Senior Federal Energy Sales Representative

Responsibilities

• Establish yourself as a trusted advisor to executive level decision makers in regard to outcome-based solutions that drive success in addressing key needs to support their specific mission.
• Secure introductory appointments with top decision makers to discuss business solutions; including the enhancement, repair and modernization of their facilities infrastructure.
• Utilize consultative selling techniques to identify customer challenges and needs with respect to financial, regulatory, resilience and technology goals.
• After identifying specific program opportunities, develop and identify key stakeholders and decision makers to move the opportunity through the Federal agency procurement process.
• Assist in creating proposals in coordination with expert proposal managers.
• Lead a cross-functional team to develop comprehensive proposals that includes technical solutions, financial solutions and overall cost savings.
• Act as the Lead presenter in oral interviews, presentations to decision makers, governing bodies and subsequent contract negotiations.
• Articulate the benefits of infrastructure modernization and/or energy related approaches to achieve carbon reduction goals, improve resiliency, drive critical savings and optimization across a customer organization.
• Understand the changing dynamics of the energy market and geographically specific legislation governing large scale performance-based energy solutions agreements.
• Maintain a working knowledge of the emerging renewable energy market, off-grid generation/storage, LEED accreditation, and carbon monetization.
• Articulate the value of a portfolio of energy related products and services offered by Honeywell.
• Develop and implement market growth strategies that define value for geographical and market aligned clients.
• Manage a disciplined sales process that delivers value to clients by relying heavily on financial drivers and agreed upon development milestones and requirements.
• Continuously differentiate Honeywell vs. industry competitors.
• Qualify & disqualify complex sales opportunities.
• Maintain ongoing customer relationships using account management principals to ensure customer satisfaction and develop future opportunities.
• Willingness to travel up to 50% or more.

• Bachelor’s degree
• Minimum of 5 years of consultative sales experience to the Federal government
• Master's Degree preferred
• Common Access Card (CAT) card holder preferred
• Active or Prior Military Service
• Department of War (DOW) Security Clearance
• Proven success in meeting or exceeding sales quotas in a complex, multi-faceted sales environment.
• Demonstrated track record of breaking into new accounts at Executive Management levels, building strong relationships, and developing a pipeline of opportunities that convert into orders.
• Ability to articulate the financial benefits of complex projects to key customer stakeholders, including C-Suite executives.
• Experience in developing distributed energy resource projects, including solar PV, battery storage, microgrids, and combined heat and power generation assets.
• Proven leadership in guiding technical teams to develop projects that meet unique customer needs and objectives.
• Polished professional with excellent organizational, communication, negotiation, and interpersonal skills, capable of navigating complex customer landscapes.
• Technical diploma is preferred