Area Sales Manager, Sustainable Infrastructure

• Report directly to the Area General Manager
• Cover 12 states in the Northeast United States
• Deliver planned annual secured sales and gross margin goals
• Manage a team of 4–6 professional Account Executives
• Promote large, complex, bundled offerings to key decision makers
• Drive opportunities and establish cadence around deal timing
• Manage sales activity efforts, team professional development, and human resource responsibilities
• Develop innovative sales strategies for executive C-level clients
• Build partnering relationships with economic buyers, owners, and owner representatives
• Prospect for targets, initiate contact, qualify customers, and refer leads
• Address customers’ financial, business, operational, and environmental objectives
• Coordinate Project Development Engineering and Operations Delivery resources and sales support specialists
• Write, present, and communicate proposals; negotiate value and support sales closing
• Use Salesforce, Target Account Selling, Altify, and Hurdles to Close to manage pipeline progress
• Lead, coach, and support the sales team
• Keep leadership informed of progress and account status
• Attend and present at industry conferences and professional organizations

• Bachelor's degree in business or related discipline required
• Minimum of 10 years of progressive field sales experience at the C-level
• Additional 5 years of sales management experience
• Understanding of Higher Education and State Government vertical markets
• Experience selling and managing outcome-based solutions into Higher Education and State Government markets
• Excellent initiative and interpersonal communications skills
• Demonstrated ability to influence the market at key levels
• Ability to travel 25–50%

Demonstrates expertise in managing sales teams and developing innovative sales strategies for executive C-level clients, particularly within the Higher Education and State Government sectors. Proven ability to drive sales performance, build relationships with key decision makers, and effectively communicate proposals.

• C-Level Sales Experience
• Sales Management
• Salesforce
• Higher Education Market Knowledge
• State Government Market Knowledge

• Sales Strategy Development
• Sales Pipeline Management
• Negotiation
• Proposal Writing
• Account Management

• Interpersonal Communication
• Leadership
• Initiative
• Influencing Skills

• Bachelor's Degree in Business or Related Discipline

• Higher Education
• State Government
• Outcome-Based Solutions
• Sales Activity Management
• Professional Development

• Salesforce
• Target Account Selling
• Altify
• Hurdles to Close