Sales Manager

Sales Manager

Willdan Lighting & Electric, a subsidiary of Willdan Group Inc., is actively seeking a qualified Sales Manager and leader to join our team of energy efficiency experts to oversee our New York City (Tri-State area) sales team while also offering ongoing training to the sales teams. This individual must be a motivated and self-directed leader with sales management, training experience and knowledge of utility sponsored energy efficiency programs. Responsibilities include coaching, disciplining, and motivating direct reports and sales team(s) of Energy Service Representatives to meet energy savings and revenue goals.

The Sales Manager will have direct oversight of a team of lead generators / sales energy efficiency advisors; develop and motivate by coaching and transferring the knowledge of consultative selling skills and sales techniques to drive results; manage sales quotas and goals and deploy staff daily to meet weekly sales goal; lead client engagement by developing and managing relationships at middle management and key decision maker levels for small and medium customers; manage sales transaction pipelines. Forecasting and closing; hold sales staff accountable for assigned sales targets; provide continuous training of energy efficiency measures and auditing techniques. This position will be eligible to obtain commission in addition to an annual salary.

Essential Duties and Responsibilities

• Managing a sales staff of lead generators and energy advisors.
• Ensuring Willdan financial sales targets are met.
• Coordinate Willdan relationships between local program personnel and centralized Willdan team (e.g., operations, accounting, marketing and IT staff) to help achieve program's goals.
• Helping implement processes as well as to develop, coordinate and communicate program procedures and opportunities to the lead generators and energy advisors.
• Coordinating program employee recruitment, hiring, training and performance for lead generation and energy advisor staff.
• Reviewing program goals with management team, assigning to and have responsibility for individuals ensuring financial targets are met.
• Helping develop and coordinate the deployment of program marketing and outreach campaigns including attending community activities and educational initiatives individually or in conjunction with the utility.
• Assessing and ensuring the development of projects and practices to meet Willdan's established goals, productivity, quality, and client-satisfaction objectives.
• Prepares required internal and utility reporting including overseeing both the timely (daily) and accurate data entry compliance for sales and lead generation activities.
• Deployment of Willdan training practices to program sales staff.
• Work closely with projects managers and construction teams to ensure high audit quality.
• Managing team's pipeline and activity as well as holding team members accountable to both metrics (activities/tasks) and sales performance (revenue).
• Assist sales staff with business development and closing energy efficiency projects.

Job Requirements / Qualifications

• 5-10 years sales background.
• 2-3 years sales management preferred.
• Knowledge of utility energy efficiency programs is a plus.
• Must be able to commute daily to Willdan office in Maspeth Queens.
• Utility program or sales management experience including lighting, HVAC and weatherization required.
• Experience promoting energy efficiency in the commercial & residential sector required.
• Excellent communication skills (oral and written) required.
• Technologically proficient, with the ability to adapt to Willdan's proprietary applications using PC-based, tablet and mobile platforms required.
• Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
• Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
• Familiarity with lighting, building systems and operation, including some specific knowledge of heating, ventilation and air conditioning systems, and refrigeration systems is highly preferred, though not required.
• 15% travel will be required for this position.

EEO Non-Discrimination and ADA Reasonable Accommodation Statement: Applicants are considered for all positions without regard to race, religious creed, color, age marital status, sex, sexual orientation, gender identity, gender expression, citizenship status, national origin, ancestry, religion, military service or veteran status, disability, medical condition, childbirth and related medical conditions, genetic testing, reproductive status or any other classification protected by federal, state or local laws and ordinances. Willdan does not discriminate on the basis of physical or mental disability where the essential functions of the job can be reasonably accommodated. Determinations on requests for reasonable accommodation will be made on a case-by-case basis. If you need reasonable accommodation for any part of the application and hiring process, please notify us.

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