Solar


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Sales, Solar

Title Enterprise Sales Manager
Categories Sales, Solar
Salary $200K+
Location Boston – New England
Job Information

ENTERPRISE SALES EXECUTIVE
SOLAR / ENERGY MANAGEMENT

SUMMARY OF ROLE

We are seeking a proven F500 Enterprise Sales Executive, who will operate within our North American Commercial (NAC) Business Unit, to lead in the sale of large scale solar generation and energy management projects and programs to targeted enterprise accounts headquartered in Greater Massachusetts Area, and the New England Region. The Sales Executive will report to the Director, National Accounts.

RESPONSIBILITIES

• Develop and execute effective account development strategies using data analysis to positively impact the executive–level decision maker’s core business.
• Develop sales strategy for identified opportunities and drive process including deal structuring, pricing and proposal development in coordination with peer departments and supporting functions.
• Grow a network of sponsors and supporters at multiple levels within target accounts. Engage executive-level decision makers by demonstrating a thorough understanding of their business strategy and communicate how our energy portfolio solutions will improve their business results.
• Drive organization and deal structures to achieve high level of customer satisfaction as compared to industry and F500 benchmarks.
• Perform strategic account development to align customer-specific needs with our solutions while differentiating our value from the competition.
• Understand the business of the account, including industry drivers, business objectives and operational issues and connects strategic energy solutions.
• Coordinate appropriate resources to effectively execute strategic account business plans and opportunity pursuit plans.
• Demonstrate strategic thinking by anticipating future trends through looking outward at the customer‘s market, competition, and alternatives.
• Persist in the pursuit of account strategies exhibiting strength of purpose and determination in the face of challenges.
• Effectively manage the buying and selling process by involving a network of key players to solve customer operational issues to help them achieve their business objectives.
• Effectively position the strategic value of our solutions to key decision makers and influencers throughout the account.
• Provide accurate and current view of account penetration, sales performance, and customer satisfaction including the health of the funnel/pipeline.
• Strive to add customer-specific value through improving business processes by viewing situations from the customer’s perspective.
• Ultimately increase share of wallet and revenue from target account.

The Sales Executive will need to be well versed in both current and anticipated changes to public policy related to grid connected solar electric systems in the US and Globally. Excellent resources already in place to support the Sales Executive in this regard.

Key distinctions in the market are technology advantages, including PV cell efficiency, mounting system strategies, system design experience, smart energy features and operating capabilities. The Sales Executive will be expected to comprehend our technical differentiation, integrate those into business strategies and initiatives, and convey those advantages in a compelling manner in proposals and presentations.

RELATED EXPERIENCE AND EDUCATIONAL REQUIREMENTS

Minimum requirements – The least amount of skills and training candidates must have to do a specific job. Candidates not meeting these requirements will not be hired for this position.

• Minimum 5 years of enterprise-level sales experience, in energy, systems, equipment, or related solutions sales
• The knowledge, skills and abilities typically acquired through the completion of a bachelor’s degree program or equivalent degree in an engineering, business or finance discipline. Master’s degree a plus.

Preferred requirements

• Successful track-record in closing new business with enterprise account targets
• Experience with growing significant customer relationships interfacing with executive-level decision makers
• Experience with large and strategic customer management
• Ability to demonstrate critical thinking skills
• Experience in strategic business planning
• Strong financial business acumen
• Strong background in value based selling
• Excellent written and verbal communication skills
• Master’s Degree in Business, Finance or Energy related disciplines
• On-site and large-scale off-site solar project sale experience
• Familiarity with contracting structures for on-site and off-site solar and energy management contracts including but not limited to: PPAs, Contract for Differences, Virtual PPAs, & EPC Contracts.

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