What are the responsibilities and job description for the Regional Sales Manager position at Nenni and Associates?
Job Title: Regional Sales Manager
Our client is looking to hire an additional sales manager(s). The Regional Sales Manager (RSM) will sell value driven projects to the ESCO (Energy Service Company) market and owner direct. The RSM will follow our established sales process, provide project leadership, meet with customers to review and clarify proposals, have a working knowledge of green building design, respond to RFP’s and RFQ’s and build long-term relationships with prospects. The ideal candidate will possess:
JOB SUMMARY
Our client is a nation-wide design/build sustainability contractor. We audit, design, and install lighting, water efficiency, building envelope and metering technology for a wide range of commercial, industrial, state and local government, and federal customers. As a company we perform 3 primary functions:- We audit: We identify and quantify every potential measure in a facility. Facilities range from individual buildings to large campuses and military installations.
- We design: Once the audit of the existing building(s) is complete it is returned to our project developers. These developers propose a new technologies that meet the end users’ needs while saving energy or water and reducing overall cost of ownership.
- We install: We have over 200 electricians, plumbers and technicians nation-wide that install the recommended improvements.
Our client is looking to hire an additional sales manager(s). The Regional Sales Manager (RSM) will sell value driven projects to the ESCO (Energy Service Company) market and owner direct. The RSM will follow our established sales process, provide project leadership, meet with customers to review and clarify proposals, have a working knowledge of green building design, respond to RFP’s and RFQ’s and build long-term relationships with prospects. The ideal candidate will possess:
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- Organization
- High energy level
- Excel computer skills
- Willingness to travel – up to 15 weeks per year
- Ability to work independently and be goal focused
- A good attitude and willingness to smile and work successfully with the team
- Social confidence
- Leadership qualities that will ensure a successful result
- Ability to portray not only a positive personal attitude, but an overall good impression of themselves and the company at large
- Ability to see the “big picture” while understanding the details
Roles and Responsibilities
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- Act as “Sales Team Leader”
- Meet determined sales objectives
- Participate in establishing sales objectives and strategies to meet these objectives
- Develop and maintain a network of contacts and references
- Develop and maintain a network of clients and partners
- Maximize customer satisfaction and act as customer advocate
- Participate in activities dealing with strategic, commercial, and competitive advantages
Duties
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- Follow the company’s Sales Flow Chart
- Obtain LOI for new projects and qualify the opportunities
- Complete project information sheet prior to surveys or bids
- Provide project leadership, direction and communication
- Meet with customer to review proposals
- Market the company through presentations for new and existing customers
- Attend Trade Shows
- Respond to Bids and RFQ’s
- Review final proposals received from Project Developers to ensure customer satisfaction
- Participate in in-house project review meetings
- Support contract negotiation
- Participate in regular progress meetings on job installations
- Direct Project Developer to respond to Operations requests for direction and information
- Complete project change orders and paperwork
- Maintain weekly company sales database
- Maintain schedule on the company’s software
Values:
To perform the job successfully, an individual should possess the 4 “C’s”:-
- Character
- Competency
- Chemistry
- Culture
Education/Experience:
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- Four years related experience or equivalent combination of education and experience.
- Formal Sales Training/ Revenue-Building Solutions required. Experience providing solutions which deliver on value and go above and beyond a customer’s expectations.
- CLEP, LC, CMVP, CEM certified a plus
- Knowledge of lighting, water efficiency, building envelope or utility metering technologies
- Able to read project specifications
- Strong interpersonal skills including facilitation, negotiation