Business and Sales Director

TITLE: Business and Sales Director

REPORTS TO: VP of Sales & President / CEO

ROLE TYPE: Full-Time, Exempt

MBA required.

HIRING LOCATION: Flexible:

1. Remote office, Midwestern location
2. Minneapolis/St. Paul, Minnesota
3. Visalia, California (company headquarters)

PAY RANGE: $110,000 to $150,000 annual base salary, with opportunity for bonuses.

The salary range for this role is applicable to all geographic locations in the US. Individual salaries within this range are determined through a variety of factors, including, but not limited to, experience, education, knowledge, skill, and geographic location.

SUMMARY:

The Business & Sales Director reports directly to the VP of Sales, with dotted-line reporting to the President/Chief Executive Officer ("CEO") for certain responsibilities. The Business & Sales Director is responsible for helping coordinate and monitor the execution of both sales and general business plans and developments as directed by the VP of Sales & CEO. Success in the Business & Sales Director role requires a broad range of experiences and abilities, including competencies in finance, marketing, sales, data analysis, and research. On behalf of the CEO, the Business & Sales Director will coordinate and monitor projects and day-to-day operations and will be involved with every aspect of the Company, requiring exceptional business acumen and varied skills and abilities.

EXPECTATIONS OF ALL EMPLOYEES:

All employees of Edeniq, Inc. ("Edeniq" or the "Company") must adhere to and follow the policies and procedures in the Company's Employee Handbook and are required to comport themselves to other Edeniq stakeholders (the Company, fellow employees, vendors, customers and other vested Company parties) with respect, support, honesty, courteousness, and hard work—"doing what we said we would do, and doing it well."

ESSENTIAL FUNCTIONS:

• Build and maintain strong customer relationships, address customer concerns and resolve issues: develop and execute a sales strategy that prioritizes growth, customer retention, and especially positive customer service. Identify threats to installed business, including customer dissatisfaction and competing technologies, and propose / develop / execute plans to overcome them.
• Establish sales objectives by assisting in the forecasting and development of annual sales goals. Achieve commercial sales and revenue targets as established by the CEO, VP Sales, Executive Team, and Board of Directors. Identify barriers to sales and propose / formulate / execute plans to overcome them. Identify, prioritize and close sales opportunities in an efficient manner.
• Create and maintain accurate sales documents and procedures.
• Conduct sales calls, with the ability to explain Edeniq's value proposition, how it benefits customers, and its impact on customers processes: new customer prospecting, including market segmentation and prioritization to ensure a viable and productive sales pipeline. Identify key decision makers and manage relationships with them. Effectively demonstrate financial benefits of Edeniq technology to customers based on Edeniq models, analytical results, and knowledge of plant operations.
• Continuously maintain customer relationships, ensuring that existing and potential customers' needs and requests are managed and delivered upon effectively and appropriately, consistent with Company's resources and capabilities.
• Collaborate with executive leadership team in implementation of business initiatives.
• With CEO, support the review, design and execution of improvements to organizational structure.
• Provide analyses (competitors and trends in markets, business practices, regulatory influences, economic and technological impacts to Company) and maintain all customer and prospect-relevant activity up to date in the established Customer Relationship Management (CRM) tools (e.g., HubSpot)
• Provide weekly sales pipeline updates and monthly sales forecast reports to the VP Sales and others as necessary and appropriate. Responsible for overseeing the administration and management of the sales pipeline, including various sales KPIs, prospect tracking, key account management, and sales trip reports.
• Lead sales presentations to key accounts, prospects, and industry organizations; manage prospects through the sales cycle and close new business deals.
• Using Excel, PowerBI, and other software programs, compile, evaluate, maintain and report on data sets relevant to the Company's business plans, including, among others, financial forecasting, corporate metrics (dashboard key performance indicators such as unit testing throughput, growth targets, regulatory review timelines), and customer test results (including statistical analyses to examine factors that influence testing results and drive value).
• Analyze collected data sets and create visuals to communicate findings to technical and non-technical audiences.
• Interpret data trends and patterns as they relate to the organization's business offerings to enable exploration of new ideas, such as enhancing laboratory testing techniques, evaluating new business opportunities, or improving customer revenue prospects.
• In coordination with business unit leaders and executive management, assist in developing and monitoring annual company-wide and business unit operating budgets.
• Work closely with sales team to ensure customer service goals are fulfilled; among other similar duties, prepare customer guidance such as FAQs, advise customers on key process steps to meet regulatory requirements of Company-offered analytical testing methods, and track customer revenue reporting requirements.
• Maintain knowledge of developing trends in the industry, attend conferences, research markets and regulatory regimes, and meet with third-party service providers.
• All other duties, as assigned.

KNOWLEDGE, SKILLS AND ABILITIES:

• The right candidate must fit the company's culture: open, honest, hard-working, ethical, collaborative and supportive
• Excellent verbal and written communication skills, including the ability to summarize complex data in a clear and concise manner and communicate the same to both technical and non-technical audiences.
• Tactful and professional, with the ability to interact with and build relationships across all levels of the organization, as well as external parties.
• Ability to negotiate and close deals with prospective customers.
• Ability to develop and implement comprehensive sales strategies to help meet sales and Company goals.
• Thorough knowledge of financial statements and forecasting; minimum of general or cursory knowledge of statistics, operational structures, human resource policies, business law, and marketing and sales.
• Excellent analytical abilities, financial acumen, and business judgement.
• Proficient in use of Excel for use of financial modeling and analysis; familiarity with other analytical tools such as PowerBI, Python, HubSpot, Tableau, and other similar software programs preferred.
• Effective time management skills, with the ability to work independently and handle multiple competing priorities simultaneously.
• Ability to think critically and use forethought to plan, execute, and achieve goals.
• Ability to function in a high-paced environment.
• Experience and skills in developing and negotiating sales contracts and business agreements
• Experience and skills as a manager or sales representative in biofuel, agriculture, or related industries

REQUIREMENTS:

• MBA required.
• Minimum five (5) years progressive professional business experience; field may vary.
• Experience in data analysis and financial modeling.
• Must possess and maintain a valid driver's license.
• Travel 25% - 75% per month, frequently with CEO or other business leaders, including to Company headquarters in Visalia, California.

PHYSICAL REQUIREMENTS:

Must be able to perform the essential functions with or without accommodations. This position is mostly sedentary, sometimes for extended periods, in an office environment, vehicle (car or light truck), and other forms of transportation (air travel); work is primarily done sitting at a desk or during travel for lengthy periods of time working at a computer and with paper reports and other documents.

Operate, Activate, Use, Prepare, Inspect, Place, Detect, Position:

Regularly operates a computer and other office productivity machinery, such as a calculator, telephone, cell phone, copy machine, and computer printer.

TRAVEL REQUIREMENTS:

Must be able to regularly drive long distances or take occasional flights, arrive to and from destinations in time to attend scheduled meetings and conferences. Must possess and maintain a valid driver's license with a clean driving record. Must maintain auto insurance per company insurance standards. Position requires reliable transportation. Ability to move freely without legal restrictions nationally is necessary.

LOCATION:

Option for (i) remote office, (ii) office in Visalia, California (Company headquarters), or (iii) office in Woodbury, Minnesota (Greater Twin Cities of Minneapolis & St. Paul).

We are an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.