Regional Director of Sales, Infrastructure Solutions
ABM
- Alpharetta, GA
- Permanent
- Full-time
- Manage the regional ESCO sales staff to exceed sales/booking requirements
- Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.
- Maintain the integrity of the sales process.
- Direct, recruit, and lead the team with focus on continuous improvement. Select and develop a team of professionals.
- Influence and support functional strategy; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.
- Develop, establish, and execute sales plans and targets for short and long term objectives for an established region.
- Manage company products, services, features and benefits knowledge.
- Inform direct reports on competitive services, promotional matters, sales techniques, pricing, and marketing policies.
- Analyze account profitability and determine necessary sales techniques, advertising and market penetration with sales representatives.
- Develop, present, and sell value proposition; Gather and format data and submit responses to RFPs.
- Define and implement regional sales plans, author presentations, reports and price quotations and support contract negotiations.
- Manage significant opportunity pipeline to guarantee success and regional growth.
- Forecast monthly, quarterly, and annual sales goals by having a strong understanding of regional market trends.
- Provide support and guidance to local sales leaders related to lead generation, sales conversion, and sales processes / programs to further develop professional selling skills.
- Present and participate in client meetings, presentations and events.
- Understand regional competitive activities and overall market place and inform senior executives and local sales team of these activities
- Special projects and other duties as assigned.
- Bachelor's degree or equivalent experience.
- 7 to 10 years of experience, including management of sales staff.
- Ability to effectively lead a staff of direct reports and an organization from a strategic level, while managing concurrently details on multiple concurrent tasks while meeting various deadlines.
- Proven track record as an effective manager in a high-performance organization, success as a builder of collaborative, high-performance teams whose management style is characterized as results orientation.
- Thorough understanding of wide-ranging challenges faced by local government, K-12 school districts, (MUSH Markets) highly preferred.
- Strong knowledge and understanding of Energy Conservation and Energy Governing Laws / Regulations.
- Experience in structuring and securing public financing debt strategies in the public market space preferred.
- Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques
- Extensive Knowledge of proactive prospecting at the financial decision-making level with building owners and executives at the C-level.
- High level of motivation and professionalism.
- Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP's, RFQ's, contracts, and all other forms of written communication to the client.
- Complete understanding and mastery of operating budgets and public finance for the vertical market(s) of current and perspective customers.
- Advanced proficiency in Microsoft Office Suite: Word, Excel, PowerPoint, Outlook.
- Proficiency working with Salesforce is preferred.