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Government Sales Executive

4 months ago

Manitowoc, United States Orion Energy Systems, Inc. Full time
Job DescriptionJob Description

Eager to collaborate with a cohesive, productive, and effective team? Apply now to join the growing Sales team

Our Vision for a Bright Future: Orion ESG Report

Who you are: An extraverted person who focuses on facts and details. You enjoy routine and often keep a regular schedule that allows you to be organized and productive. Not only do you make sure your work is done, but you also take pride in it.

Primary Purpose:

As a Government Sales Executive (Federal) at Orion, you'll play a pivotal role in driving our business forward in the federal government market. You'll have the opportunity to engage with key stakeholders within federal agencies and Super Esco’s to understand their needs and develop tailored solutions to address their challenges. With a focus on building strong relationships, you'll lead the charge in securing new contracts and positioning Orion as a trusted partner in the federal sector.

Job Highlights:

  • Engage with key stakeholders within federal agencies to foster long-term partnerships and understand their evolving needs.
  • Build programs and strong relationships with Super Esco’s (e.g., Siemens, Johnson Controls, Honeywell, Trane, etc.) for Orion to act as a trusted sub-contractor to their prime on large federal contracts.
  • Generate leads and proactively prospect for new business opportunities within federal agencies, leveraging industry contacts and networking events.
  • Manage the sales pipeline, from lead generation to closure, ensuring consistent progress and the achievement of sales targets.
  • Work with the Orion team in the preparation and submission of responses to Requests for Proposals (RFPs) and Requests for Information (RFIs) through collaboration with internal teams to develop compelling proposals that address client needs.
  • Cultivate and maintain strong relationships with existing federal clients, acting as a trusted advisor, and identifying opportunities for upselling and cross-selling.
  • Stay informed about government policies affecting federal procurement, providing insights to inform sales strategies and positioning.
  • Collaborate closely with internal teams, including product development, marketing, and operations, to ensure the alignment of sales efforts with organizational objectives and customer requirements.
  • Lead negotiations with federal agencies to secure new contracts, ensuring favorable terms and conditions while adhering to organizational policies and regulatory requirements.
  • Represent Orion at trade shows, customer meetings, organizations, and agent or company events as required throughout the year.
  • Perform other duties as assigned per the department's needs and requirements.

Experience and Qualifications:

  • Bachelor’s degree in business administration, marketing, or a related field preferred.
  • Demonstrate a minimum of 10 years of experience in sales or business development, with a proven track record of success in selling to federal government agencies.
  • Possess a deep understanding of federal procurement processes, contract vehicles, and compliance requirements, with prior experience responding to RFPs and navigating government contracting.
  • Exhibit familiarity with relevant industries and solutions, such as electrical systems, building improvement, and sustainability infrastructure (LED Lighting, EV Charging, Solar, Battery Storage).
  • Showcase strong networking and relationship-building skills, with the ability to establish rapport with key stakeholders and decision-makers within federal agencies.
  • Demonstrate a strategic mindset with the ability to develop and execute effective sales strategies, identify market opportunities, and build and drive business growth plans.
  • Possess excellent verbal and written communication skills, with the ability to articulate complex ideas and proposals effectively to diverse audiences.
  • Collaborate effectively in cross-functional teams and contribute to a positive team culture.
  • Obtaining relevant certifications in sales, government contracting, or related areas (e.g., Federal Sales Training, Certified Government Sales Professional) is a plus.
  • CRM system experience is helpful; Salesforce experience preferred.
  • Valid driver’s license with acceptable driving records is required

Travel Expectations:

20 – 35% travel to customers and Orion facilities.

What we can offer you:

  • Health, Dental, Vision insurance start on the 1st of the month following date of hire.
  • Company paid benefits starting 1st of the month following date of hire.
    1. Life Insurance
    2. Short/Long Term Disability
  • Company contributions to flex savings and health savings accounts
  • Traditional or Roth 401k eligible after 60 days – with company match
  • 8 hours of paid Volunteer time per year
  • Paid Time Off starting day 1