Director, Sales

Energy Systems Group-posted 4 days ago

Full-time • Director

Remote

251-500 employees

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Energy Systems Group is hiring Director, Sales to join our Public Sector Southwest team. This role is preferred to work in an ESG Southwest office location which includes Albuquerque, NM; Littleton, CO; or Rockwall, TX. This position may also be remote, but the candidate should reside in the Southwest Region (CO, TX, NM). This position requires approximately 50% travel, including overnight stays. The Director, Sales 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 Director, Sales will work effectively within a matrix organization communicating directly with the regional business unit leaders, Chief Growth Officer, marketing, technical, legal, and corporate financial teams.

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
Attend and participate with sales team at conferences, trade shows, customer events, and other sales leaning activities or events
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
Understand and be knowledgeable about available financing structures and offerings, as well as available grants and incentives in the market
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
Ensure effective collaboration with business unit leadership, Chief Growth Officer, marketing, technical, legal, and corporate financial teams

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

Certified Energy Manager (CEM)
Business Energy Professional (BEP)
Sales management experience preferred
Master's Degree in Business Administration (MBA)

Professional growth and development programs
Comprehensive health, dental, and vision insurance plans for employee and family
Life insurance, short-term disability, long-term disability, and supplemental benefits
401(k) Savings Plan
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

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