Job DescriptionPosition Summary This expert-level position is responsible for identifying and qualifying clients to pursue for complex or major accounts across several vertical markets or multiple geographic areas.
Position Details- Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets. Contracts profitable business with qualified clients.
- Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities.
- Meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions.
- Proactively qualifies and manages a robust and balanced sales funnel.
- Provides accurate forecasting of projected bookings using the company's CRM system.
- Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships.
- Researches best practices and models behaviors for other team members including peers.
- Targets contacts and builds long term relationships with policy makers and influential stakeholders within the client and industry vertical markets.
- Develops project-specific and strategic client pursuit management plans.
- Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities.
- Provides guidance, training and coaching to less experienced Account Executives.
- Travel up to 50%
Qualifications - Bachelor's degree from four-year College or University or equivalent combination of education and sales experience.
- 10+ years' experience in applicable industry or role combined with proven sales record.
- Significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially.
- Ability to map out a client's organizational path and understand how the client's political environment will/can influence the pursuit.
- Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally.
- Proficient at creating and delivering clear, effective and engaging presentations.
- Highly effective at time management, prioritizing, and focusing on most important tasks while managing constant changes in planned schedules to meet prospects' changing requirements and deadlines.
- Strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio.
- Proficient with Microsoft Outlook, Word, Excel, and Power Point.
- Highly effective collaboration skills internally and externally, with strong problem-solving abilities & an ability to focus on goal achievement.
- Ability to train and mentor less-experienced Account reps.
Benefits As a 100% employee-owned company, we offer a comprehensive benefits package for you and your family:
- 401(k) plan with 50% company match (no cap) and immediate 100% vesting
- Medical, dental, and vision insurance (100% paid for employee)
- Annual bonus program based upon performance, achievement, and company profitability
- Term life, AD&D insurance, and voluntary life insurance
- Disability income protection insurance
- Pre-tax flexible spending plans (health and dependent care)
- Paid parental leave
- Paid holidays, vacation, and personal time
- Training/professional development opportunities and company-paid memberships for professional associations and licenses
- Wellness benefits
Pay: Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For (Colorado/New York City/California/Washington/Maryland) this ranges from $140,000.00 - $160,000.00 plus annual incentive, benefits, and retirement program as outlined above.
External Agency Announcement: Its Southland Industries' policy not to accept candidate submissions from recruiting agencies without an active and authorized work order. Candidate ownership can only be established after a bona fide work order is issued by a member of the Southland Industries Talent Acquisition team and the candidate is appropriately submitted through our Applicant Tracking System (ATS).
