Senior Manager of Sales - Remote

About the position

The Senior Manager of Sales will report to the Executive Director of Regional Sales. They will lead a team of Business Development Managers (BDMs) and be responsible for developing and executing acquisition of new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects and ensuring alignment with our key initiatives and growth objectives. This individual will lead a team of outside sales executives and be responsible for empowering them to develop a best-in-class sales experience for customers while maximizing relationships and achieving our sales goals.

Responsibilities

• Manage/lead the following aspects of new business development: Provide general management, oversight and guidance to a team of BDMs.
• Drive BDM's sales performance, pipeline development, and relationship management within the team's defined geographic territories.
• Assure adequate support and resources are available to sales team.
• Guide BDMs by demonstrating effective personal attitude, leadership and professional conduct.
• Develop and implement enhanced sales strategies in alignment with a consultative sales model.
• Regularly lead routine pipeline reviews with sales team for validity, review and assist with team's proposals and sales presentations and provide sales executives support during customer meetings.
• Drive team to enhance their visibility within their territory through cultivation of a network of prospects, clients, and business contacts in their geography.
• Coach and mentor a team consisting of various levels of knowledge and ability.
• Training and education of the team is essential.
• Ensures team is stays abreast of industry and market trends, regulatory changes, and other events that impact the business.

Requirements

• Bachelor's degree and a minimum of 10 years of consultative, solutions-based sales experience in one of the following industries: Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, commercial construction, Energy as a Service, Mechanical Contracting (design/build), Energy Efficiency Solutions, Sustainability-based Infrastructure Projects, Facility-based Sustainability Projects, and/or Original Equipment Manufacturers.
• OR Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and/or federal, state, or local governments (S.L.E.D/ M.U.S.H. markets) OR equivalent combination of education and relevant experience.
• Prior Sales Management experience in a solutions-based or consultative sales environment, required.
• Strong leadership, coaching, and professional development skills with track record for cultivating high-performing teams.
• Experience in leading, directing, supervising, training employees, assigning and directing work, conducting performance appraisals, disciplining employees, and addressing complaints and resolving personnel problems.

Nice-to-haves

• 4+ years of Sales Management experience, highly preferred.
• In depth understanding of building and mechanical infrastructure, technologies and systems.
• Sales experience in the areas of Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, Energy Efficiency, Energy as a Service, Renewable Energy Technologies, and Sustainability Initiatives, preferred.
• Experience managing sales cycles exceeding twelve (12) months.
• Formalized sales training program via Sandler, Miller Heiman or similar program.
• Experience utilizing Microsoft Dynamics 365, or similar CRM system.

Benefits

• Highly competitive salaries
• Bonus program
• 401(k) with company match
• Employee stock purchase program
• Comprehensive medical, dental and vision benefits
• Robust wellness program
• Paid time off for vacation, holidays and sick days