Sales Director

Job Description

The Sales Director is accountable for building effective, long-term relationships with target customers and partners in a way that secures ongoing order conversion for profitable projects that meet or exceed Profit Plan year over year.

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Responsibilities

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• Develop and execute of Letters of Intent, Master Supply Agreements, and Purchase Orders supporting aggressive year over year sales targets
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• Work deals through Eos’s sales process from lead generation, prospecting, initial meetings, proposal development, negotiation, closing, and overall account management
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• Interface with Eos and partner personnel to coordinate and support product definition/specification, testing/qualification programs, and marketing initiatives
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• Represent Eos at Trade Shows, in client presentations, industry groups, seminars and other forums as needed
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• Be responsible for developing and executing growth strategy for new and existing accounts
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• Achieve quarterly and annual bookings targets with key and target accounts in the assigned territory and focus vertical markets
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• Directly impact financial performance of business by maximizing profitable revenue generation while minimizing cost of sales
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• Champion value selling processes and practices to maximize selling effectiveness and the customer experience
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• Identify, add, and support effective partner network, including developers, financiers, EPCs, contractors, value add resellers, OEMs, and system integrators necessary to build sustainable, aggressive incremental growth
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• Grow opportunity pipeline to ensure statistically enough to meet targets and actively participate in SI&OP planning to drive on time performance, while maximizing order conversion rates to meet or exceed Plan
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• Prepare and present monthly, quarterly, and annual business reports in a way that demonstrates an effective and comprehensive Plan to achieve targets, VOC, competitive intel, market conditions, and support needed from the business
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• Develop vertical market growth strategies and playbooks as assigned.
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• Support VOC driven portfolio development in a way that maximizes competitive positioning and brand value in the market
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• Effectively lead, demonstrate, and foster strong adoption of Eos Values and Behaviors in the sales team
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• Continuously leverage Salesforce.com to build effective strategic account plans and track customer interactions and progress toward order conversion
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• Guide and sometimes lead market research activities to quantify market size and opportunity, competitive landscape, relevant segments & sub segments, appropriate direction/priority, trends & megatrends, industry related pain points, value proposition development, values and appropriate messaging, product and portfolio related needs/gaps, strategic pricing, etc.
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• Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
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Knowledge, Skills, and Abilities

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• Successfully demonstrate sales experience selling large capital equipment solutions in complex industry with extended sales cycles
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• Advanced understanding of the energy industry, renewables market, solar, wind, power generation/transmission industries
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• Understanding of stakeholder maps, and how each influences customer behaviors
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• Skilled at developing long-term relationships with major industry players, such as Developers, Utilities, IPPs, Asset Owners/Managers and negotiating complex long-term contractual partnerships
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• Experienced in coordinating due diligence and project development activities with cross functional resources, peers, and outside partners to ensure project is progressing in accordance with schedule
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• Strong analytical, interpersonal, and quantitative skills needed
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• Effective communication (verbal, written, and presentation) skills
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Education and Experience

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• Bachelor's degree in engineering, business, or related field required.
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• Minimum of 8 years of experience.
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• Experience in Energy Storage, Solar/PV, Wind, or other area of Renewable Energy development preferred.
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Travel

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• Local Travel
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• Overnight/North America Travel: 50-75%
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Working Conditions

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• Office Environment - Must be able to remain in a stationary position 50% of the time and occasionally move about inside the office to access file cabinets, office machinery, etc. Required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading. May be required to exert up to 25 pounds of force occasionally to lift, carry, push, pull or otherwise move objects, including the human body.
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• Customer/Partner Locations – Employee may visit customer or partner locations that may be comprised of office, manufacturing floor, laboratory environments and construction sites depending on the location and reason for visit.
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