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Title

VP Commercial Sales - Boston Area

Posted
Reference   (Please mention Stopdodo/Environment Jobs in your application)
Sectors Sustainability, Climate, CSR, EMS
Location
Type Fixed Term and Permanent Roles
Status Full Time
Level Mid Level
Deadline 23/03/2012
Company Name GroSolar
Contact Name
Website Further Details / Applications
GroSolar logo
Also Listing:
Description
IMPORTANT:  This Advertiser has requested that applicants MUST be National Residents / Valid Work Permit-holders.  Other applicants need not apply.

 

Location: Boston, MA
Exempt/Non-Exempt: Exempt
Benefits: Full Benefit Package
Employment Type: Full Time
Department: Commercial Sales
Description: Has overall responsibility for top line sales bookings and bottom line SG&A expenses. Lead the Commercial Sales Team to identify, propose, and close multiple commercial opportunities, resulting in >1 MW per relationship. Communicate our value proposition to customers, prospects and partners. Develop the sales, marketing and financial tools needed to enhance Company’s position in the market and to lower our cost of sale while increasing our productivity. Create the team and infrastructure needed to execute our goals. Coordinate Company and outside resources in support of Commercial Sales. Be the lead interface with other Company departments, including finance and construction. Have a thorough understanding of RECs, local, state and federal commercial incentive programs, and policy in each market area.
Duties: 1. Manage commercial sales team, including sales and support personnel.
2. Build process and infrastructure that allows the company to successfully respond and secure a greater volume of commercial projects with a decreasing cost of sales.
3. Identify development opportunities and joint development partners.
4. Define market segmentation and develop effective sales collateral and marketing activities to support commercial sales.
5. Manage the proposal process and bid responses, in coordination with input from all supporting parties, both within the company and outside.
6. Track, filter and prioritize sales opportunities and effectively allocate internal team and resources to best opportunities.
7. Establish and maintain client relationships, create sales opportunities and close deals.
8. Manage and create relationships with project developers and other financing sources.
9. Coordinate Company and outside resources in support of Commercial Sales.
10. Work directly with customers to win major accounts and projects.
11. Assist VP Commercial Business Segment in negotiating contracts to maximize revenues and profits and minimize exposure of Company.
12. Economics – develop pro forma financial models for alternate forms of ownership in various markets.
13. Network, perform market development activities, and attend industry meetings and tradeshows.
14. Negotiate PPA contracts with clients and utilities.
Qualifications: TECHNICAL REQUIREMENTS:

• Understanding of PV systems, inverters and racking technologies.
• Understanding of complex financial and accounting concepts related to justifying and financing commercial PV projects. Experience with third party tax structured finance vehicles.
• Experience using a CRM application and ERP.
• Basic understanding of electrical interface to buildings and utility grid.
• MS Office – Outlook, Word, Excel, PowerPoint.


REQUIRED/DESIRED SKILLS:

• B2B sales skills
• Ability to manage multiple people, prospects, proposals, projects and tasks simultaneously
• Complex financial sales expertise 
• Successful in a start-up and fast paced environment, ability to develop the software (Excel and Word) tools and resources needed to achieve strategic and tactical goals
• Project management skills – track, delegate and prioritize tasks
• Ability to manage multiple people, prospects, proposals, projects and tasks at the same time
• Excellent verbal, written and presentation skills
• Customer service skills - ability to manage customer concerns and complaints, and create quick resolution
• Solid grasps of capital budgeting and corporate financial analysis - speaking the language of C-level execs
• Strong understanding of construction contract framework and ability to negotiate customer contracts
• Self managing
• Team player
• Comfortable taking input from many people
• Operate without direct supervision to meet the sales goals

SPECIAL SKILLS:

• Complex financial analysis
• Tax structured finance experience
• Problem solving skills
• Ability to prioritize and multitask
• Writing skills for proposals, customer communications, and marketing
• Strong verbal communication skills
• Presentation skills
• Fluent in MS Office 

EXPERIENCE/EDUCATIONAL REQUIREMENTS:

• 4-year college degree
• 5+ years management level experience in business development and sales for commercial projects/products with average sales price in excess of $5 Million
• 3 years of commercial PV system sales with average sales in excess of $20 Million
• Relationship management and strategic selling experience
• Proven quota attainment
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