Sales Manager

4 weeks ago

Newburgh, United States Energy Systems Group Full time

ENERGY SYSTEMS GROUP is looking for a Sales Manager to join our Public Sector East team. This position will be based in the Southeastern US and requires frequent travel including overnight stays.

The Sales Manager is responsible for hiring and retaining the industry's top talent, provide best-in-class coaching and development of the sales team, understand trends and drivers for the markets they serve, partner with Marketing to develop compelling value propositions that resonate with buyers, generate new business in core and adjacent markets through building comprehensive ecosystems, adherence to sales process, and be accountable for consistently making annual sales plans. The Sales Manager will work effectively within a matrix organization communicating directly with the regional managers, business unit VP, VP of sales, marketing, technical, legal, and corporate financial teams.

The essential functions of the position include:

  • Actively participate in recruiting, hiring, onboarding, and continuous development of sales executives to ensure a highly effective sales team
  • Responsible for managing the productivity including recognition and proper shortfall processes such as notice of concern (NOC), performance improvement plan (PIP), and termination if needed
  • Coach direct reports through all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting and relationship development
  • Develop and lead teams through effective deal reviews, go/no go reviews, risk and corporate reviews and opportunity milestone management
  • Coach to the ESG Value Framework Engagement sales process to jointly identify / discover customer headwinds, business objectives and internal challenges resulting in the development of co-authored unique, differentiated solutions that bring value to customers desired business outcomes
  • Deploy understanding of federal and state legislation as it relates to energy infrastructure modernization, efficiency, resilience, and sustainability through performance contracting and other contracting vehicles to ensure sales growth
  • Assist in the creation and review of project cash flow pro-forma and financial scenarios for customers in conjunction with direct reports, development teams and regional management. Includes evaluation and expectations for project margins, risk of installation, and risk of performance of guarantees
  • Deploy productive management of ESG software and processes, including CRM, in order to ensure compliance and direct and indirect reports have the tools do their jobs
  • Coach to the acumen of vertical markets, competition, procurement legislation, utility and facility solutions, design build construction and performance contracting methodology
  • Work in conjunction with corporate marketing in the development of social media, value creating marketing initiatives and other outreach to potential customers resulting in lead generation
  • Assist sales team with building a local ecosystem that results in highly effective prospecting volume
  • Assist in preparing and presenting professional proposals addressing all customer needs and concerns, including the development of strategic financial value propositions
  • Coordinate and work with ESG sales consultants

Your background includes:

  • Bachelor's degree in business or related field and at least seven (7) years energy infrastructure modernization solutions and services sales / sales management related experience
  • Familiarity with energy infrastructure, engineering / building trades, and mechanical aptitude

A bonus to have:

  • Three (3) to five (5) years' management experience (sales management experience preferred)
  • Master's Degree in Business Administration (MBA)

What we bring to you:

  • Professional growth and development programs including tuition reimbursement
  • Comprehensive health, dental, vision insurance plans and wellness plans for employee and your family
  • Life insurance, short-term disability, long-term disability, and supplemental benefits
  • 401(k) Savings Plan
  • Nine Paid Holidays
  • Paid Vacation and Personal/Sick Leave
  • Paid Parental Leave for the birth, adoption, or placement of a child/children
  • Highly competitive salaries and incentive structure

We want you to know:
ESG is an Equal Employment Opportunity/Affirmative Action Employer dedicated to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We value talent and understand that our colleagues allow us the opportunity to deliver an exceptional customer experience. We achieve our goals through teamwork and conduct our business with integrity.

Join our world-class team to provide safe, reliable innovative energy efficiency and infrastructure solutions for K-12 schools and universities to local, state and federal government agencies and more.

This contractor and subcontractor shall abide by the requirements of 41 CFR * 60-1.4(a), 60-300.5(a), and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative
action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability.

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