Account Executive

Organization: 
Energy Systems Group

Not Stated.

Location in MN: 
Central
Metro
Posting Date: 
12/05/18
Closing Date: 
02/03/19
Job Type: 
Full Time
Salary: 
Not stated
Hours: 
Full time
Primary Duties: 

Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as: Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
Maintains proper documentation and produces required reports
Monitor account plan progress, including market conditions, customer needs, and competitive activity
Coordinate with state and federal government regulatory agencies when required
Occasionally help analyze customer’s infrastructure
Performs all other duties assigned by management
Represent company at all times in an ethical and professional manner;
Develop and execute a Sales Playbook that will drive a sustainable YOY pipeline of opportunities per target levels that lead to profitable sales, revenue and customer satisfaction
Achieve or exceed annual sales goals, at or above target profit levels;
Manage resources; justify and qualify cost of sales development with management, to or below target levels;
Execute Target Account Selling disciplines to identify target prospect needs aligned executive level business objectives;
Lead Sales Support and Market Team to reflect customer responses that reflect sales strategies that align customer objectives;
Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction;
Leverage external network relationships and internal team to maximize the size and scope of each sales opportunity to provide the maximum benefit to each customer stakeholder.
Provide strong team leadership and communications with management, development teams and customer targets

Experience: 

EDUCATION/CERTIFICATIONS and EXPERIENCE
Minimum:
Bachelor’s degree in business or related field and five or more (5+) years energy services related experience; or an equivalent combination of education and experience
(5+) years experience selling large solutions in the K12, local goverment space.

Preferred:
Bachelor’s degree and six (6) to eight (8) years related energy services experience and/or training; or an equivalent combination of education and experience
Familiarity with engineering/building trades and/or mechanical aptitude preferred

COMPETENCY REQUIREMENTS
Excellent communication skills (verbal and written)
Proficiency with Microsoft Office programs
Maturity and professionalism to effectively handle frequent exposure to senior members at Energy Systems Group, as well as with external organizations and customers
Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
Ability to compose and write proposals, reports, business correspondence and procedure manuals
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
Highly effective and successful sales negotiation and closing techniques
Excellent organizational skills with ability to manage multiple priorities and business relationships
Exercise discretion and independent judgment, including good judgment about when to cut ties with a prospect that’s not likely to buy
Effectively write, present and communicate sales correspondence, proposals and financial structure

Additional Info: 

ESTIMATED TIME ALLOCATION: Travel approximately 30-50%, including overnight and weekend travel.

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