Willdan,

Sales Manager

Willdan,$90K — $120K *
Energy & Utilities
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • 5-10 years of sales experience
  • 2-3 years of preferred sales management experience
  • Familiarity with utility energy efficiency programs
  • Proven experience in promoting energy efficiency in commercial and residential sectors
  • Excellent oral and written communication skills
  • Technologically proficient with various platforms and applications
  • Knowledge of sales and marketing principles, customer service, and human resources processes

Responsibilities

  • Manage and lead a sales staff of lead generators and energy advisors
  • Ensure financial sales targets are met
  • Coordinate relationships between local program personnel and centralized teams
  • Develop and communicate program procedures to sales staff
  • Recruit, hire, and train lead generation and energy advisor staff
  • Review program goals with management and assign individual responsibilities
  • Evaluate and ensure project effectiveness to meet client satisfaction objectives

Benefits

  • Ongoing training and professional development opportunities
  • Engagement with local community through outreach and education initiatives
  • Collaboration with multiple departments to enhance program effectiveness
  • Direct oversight of impactful energy-saving programs
  • Dynamic environment focusing on energy efficiency
  • Opportunity to take initiative in leadership and sales management
Full Job Description
Willdan Lighting & Electric, a subsidiary of Willdan group Inc., is actively seeking a qualified Sales Manager and leader to join our team of energy efficiency experts to oversee our New York City (Tri-State area) sales team while also offering ongoing training to the sales teams. This individual must be a motivated and self-directed leader with sales management, training experience and knowledge of utility sponsored energy efficiency programs. Responsibilities include coaching, disciplining, and motivating direct reports and sales team(s) of Energy Service Representatives to meet energy savings and revenue goals.

The Sales Manager will have direct oversight of a team of lead generators / sales energy efficiency advisors; develop and motivate by coaching and transferring the knowledge of consultative selling skills and sales techniques to drive results; manage sales quotas and goals and deploy staff daily to meet weekly sales goal; lead client engagement by developing and managing relationships at middle management and key decision maker levels for small and medium customers; manage sales transaction pipelines. Forecasting and closing; hold sales staff accountable for assigned sales targets; provide continuous training of energy efficiency measures and auditing techniques.

Essential Duties and Responsibilities
  • Managing a sales staff of lead generators and energy advisors.
  • Ensuring Willdan financial sales targets are met.
  • Coordinate Willdan relationships between local program personnel and centralized Willdan team (e.g., operations, accounting, marketing and IT staff) to help achieve program's goals.
  • Helping implement processes as well as to develop, coordinate and communicate program procedures and opportunities to the lead generators and energy advisors.
  • Coordinating program employee recruitment, hiring, training and performance for lead generation and energy advisor staff.
  • Reviewing program goals with management team, assigning to and have responsibility for individuals ensuring financial targets are met.
  • Helping develop and coordinate the deployment of program marketing and outreach campaigns including attending community activities and educational initiatives individually or in conjunction with the utility.
  • Assessing and ensuring the development of projects and practices to meet Willdan's established goals, productivity, quality, and client-satisfaction objectives.
  • Prepares required internal and utility reporting including overseeing both the timely (daily) and accurate data entry compliance for sales and lead generation activities.
  • Deployment of Willdan training practices to program sales staff.
  • Work closely with projects managers and construction teams to ensure high audit quality.
  • Managing team's pipeline and activity as well as holding team members accountable to both metrics (activities/tasks) and sales performance (revenue).
  • Assist sales staff with business development and closing energy efficiency projects.

Job Requirements / Qualifications
  • 5-10 years sales background.
  • 2-3 years sales management preferred.
  • Knowledge of utility energy efficiency programs is a plus.
  • Must be able to commute daily to Willdan office in Maspeth Queens.
  • Utility program or sales management experience including lighting, HVAC and weatherization required.
  • Experience promoting energy efficiency in the commercial & residential sector required.
  • Excellent communication skills (oral and written) required.
  • Technologically proficient, with the ability to adapt to Willdan's proprietary applications using PC-based, tablet and mobile platforms required.
  • Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
  • Familiarity with lighting, building systems and operation, including some specific knowledge of heating, ventilation and air conditioning systems, and refrigeration systems is highly preferred, though not required.
  • 15% travel will be required for this position.

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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