Senior Sales Manager

3 weeks ago

Westborough, Massachusetts, United States LG Energy Solution Michigan, Inc. Full time

Senior Sales Manager - Sales & Marketing Team

Company Overview

LG Energy Solution Vertech, Inc. (LGES Vertech) is a full-service energy storage system supplier and integrator. Using our core strengths of expert service to our customers, unparalleled safety, and excellence in system design, we bring standardized, fully integrated large-scale energy storage systems to a rapidly growing market. Our systems address our customers' needs to reduce capital equipment, installation and operational costs while enhancing system level performance and reliability using automated monitoring systems and analytics across the battery, power conditioning and auxiliary systems. The AEROS energy operating system is the engine of innovation to provide advanced control functions allowing our customers to maximize the value of their energy storage assets. Our service capabilities include advanced monitoring and analytics, scheduled maintenance, augmentation, and auxiliary system upgrades. The combination of excellence in battery technology and production coupled with nearly two decades of energy storage integration makes LGES Vertech a leading supplier and integrator in the power and energy markets.

LGES Vertech is a highly matrixed, team oriented organization that fosters cross functional collaboration and innovation. The company seeks high caliber candidates with proven experience and with characteristics that embody our corporate commitment to the virtues of humble, hungry and smart in all we do. Our diverse and growing team enjoys competitive salaries, generous benefits, including 100% employer sponsored medical, dental, vision, life and disability insurance.

For more information about LGESVT, please visit www.lgensol-vt.com.

Position Overview

Reporting to the Senior Sales Director, the Senior Sales Manager is responsible for sales of LGES Vertech's energy storage systems to grid-scale customers in North America. Key areas of responsibility will include, but not limited to: initiating and cultivating relationships with new customers specifically for the company's system-level battery energy storage solutions (system integrator [SI] level solutions); leading and managing all levels of customer relationships - commercial and technical - throughout all phases of the sales process, from bid submission, through evaluation and contract negotiation; identifying market trends from continuous feedback sought from customers and stakeholders; support major industry trade events; and represent the company at relevant industry business associations.

This is a position that will have a high degree of autonomy although it will be essential to establish and maintain strong internal and external relationships. A large degree of coordination will be required with LGES Vertech's proposals, sales engineering, marketing and contract management teams, and with LGES's HQ (Seoul, Korea) based business teams.

Primary Responsibilities

  • Establish and develop highly effective relationships with customers, project and channel partners, and relevant stakeholders at multiple levels including C-level. A highly proactive approach to account management is expected with minimal supervision to achieve sales revenues and profitability objectives.
  • Own complete AC and DC system sales including battery pack/rack opportunities although the focus will be firmly on AC system-level solutions that include batteries, inverters, system controls, and other associated equipment. Sales are also expected to include long-term service agreements.
  • Arrange customer meetings as required to execute the sales plan. Seek support, as needed, from other teams (technical and/or commercial/legal) within LGES Vertech.
  • Identify key customer needs and present technical and commercial business proposals that address these needs.
  • Lead multi-functional teams throughout all aspects of customer interactions throughout the bidding process, from early-stage opportunity identification, through offer preparation, submission and subsequent contract negotiations.
  • Develop an understanding of competing energy storage technologies and use this knowledge to inform clients of LGES Vertech's competitive advantages and value propositions.
  • Market analysis including customers and competitor activities. Results will contribute to regional marketing and sales strategy development.
  • In conjunction with the VP Sales & Marketing, develop sales plans including target accounts, order intake and sales revenue forecasts.
  • Support the company's participation at trade events as required.
Knowledge, Skills and Abilities

Required:
  • Professional, highly motivated individual with a strong results-oriented work ethic.
  • A strong team player who thrives in a role that requires significant personal contributions and depends on the successful collaboration between US- and Korea-based team members.
  • An ability to identify and implement short-term tactics to secure immediate business opportunities while developing and executing a successful long-term strategic business plan.
  • Ability to manage multiple projects simultaneously and prioritize time with minimal supervision.
  • Awareness of both technical and commercial aspects of high value capital equipment and related service contracting, with experience of leading negotiations with customers.
  • Must be organized and analytical, able to eliminate obstacles through creative and adaptive approaches.
    • Capable of establishing relationships with customers at C-level and with technical & commercial specialists.
    • Able to successfully work within a global team comprising multiple cultures and geographical locations.
    • Superior written and verbal communication skills; ability to clearly communicate technical and commercial issues.
    Education and Experience
    • 5-10 years of experience in a senior sales or marketing role, ideally within a large market-leading company. Experience within the energy/electrical power industry would be a distinct advantage.
    • Experience of sales success and achieving revenue growth, ideally with high value capital equipment, is highly desirable. Proven experience of negotiating commercial contracts is strongly desirable. Alternative experience within an energy-related field would be considered.
    • Proven success in managing a sales team in a fast-paced, demanding market would be an advantage.
    • Bachelor's degree in a relevant field.
    • Proficiency with Microsoft Office products
    Travel Requirements
    • This position requires extensive overnight travel to customer locations throughout North America, with occasional travel to Asia (50%)

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