Education & State Government Area Sales Manager - Sustainable Infrastructure

Higher Education & State Government Area Sales Manager - Sustainable Infrastructure

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$/yr - $/yr

The Higher Education & State Government Area Sales Manager, Sustainable Infrastructure position will report directly to the Executive Director of Sales for the Area and cover 11 States in the SE United States. We are seeking a seasoned professional with a proven track record of success managing a team selling Infrastructure & Energy Improvement solutions across the Higher Education and State Government vertical markets to deliver world class strategies supporting our client’s mission & vision for success, financial stewardship, efficiency, resiliency and infrastructure modernization goals.

The successful candidate will have a strong understanding of State Government & Higher Education buying decision making processes, legislative guidelines for complex contracting methods, financial & legal deal structures, strategic political sales mapping, and an interest in emerging technologies and infrastructure efficiency innovation.

Under general direction, you will be responsible for delivering planned annual secured sales and gross margin goals by managing a team of 4-6 professional Account Executives promoting the sale of large, complex, bundled offerings to key decision makers. The role requires the individual to drive opportunities with and for their team, establish cadence around deal timing, manage sales activity efforts, team professional development and human resource responsibilities.

• Drive focus on creating and driving compelling and innovative sales strategies at the client’s executive C-level by providing solutions to business, infrastructure and financial challenges as well as managing gateways to achieve joint planning status.
• Encourage and build partnering relationships with the economic buyer(s), owner or owner representatives responsible for the decision-making process to drive the sales solution of JCI offerings. Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. Actively listen, probe and identify concerns. Understand the customer’s business and speak their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment.
• Assist in prospecting and seeking out targets and initiate contact with prospective customers. Develop and leverage network of contacts. Understand and leverage sales process checkpoints as well as demonstrate evidence of gaining trial closes and commitments. Qualify and assess potential customers. Refer leads to team members and/or other business segments.
• Address customer’s financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer’s business and financial challenges. Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
• Maximize assigned Project Development Engineering & Operations Delivery resources effectively and efficiently. Ensure the customer and JCI receive maximum value from dedicated and assigned resources. Engage appropriate sales support resources determined by the JCI sales and business process, including SME’s (subject matter experts), energy and operational engineering and technical support, financial and legal resources etc.
• Effectively write, present and communicate proposals. Secure high-volume opportunities through the use of financial agreements. Negotiate value, address resistance when demonstrated, and support the close of the sale.
• Utilize applicable sales tools effectively (Salesforce, Target Account Selling (TAS), Altify, Hurdles to Close) to plan and document team progress as well as increase sales volume opportunities in accounts. Leverage and expedite JCI sales process through regular checkpoints to gain progressive commitments from the customer. Manage the sales process steps in the pipeline with a focus on accelerating the…