Senior Account Executive Energy Solutions

Overview

Job Title: Senior Account Executive - Energy Solutions

Location: Work from home, located between Cincinnati and Akron, Ohio.

Salary: Between $110,000 - $154,000 + commissions & annual bonus

Work Authorization: Must be authorized to work in the United States without the need for sponsorship (Either now or in the future)

Manager Notes:

This role will require 50% travel throughout the state of Ohio (focused on the area between Akron and Cincinnati).

Prefer someone with experience selling energy solutions performance contracts
.

• The Senior Account Executive Energy Solutions position is part of my client's Sustainable Infrastructure business.
• We are seeking a seasoned sales professional with a proven track record of success selling performance contracts for commercial buildings, which results in reducing energy costs for our customers.
• Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
• Promote my client's value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges.
• Builds and manages long term customer relationships/partnerships with key and target building owners.
• Executes the sales process to cultivate and manage long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities.
• Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships.
• Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.
• Leverages monthly checkpoints to gain progressive commitments from the customer.
• Seeks to expand the depth and breadth of offerings within that account.
• Select account team on key and target customers. Focused in a vertical market.

• Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Experience selling energy solutions performance contracts.
• Excellent initiative and interpersonal communications skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

• Sells, with minimal supervision, my client's offerings persuasively to building owners and owner representatives at the C-level, focusing on performance contracting while maximizing share of customer business. Demonstrates value at the executive level and works toward joint planning status. Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
• Builds partnering relationships with the economic buyer, owner or owner representatives responsible for decision making to drive solution sales. Manages the ongoing sales process, develops relationships, responds to and anticipates customer needs. Listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
• Seeks out, targets and initiates contact with prospective customers. Develops a network of contacts. Leverages sales process checkpoints and demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers.
• Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates services and products from competitors based on business benefits and knowledge of competitor strategies.
• Manages resources effectively; engages appropriate sales support resources as needed (COE, energy and operational engineering, financial and legal resources, etc.).
• Writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance, and closes the sale.
• Utilizes applicable sales tools (Salesforce, Account Management, Account Plan) to plan and document…