Sales Manager

Job Description

Job Description

Tri-State Energy (TSE) is a 40-year client-focused energy solutions provider committed to delivering engineering-driven strategies that improve facility performance, reduce operational and maintenance costs, and provide long-term reliable solutions by seamlessly combining technical engineering with project implementation. We focus on providing energy engineering and MEP contracting support for facility optimization and decarbonization initiatives. We are growing and looking to hire dedicated, industry-qualified candidates at all experience levels to grow with our company.

Due to growth, we are seeking to hire a Sales Manager, out of our Woodbridge, N.J. office, who will be responsible for overseeing day‑to‑day sales execution across all TSE service offerings, including Direct Install programs, custom engineering solutions, and energy management services. This role leads the Outside Sales Representatives and supports coordinated sales execution in partnership with Outreach and Sales Operations.

The Sales Manager is accountable for pipeline health, forecast accuracy, KPI performance, and consistent sales process execution, while removing operational, procedural, and program‑related barriers that prevent the sales team from performing at a high level. This role serves as the execution bridge between sales strategy and the field and enables scalable growth across multiple service lines and program pathways.

Essential job functions:

• Directly manage and coach Sales Representatives to ensure consistent execution of TSE’s sales process across all service lines.
• Own day‑to‑day pipeline management, opportunity progression, and forecast accuracy.
• Establish, monitor, and report on core sales KPIs, including lead conversion rates, pipeline velocity, response times, close rates, and service mix.
• Provide structured weekly and monthly performance reporting to the Senior Director of Sales, highlighting risks, trends, bottlenecks, and recommended corrective actions.
• Actively identify and remove execution barriers related to process, workload, handoffs, program requirements, or internal coordination.
• Serve as the escalation point for complex deals, customer concerns, and cross‑functional issues involving Sales, Engineering, Operations, and Marketing.
• Ensure proper lead qualification and assignment based on customer profile, service scope, program eligibility, and sales capacity.

• Maintain strong working knowledge of TSE’s full solution portfolio, including Direct Install, custom engineering solutions, and energy management services.
• Guide sales execution to ensure customers are aligned with the most appropriate solution pathway based on facility type, technical scope, operational needs, and financial considerations.
• Ensure CRM accuracy and pipeline integrity through consistent enforcement of sales process standards.
• Support onboarding, training, and ongoing development of sales staff, including solution education, program knowledge, and sales best practices.
• Monitor changes in utility programs, incentive structures, and market conditions, and communicate impacts to the sales team.
• Collaborate with Marketing and Outreach partners to align messaging, events, and campaigns with active sales priorities and service offerings.

Qualifications:

• Bachelor’s degree in business, Marketing, Engineering, Sustainability, or a related field.
• Minimum of 5 years of experience in sales or sales management, preferably within energy efficiency, engineering services, construction, utilities, or facility solutions.
• Demonstrated experience managing sales teams with accountability to defined KPIs.
• Strong understanding of solution‑based selling across multiple service offerings.
• Working knowledge of utility programs and incentive‑driven markets preferred, with the ability to quickly develop deep program expertise.
• Experience using CRM platforms (HubSpot preferred) for pipeline management, forecasting, and reporting.
• Strong analytical skills with the ability to translate data into actionable insights.
• Must reside in New Jersey.
• Valid U.S. driver’s license and ability to travel within the region as needed.
• Strong leadership and coaching skills with a focus on accountability and performance improvement.
• Deep understanding of pipeline management, forecasting, and sales performance metrics.
• Ability to clearly explain complex technical solutions and program requirements to sales staff and customers.
• Highly organized, proactive, and solution‑oriented.
• Excellent written and verbal communication skills, including executive‑level reporting.
• Ability to work cross‑functionally to resolve issues and improve sales execution.
• Comfortable operating in a fast‑paced, high‑volume, evolving sales environment.
• Proficiency in Microsoft Excel, including formulas, pivot tables, and charts for KPI analysis.
• Strong CRM execution skills, including data integrity, opportunity hygiene, tagging, and reporting.
• Ability to manage competing priorities while maintaining consistent execution standards.
• Demonstrated ability to follow established workflows, document processes, and recommend improvements.

TSE is an equal-opportunity employer committed to diversity and inclusion in the workplace. TSE prohibits discrimination and harassment of any kind based on age, race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, age, marital status, gender, gender identity or expression, veteran status, or any other protected characteristic as outlined by federal, state or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. TSE makes hiring decisions based solely on qualifications, merit, and business needs at the time.

TSE is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. TSE is a drug-free workplace.

Why work with us?

• Medical, vision, and dental insurance. 
• 401(k) with company match.
• Company-provided life insurance.
• Health Savings Account (HSA)
• Education reimbursement program with management approval.
• Annual paid time off.
• Observance of 8 days off for Holidays.

This is a salary-based position plus commission.