and pre-call plans to maximize sales call effectiveness.
  • Qualifies early and disengages from deals that aren’t a fit for PSI or the customer.
  • Cultivates relationships to win new business and expand existing accounts.
  • Orchestrates the appropriate PSI & customer resources to take control of the deal.


Sales Knowledge

  • Tailors the sales message to resonate across multiple buying audiences.
  • Conveys industry & technical expertise with decision makers and influencers.
  • Educates customers on ways to improve their business (“Commercial Teaching”)
  • Designs strategic and creative business solutions in collaboration with the team.
  • Teaches for differentiation to justify PSI methodologies and to handle objections.

 

Customer Interaction

  • Generates an emotional attachment to PSI’s value with decision makers & influencers.
  • Uses insightful discovery questions to identify and influence business needs.
  • Challenges customer’s conventional thinking to create new opportunities.
  • Crafts business justifications that address financial responsibilities to the community
  • Creates compelling events & navigates customer through a committee buying process.

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