| Description |
IMPORTANT: This Advertiser has requested that applicants MUST be National Residents / Valid Work Permit-holders. Other applicants need not apply.
| Location: |
Columbia, MD |
| Salary Range: |
Base plus commission |
| Exempt/Non-Exempt: |
Exempt |
| Benefits: |
Full Benefits Package |
| Employment Type: |
Full Time |
| Department: |
Commercial Sales |
| Description: |
Manage commercial sales team, including sales and support personnel. Overall responsibility for top line sales bookings and bottom line SG&A expenses. Manage interface with other departments including finance and construction. Identify, qualify, propose and close multiple commercial opportunities resulting in > 1 MW per relationship. Act as the primary Company point of contact and coordinate resources and project information flow during the sales process. Manage creation of proposals and bid responses, in coordination with VP of Construction, determine pricing, scope of work, negotiate deal and contract terms. Coordinate Company and outside resources, manage all information flow within the Company. Manage and create relationships with project Developers and other financing sources. Assist VP of Construction in negotiating contracts to maximize revenues and profits, and minimize exposure of Company. Economics – understand, develop and propose financial models to qualify and justify/propose projects, understand REC’s, tax credits, depreciation, various forms of rebates, and other items that impact the financial viability of projects. Create tools to help developers and dealers qualify projects for submission to Company for completion. Track, filter and prioritize sales opportunities and effectively allocate internal team to best opportunities. Work with marketing to define market segmentation and develop effective sales collateral and marketing activities to support commercial sales. Hire and train additional staff as the commercial sales organization grows. 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. |
| Duties: |
1. Create and implement goals and plans to meet goals.
2. Manage the prospecting, qualifying, proposal, negotiation and closing of all commercial sales opportunities.
3. Own the proposal process while coordinating input from all supporting parties, both Company and outside.
4. Work directly with customers to win major accounts and projects.
5. Communicate our value proposition to customers, prospects and partners.
6. Network, perform market development activities, and attend industry meetings and tradeshows.
7. 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.
8. Create the team and infrastructure needed to execute our goals.
9. Understand REC’s, local, state and federal commercial incentive programs, and policy in each market area. |
| 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 sale / lease back and other tax structured finance vehicles is helpful.
• Experience using a CRM application and ERP.
• MS Office – Outlook, Word, Excel, PowerPoint.
Required Skills
• B2B sales skills
• 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
Experience/Educational Requirements:
• 4 yr college degree.
• MBA helpful
• Construction-related degree or experience helpful
• 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 $10 Million
• Relationship management and strategic selling experience
• Proven quota attainment
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 and presentation skills to all levels within an organization |
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