Manager, Area Sales

VeregyLLC• Remote, OH, US, OH

3d•Hybrid

About The Position

Veregy is an award-winning NAESCO-Accredited decarbonization company focusing on accelerating and simplifying Energy Transition. We provide turnkey engineering and construction services designed to reduce our clients' energy and operating costs through the implementation of energy efficiency and infrastructure upgrades, smart building technology, fleet EV infrastructure, clean energy generation, and sustainability. The Manager of Area Sales is responsible for leading the sales strategy, revenue growth, market development, and sales performance across an assigned multi-state territory. This position has the overall responsibility for achieving annual sales objectives, developing and executing territory growth strategies, maintaining a strong and predictable sales pipeline, and ensuring sales activities support the Company’s revenue and profitability goals. The Manager of Area Sales leads, coaches, and develops a team of sales professionals while maintaining direct involvement in strategic accounts, major pursuits, and key customer relationships. The position works collaboratively with operational, engineering, estimating, finance, marketing, and executive leadership to identify market opportunities, develop competitive solutions, improve win rates, and ensure successful transition of awarded opportunities from sales to execution.

Requirements

Bachelor’s degree in Business Administration, Marketing, Engineering, Construction Management, Energy Management, or a related field preferred; or an equivalent combination of education, training, and relevant professional experience.
Minimum of seven (7) years of progressively responsible sales, business development, account management, or related commercial experience, preferably within energy services, energy efficiency, construction, engineering, building systems, infrastructure, or related industry.
Minimum of three (3) years of sales leadership or people-management experience, including responsibility for coaching, developing, and managing the performance of sales professionals.
Demonstrated experience developing and executing sales strategies across a defined geographic territory or multiple markets.
Proven track record of achieving significant sales or revenue targets and developing a sustainable pipeline of qualified opportunities.
Experience managing complex, consultative, and/or solution-based sales involving multiple stakeholders and extended sales cycles.
Demonstrated experience developing and maintaining relationships with executive-level customers and key decision-makers.
Experience with strategic account planning, territory management, pipeline management, sales forecasting, and opportunity qualification.
Experience leading major sales pursuits, including customer discovery, solution development, proposal strategy, presentations, negotiations, and closing activities.
Experience working collaboratively with operational, technical, estimating, finance, legal, and executive teams to develop and close complex opportunities.
Experience using CRM systems to manage opportunities, sales activity, pipeline, forecasting, and performance metrics.
Knowledge of Veregy’s services and processes is required which can be obtained through intellect, technical inclination, and dedication to gain such knowledge.
Knowledge (Intermediate to advanced) of various operating systems, software products (e.g. MS Office, etc.), is required.
Computer software proficiency including Microsoft Project, Viewpoint, RS Means, Trimble Estimating and / or other job-related hardware and software applications that may be required.
Ability to work independently and efficiently manage time / workload.
Ability to read, analyze, and interpret financial reports, business, professional, and technical documents.
Ability to effectively respond to common inquiries or complaints from customers and staff.
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
Ability to write presentations, articles, routine reports, proposals, and correspondence.
Ability to calculate figures and amounts such as discounts and percentages.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.
Ability to prioritize tasks and tactfully negotiate priority with end users.
Ability to work under deadline pressure and extra hours if needed.
Valid driver’s license required.

Nice To Haves

Experience within commercial, industrial, K-12, higher education, healthcare, state and local government, municipal, utility, or other institutional markets preferred.
Experience with energy performance contracting, design-build, energy efficiency, renewable energy, distributed energy, facility modernization, or related solutions is preferred.

Responsibilities

Owns sales strategy, revenue performance, and market growth for the assigned muti-state territory.
Develops and executes annual and multi-year territory sales plans aligned with Company growth, revenue, profitability, and strategic objectives.
Establishes annual sales targets and translates territory objectives into measurable individual and team goals.
Identifies market trends, competitive threats, customer needs, and emerging opportunities and adjusts sales strategies accordingly.
Develops strategies to increase market penetration, expand existing customer relationships, enter new markets, and generate recurring business.
Evaluates territory performance against established objectives and implements corrective action when revenue, pipeline, margin, or other performance expectations are at risk.
Partners with executive leadership in developing territory growth priorities, resource requirements, and strategic initiatives.
Maintains a healthy, diversified, and appropriately weighted sales pipeline sufficient to support current and future revenue objectives.
Establishes and monitors sales KPIs, including pipeline development, opportunity progression, win rates, sales cycle, forecast accuracy, bookings, and other applicable performance measures.
Provides timely and accurate monthly, quarterly, and annual sales forecasts to executive leadership.
Conducts regular pipeline and opportunity reviews to assess probability, timing, competitive position, next steps, and barriers to closing.
Ensures sales opportunities, customer activities, forecasts, and relevant account information are accurately and consistently maintained within the Company's CRM system.
Uses sales and market data to identify performance trends and develops action plans to address gaps.
Drives accountability for consistent execution of the Company's sales processes and standards.
Leads, coaches, mentors, and develops sales professionals throughout the assigned territory.
Establishes clear individual and team performance expectations aligned with territory objectives.
Conducts regular one-on-one meetings, pipeline reviews, sales coaching sessions, and performance evaluations.
Coaches team members on prospecting, account development, opportunity qualification, customer engagement, presentations, negotiations, and closing strategies.
Identifies individual development needs and establishes appropriate coaching and professional-development plans.
Recognizes high performance and addresses performance deficiencies in a timely and consistent manner.
Participates in workforce planning, recruiting, interviewing, selection, onboarding, and retention of sales talent.
Promotes collaboration, accountability, ethical sales practices, and a high-performance sales culture across the territory.
Personally develops and maintains relationships with key customers, strategic accounts, and senior-level decision-makers.
Identifies and pursues major commercial, industrial, institutional, municipal, utility, and other strategic opportunities appropriate to the Company's business.
Develops relationships with facility owners, executives, utilities, contractors, engineering firms, consultants, channel partners, and other industry stakeholders.
Develops strategic account plans designed to strengthen customer relationships, increase customer retention, and identify additional revenue opportunities.
Supports sales professionals on complex or high-value pursuits, including customer strategy, executive engagement, presentations, negotiations, and closing activities.
Represents the Company at customer meetings, industry associations, conferences, trade shows, networking events, and other business-development activities as appropriate.
Monitors competitive activity and develops strategies to strengthen the Company's market position.
Provides leadership and oversight for major sales opportunities from initial qualification through contract award and transition to operations.
Evaluates opportunities based on strategic fit, customer need, competitive position, probability of success, revenue potential, profitability, resource requirements, and risk.
Partners with estimating, engineering, operations, finance, legal, and other internal stakeholders to develop competitive and financially responsible customer solutions.
Participates in pricing, proposal, and pursuit strategy for significant opportunities.
Supports contract negotiations and works with appropriate internal resources to address commercial terms, customer requirements, and business risks.
Maintains appropriate focus on both revenue growth and the quality and profitability of sales.
Serves as a key liaison between the sales organization and operations, engineering, estimating, finance, marketing, and executive leadership.
Ensures effective communication and coordination throughout the sales process.
Facilitates effective handoff of awarded opportunities from sales to project execution teams.
Communicates customer expectations, commitments, scope considerations, and other relevant information to internal stakeholders.
Works collaboratively to resolve issues that could affect customer relationships, opportunity progression, or future business.
Provides market and customer feedback to leadership to support strategic planning, service development, and organizational decision-making.
Develops a strong understanding of the assigned territory, including customer segments, competitors, market conditions, regulatory considerations, and industry trends.
Maintains awareness of factors affecting customer capital planning, energy and infrastructure investments, procurement strategies, and purchasing decisions.
Serves as an executive-level representative of the Company with key customers and strategic partners.
Builds long-term customer relationships based on credibility, responsiveness, and an understanding of customer business objectives.
Supports customer retention and expansion strategies and assists in resolving significant customer concerns when appropriate.
Directly supervises employees in the Sales department and may provide leadership and direction to other employees involved in sales pursuits and business-development activities.
Carries out supervisory responsibilities in accordance with Veregy’s policies and applicable laws.
Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints, and resolving problems.