Position Description
JOB TITLE: Sales Director
REPORTS TO: Vice President of Sales & Marketing
Position Summary
The Sales Director is responsible for targeting and securing project agreements with specific multi-site national companies across North America to achieve personal and Company revenue growth goals. This position will develop prospects into customers by continually improving our relationship across multiple levels/functions. The position requires experience selling services and an understanding of key financial concepts to communicate attractive solutions with buyer groups including C-level executives. The Sales Director must work effectively with prospects, clients, strategic partners, and the functional groups within the firm. Importantly, the Sales Director will consistently develop professional credibility, loyalty, trust, and commitment by modeling the Company values.
Specific Responsibilities
- Prospect for new customers, which includes:
- Identifying prospects that meet the target account criteria in the areas of customer segment, industry segment, size, and prospect orientation.
- Collaborating with third party strategic alliance organizations when necessary to identify new prospects and improve the firm’s position with current prospects.
Identify and qualify project opportunities with new prospects, which includes:
- Developing a thorough understanding of prospect short-term and long-term financial objectives and needs.
- Communicating energy efficient lighting design build capabilities to address prospect needs and objectives.
- Confirming mutual alignment between prospect needs and expectations and the firm’s capabilities.
- Identifying concerns and potential competitors while differentiating solutions based on prospect strategy and needs.
- Determining prospect key decision makers, financial budget, timing requirements, and other pertinent decision criteria.
- Conducting non-technical preliminary assessments to estimate project size and energy savings/payback.
- Executing Engineering Development Agreement with prospect to include audit payment terms where applicable.
Leading preparation and delivery of proposal, which includes:
- Obtaining information needed by the firm’s department to complete audit and proposal.
- Communicating proposal strategy with engineering department in regards to prospect needs.
- Assisting the firm’s department with audits where needed.
- Assembling the proper team to deliver the proposal and leading the preparation and delivery of the presentation.
Securing project approval, which includes:
- Addressing prospect questions regarding proposed project and outcomes.
- Negotiating final terms of project and obtaining customer agreement to proceed.
- Acquiring any required customer financial information for proposals to be financed.
Monitoring project implementation and project close out phases, which includes:
- Participating in internal hand-off meetings between engineering and operations departments.
- Working in conjunction with operations department to deliver project close out documentation.
- Obtaining a reference letter and/or press release approval for completed project.
- Assisting finance department in collection of payments due, when needed.
- Summarizing key project learnings for continual process improvement.
Adhering to internal territory planning and administrative tasks, which includes:
- Creating annual sales plan and providing updates on progress.
- Maintaining company CRM database with information including prospect company, contacts, project opportunity, and key activity details.
- Establishing effective communications with Company Management regarding sales initiatives.
- Managing a personal development plan focused on continual personal growth and improvement.
This description is not intended to include all possible job responsibilities. The Sales Director may perform other job-related tasks other than those mentioned here.
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