Energy Sales Director - New York

Job Description

Job Description

Description:

As a Sales Representative, you will play a crucial role in driving new clients to the organization and growing our presence in your assigned territory. Your primary focus will be to target large prospects, specifically ones that have a strong likelihood to utilize more than one of our energy and sustainability solutions. You will promote our suite of solutions to prospects and existing clients to build a stronger relationship to deliver sales and business growth for Environ. Your primary objective will be to identify and cultivate relationships with potential clients, effectively communicate the benefits of Environ’s solutions, and drive the sales process from initial contact to closing deals. By leveraging your expertise and passion for environmental stewardship, you will contribute to accelerating the transition to a cleaner, more sustainable energy future.

Environ is a leading energy management firm that helps large commercial and industrial clients reduce carbon emissions and achieve sustainability by improving building energy efficiency, facilitating clean energy procurement, increasing resiliency, boosting regulatory compliance, tracking carbon and meeting ESG commitments. With a history that dates to the early 1990s, Environ serves clients across North America and abroad. Current clients include commercial real estate, healthcare, higher education, hospitality, industrial facilities, data centers and public entities. Environ has more than $1B in energy contracts under management, with >$100M in demonstrated savings for our clients. Environ is highly acquisitive and recently added leading edge carbon tracking and ESG reporting to its portfolio, with additional diversified acquisitions already in the pipeline.

• Bachelor’s degree in engineering, business, sustainability, or a related field is required.
• 5+ years of energy sales experience with a documented record of successfully cross selling products in the manufacturing, higher/private education, or Healthcare sectors.
• A combination of 5+ years of relevant work experience with energy-related certifications will be considered in lieu of a degree.

Proven success in managing complex enterprise-wide sales cycles within the energy, clean energy, renewable energy, or sustainability industry with focused skills in the following areas.

• Lead Identification - The ability to research and identify potential customers within a specific market segment. Understand the characteristics of ideal prospects (e.g., industry, size, location, pain points/issues) and develop strategies to find those who fit the criteria. Utilizing platforms such as LinkedIn, social media, CRM databases, or even trade publications to gather information about leads.
• Prospecting – Ability to Quickly establish rapport is essential. Have clear, concise, and persuasive call scripts that can engage from the first moment while being skilled to adapt the script on the fly to address individual concerns and objections. An ability to use objections as an opportunity to further clarify how our service is a solution to their need to move the conversation further. After the cold call, have a process in place to follow up and keep the prospect moving through our sales process.
• Lead Qualification - Possess the ability to assess leads based on their likelihood of converting. Spend time with prospects that have a higher chance of converting to a client. Qualifying a prospect involves uncovering pain points or needs to assist in assessing whether our product or service is a fit for their need. Use BANT Framework (Budget, Authority, Need, Timing) to determine if the prospect has the budget for the solution, the authority to make the decision, a clear need for the solution, and the right timing for purchase.
• Networking Skills - Building Relationships with people who may be potential prospects or can refer leads to you. Leverage Industry trade shows, conferences, webinars, and local networking events to provide direct access to decision-makers. Cultivate relationships with existing clients or business contacts who can refer leads.

Good understanding of clean energy technologies, energy efficiency principles, and environmental sustainability concepts.

Excellent communication and interpersonal skills, with the ability to effectively engage and influence diverse audiences, including clients, colleagues, and stakeholders.

Demonstrated ability to manage multiple priorities, meet deadlines, and work independently in a fast-paced, results-driven environment.

Proficiency in CRM software, Microsoft Office suite, and other sales productivity tools.

Business Development:

• Identify and prospect potential clients within the assigned territory, including large C&I businesses, institutions to get to your annual goals. Potential prospects could be Healthcare, Public Agencies, Higher Education, Manufacturing, or Commercial Real Estate, depending on the alignment between your experience and company need.
• Develop and implement strategic sales plans to achieve sales targets and revenue goals, leveraging market research and competitive analysis to identify opportunities for growth.
• Build and maintain a sales pipeline through marketing qualified leads (MQLs), sales qualified leads (SQLs), networking, referrals, association events and other proactive outreach efforts.

Solution Selling:

• Conduct comprehensive needs assessments with prospective clients to understand their energy consumption patterns, sustainability goals, budget, and financial objectives.
• Educate clients on the benefits of Environ Solutions, such as community solar or VPPA programs, energy-efficiency or engineering projects, Carbon tracking, Sustainability training, energy procurement, etc… emphasizing the environmental benefits, and long-term value we offer our clients.
• Customize proposals and presentations to align with clients' specific requirements, addressing concerns, and objections while highlighting the advantages of clean energy solutions.

Relationship Management:

• Cultivate strong relationships with clients, building trust and rapport through transparent communication, timely follow-ups, and exceptional customer service.
• Serve as a trusted advisor to clients, providing ongoing support and guidance throughout the sales process, from initial inquiry to project implementation and beyond.
• Collaborate with internal teams, including subject matter experts, engineers, and sales support, operations, customer service representatives, to ensure seamless coordination and execution of clean energy projects.

Market Insights and Feedback:

• Stay abreast of industry trends, regulatory developments, and emerging technologies in the clean energy sector, sharing relevant insights and feedback with internal stakeholders to inform product development and marketing strategies.
• Ensure all sales activities and opportunities are documented in our CRM. Provide regular reports and updates on market dynamics to sales management, contributing to data-driven decision-making and continuous improvement initiatives.

• Full-time, fully remote position
• Occasional company-paid travel may be required
• Full health benefits (medical, dental, vision) with a dental buy-up option
• 10 company-paid holidays
• Competitive PTO policy
• Paid volunteer time off to be able to give back to your community
• 401k (pre-tax and Roth) benefits with company match
• Company sponsored Life, AD&D, short-term and long-term disability insurance

The good faith salary hiring range for this position is a competitive base salary plus commission. Please note hiring ranges for candidates may differ based on education and experience.

Environ Energy is an Equal Opportunity Employer. We consider all qualified candidates regardless of national origin, veteran, disability, sexual orientation, gender, gender identity or other status protected by law.

At this time, we are unable to offer visa sponsorship for this position. Applicants must be authorized to work in the United States of America without sponsorship.