Energy Sales Manager

Energy Sales Manager

The Energy Sales Manager is responsible for managing and developing a team of sales professionals focused on acquiring new energy solution sales to meet individual targeted, annual growth rates and sales quotas for direct to end user sales and indirect to strategic energy service companies. The ideal candidate combines strong leadership, technical sales expertise, and strategic market development capabilities.

Key Responsibilities

The key responsibilities include, but are not limited to:

• Lead, coach, and mentor a team of sales professionals selling Energy Performance Contracting (EPC) and related energy solutions offerings.
• Establish clear sales goals, performance metrics, and accountability standards.
• Oversee sales efforts targeting public-sector clients, including K–12 school districts, higher education, municipalities, and government entities.
• Guide the development of EPC opportunities from initial prospecting through contract execution.
• Collaborate with engineering, operations, and project delivery teams to ensure accurate scope development, pricing, and risk management.
• Maintain a deep understanding of EPC regulations, procurement processes, and funding mechanisms.
• Identify and develop new markets and customer segments for energy and mechanical services.
• Drive expansion of service offerings, including energy efficiency, HVAC, and sustainability solutions.
• Build and maintain strong relationships with key decision-makers, industry partners, and influencers.
• Monitor market trends, competitive activity, and emerging technologies to inform growth strategies.
• Develop and execute sales strategies to achieve revenue, margin, and backlog targets.
• Lead forecasting, budgeting, and pipeline management activities for the energy solutions business.
• Support proposal development, contract negotiations, and closing activities.
• Foster a collaborative, high-performance sales culture aligned with company values.

Qualifications & Training

The qualifications and training include:

• BS/BA in a related discipline or demonstrated industry experience is highly desirable, and certification may be required in some areas.
• Ideally, 10+ years of successful experience in executive-level selling and/or sales management.
• Ability to manage complex sales that include financial, political, technical and procurement strategies.
• Ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment.
• Familiarity with ESCO models, M&V, and energy financing structures.
• Strategic mindset with the ability to develop new markets and service offerings.
• Willingness to travel throughout the Northeast as a sales coverage territory.