Willdan,

Sales Manager

Willdan,$90K — $130K *
Energy & Utilities
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's Degree preferred
  • 5-10 years of sales experience
  • 2-3 years of sales management experience
  • Knowledge of utility energy efficiency programs is preferred
  • Ability to prioritize multiple projects in a fast-paced environment
  • Strong collaboration skills with diverse stakeholders
  • Understanding of marketing and sales principles

Responsibilities

  • Manage energy efficiency sales program and team
  • Establish and enforce sales quotas and performance goals
  • Monitor pipelines, analyze data for staffing and strategy
  • Recruit, hire, and train sales personnel
  • Provide ongoing coaching in consultative selling and customer engagement
  • Support complex customer engagements and business development
  • Ensure compliance with utility contracts and company policies
  • Develop and execute marketing and outreach strategies

Benefits

  • Work in a dynamic, fast-paced environment
  • Opportunity to develop and lead a passionate team
  • Engagement with utility stakeholders and community events
  • Potential for business growth and expanding responsibilities
  • Focus on delivering best-in-class customer service
Full Job Description
The Sales Manager provides strategic and hands-on leadership for a team of energy efficiency sales professionals, ensuring the successful execution of utility program objectives. This role is responsible for driving sales performance, managing pipelines and forecasts, developing talent, and aligning field operations with contractual, quality, and customer satisfaction requirements. The Sales Manager serves as a critical link between sales, operations, and utility stakeholders to deliver measurable energy savings and program results.

The successful candidate will be resourceful, solutions-oriented, passionate, and motivated to achieve program goals while providing best-in-class customer service.

Essential Duties and Responsibilities (Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
  • Manage the entire sales program and staff, including lead generation, energy advisors, and administrative personnel.
  • Establish and enforce individual and team sales quotas, activity metrics, and performance goals.
  • Monitor sales pipelines, proposal volume, close rates, and forecasting accuracy; analyze data to inform staffing and strategy.
  • Recruit, hire, onboard, train, and coach sales personnel in coordination with program and HR leadership.
  • Provide ongoing coaching in consultative selling, energy efficiency measures, and customer engagement; assist with company-approved training programs.
  • Support complex customer engagements, business development efforts, and project closings.
  • Ensure all sales activities align with utility contracts, program objectives, and company policies.
  • Develop and execute program marketing and outreach strategies; attend community events, trade shows, and educational initiatives.
  • Identify and implement process improvements to enhance sales effectiveness and customer experience.
  • Prepare internal and utility reporting; ensure timely and accurate data entry for sales and lead generation activities.
  • Collaborate with construction teams to meet audit quality and program targets.
  • Perform additional duties as needed to support evolving program and business needs.
  • All WECO employees are expected to follow company policies and procedures, whether those policies and procedures are established in writing or in practice. All WECO employees must adhere to the highest of ethical standards, respect and cooperation in the workplace and focus on delivering a world-class experience to internal customers and all WECO clients and business partners.


Job Requirements / Qualifications
  • Bachelor's Degree preferred
  • 5 - 10 years sales background
  • 2 - 3 years sales management preferred
  • Knowledge of utility energy efficiency programs (preferred).
  • Ability to prioritize multiple projects and deliver high-quality work on time in a fast-paced environment.
  • Strong collaboration skills with the ability to engage diverse stakeholders while providing exceptional customer service.
  • Understanding of marketing and sales principles, including strategy, tactics, product demonstration, and sales control systems.
  • Knowledge of customer service best practices, including needs assessment, quality standards, and satisfaction evaluation.
  • Familiarity with business and management principles such as strategic planning, resource allocation, leadership, and team coordination.
  • Knowledge of financial principles, including accounting, market analysis, and financial reporting.
  • Awareness of media production and communication techniques across written, oral, and visual platforms.


Direct Reports:

Direct reporting staff of 1 team member; may expand to meet needs of future business growth.

About Willdan,

Willdan Group, Inc. is an American publicly traded company selling professional technical and consulting services to public and private utilities, public agencies at all levels of government, and commercial and industrial firms. The company operates offices in more than a dozen states, with its key operations in California and New York. In 1964, the company was built by William Stookey and Dan Heil in southern California on a then-unique model of providing outsourced engineering services exclusively to municipalities, especially newly urbanizing cities. Over the next 50 years, the company's expansion has reflected the increasingly complex challenges facing communities, with a forward-looking focus on energy efficiency, energy engineering, cogeneration, Energy Savings Performance Contract, Community Choice Aggregation, smart city, microgrid consulting, and Transactive energy software. In 2006, Willdan Group, Inc. completed its initial public offerings in NASDAQ, becoming a publicly traded company under the symbol WLDN. In 2008, Willdan acquired Intergy Corporation, then renamed Willdan Energy Solutions, offering energy efficiency utility program management. In 2015, Willdan acquired 360 Energy Engineers and Abacus Resource Management, expanding its capabilities into Energy Service Company and Energy Savings Performance Contract services. Willdan acquired NYC-based Genesys Engineering, P.C., in 2016, bringing Power Engineering services into its portfolio, with an eye to evolution of U.S. power systems toward Distributed generation and microgrids.
Learn more about Willdan,
Size
1,560 employees
Market Cap
$248.5 million
Industry
Net Income
-$14.5 million
Founded
1964
5 Year Trend
+11.1%
Revenue
$390.9 million
NASDAQ

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