Business Development - Chiller Optimization

Energy Efficiency Sales Representative

The objective of this role is to consistently and reliably develop and win new business for the company. The individual in this role will be responsible for sales processes and targets, leading meetings and calls with clients, and closing new business as well as effectively communicating to stakeholders within the Sales, Operations, Marketing, and Finance teams on a timely basis.

Responsibilities:

• Build relationships and manage an existing portfolio of clients, becoming each client's trusted energy efficiency partner.
• Uncover prospects' and customers' energy and facility related concerns in order to develop project and program solutions to be delivered.
• Penetrate new accounts to build and develop strong customer relationships.
• Consultatively identify opportunities to sell the suite of energy efficiency solutions.
• Prepare proposals and present the value proposition for each service virtually and in-person.
• Develop and maintain understanding of building science, energy systems and other technical aspects to help you sell successfully in this role.
• Learn and understand Federal/State and Utility incentives in your prospective markets and be able to effectively relay them to your clients.
• Participate in industry events in your target markets to represent the company and build presence in the market.
• Monitor, measure, and track progress of opportunities in Salesforce.com, and provide weekly reporting to management.
• Maintain accurate and up-to-date records of activities in Salesforce.com.

Performance Metrics:

• Meet or exceed monthly/annual sales KPI's
• Ability to prepare sales projections, management reports and budgets
• Manage business growth within budget & profit guidelines

Core Competencies:

• Active Communications (Verbal, Written, Listening Skills) Clearly expresses ideas, information, and concerns both verbally and in written format in both positive and negative situations. Actively listens, offers full attention when others speak, gives verbal and nonverbal cues of interest, asks questions for clarification, and paraphrases to ensure understanding. Actively seeks and disseminates information from and to a variety of sources, accepts responsibility for ensuring that people have the current and accurate information needed for success, and asks questions to open channels of communication. Demonstrates group presentation skills, presents information and numerical data effectively, and actively participates in meetings.
• Analytical Synthesizes complex and diverse problems or information in order to systematically identify the cause of the problem, collects and researches data, analyzes the complex data, and offers recommended solutions. Designs, implements, utilize workflows, processes, procedures, and systems, and align areas of responsibility with the organization's objectives to achieve results.
• Business Acumen (Organization and Industry) - Demonstrates knowledge of business, market, and competition activities and trends. Aligns work with the overall organizational strategic goals. Understands business implications of decisions, works within approved budget, displays orientation to profitability, develops and implements cost saving measures. Identifies and uses information about people, political dynamics, and the organization's climate in order to promote change and accomplish objectives.
• Customer Orientation Views the organization through the eyes of the customer, anticipates and meets customer needs, solicits customer feedback to improve service, responds promptly, and effectively manages difficult or emotional customer situations.
• Develop Relationships Builds and maintains relationships that incorporate cooperation, trust, and respect by devoting the appropriate time and energy to facilitate business transactions. Relates to others while building credibility and rapport, communicates in an honest and straightforward manner, and maintains networks.
• Diligence Perseveres in accomplishing tasks or objectives and maintains a sense of urgency about getting results.
• Initiative Operates in a proactive manner, identifies needs and opportunities, calculates risks, and takes independent action. Undertakes self-development activities, seeks increased responsibilities, asks for and offers help when needed, and volunteers readily.
• Motivation Presents information and ideas in manner that excites others, sets and achieves challenging goals, demonstrates persistence and overcomes obstacles, takes calculated risks to accomplish goals, and measures self against standard of excellence.
• Problem Solving & Decision Making Able to identify problems, solve them, and show good judgment by isolating causes from symptoms, gathering information from a variety of sources, compiling information and solutions, involving others as appropriate, readily committing to action, and making decisions that reflect sound judgment in a timely manner. Able to identify and choose between multiple options, work well in-group problem solving situations, understand consequences of potential decisions, and support and explain reasoning for decisions.
• Responsiveness Takes action to meet the needs of others, responds timely without supervision, and minimizes delays.
• Results Oriented Maintains an appropriate focus on short- and long-term goals, outcomes, and accomplishments, conveys a sense of urgency to make things happen, and displays a sense of urgency about getting results. Motivated by achievement and persist until the goal is reached.
• Sales/Persuasion Establishes rapport and trust while determining customer needs, presents products or services that address the customer's needs, overcomes objections, offers alternatives, persists and closes while maintaining rapport, and exerts influence over outcome through trust and competence.
• Strategic Thinking Plans and makes both long-term and day-to-day decisions within the framework of the organization's strategic intent. Understands the factors influencing strategy (e.g., core competence, customers, competition, market trends, external threats, organizational strengths and limitations), recognizes broad implications of issues, and adapts strategy to changing conditions.