Account Executive- K-12 Market

Performance Services•Dallas, TX

3d•$115,000 - $130,000•Hybrid

About The Position

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 of infrastructure improvements for cities and towns. Headquartered in Indianapolis, the company has regional offices in 16 additional states. PSI is growing our Texas branch, and we are looking to add a Business Development Manager (Account Executive). This individual will focus on selling new commercial construction, infrastructure improvements, and/or HVAC upgrades or retrofit projects. This individual will be focusing on selling those projects to K-12 school districts throughout Texas. They will be working directly with the school district's main decision-makers. (Superintendents, CFO, Business Officers, etc.)

Requirements

Experience calling on end users
Capable of building trust and rapport
Able to manage a complex sales cycle
Explaining capabilities and processes
Good understanding of different funding mechanisms
Understanding of the RFQ & RFP process

Responsibilities

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
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
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
Collaborating with Project Engineers and Project Managers for the synchronized effort of all internal and external resources to accomplish business development and sales objectives.
Executing strategic selling initiatives, as well as planning and executing bid and proposal activities.