What do you get when a group of passionate, customer-focused professionals unite under a shared mission for delivering innovative energy solutions to help customers go green?

You get a company that continuously strives to deliver excellence and that is accredited by the National Association of Energy Service Companies (NAESCO) as a leading energy services provider. Energy Systems Group (ESG) provides innovative solutions for the modernization of buildings and energy infrastructures in the government, education, health-care, and commercial sectors through our core business of performance contracting and extensive network of utility partnerships. ESG also designs, builds and operates landfill gas processing facilities and co-generation plants and offers a full range of waste-to-energy and renewable energy solutions.

ESG is currently looking for a highly motivated and energetic professional to join our team as a Sales Manager for our Midwest regional team. We are looking for an individual who has a Bachelor’s degree with at least six to eight (6-8) years’ related experience in the energy services and/or performance contracting industry. Additionally, ESG expects this individual to bring knowledge and sales leadership that s/he has gained from three to five (3-5) years’ of sales leadership and management experience. Direct management of sales individuals or teams is highly preferred. ESG needs a sales leader that can effectively collaborate with our National Director of Sales to align sales team performance with strategic goals and objectives.

The primary purpose of the Sales Manager is to generate new business, by (1) supervising Account Executives in developing relationships with potential clients that lead to new performance contracts with appropriate gross margins; and (2) managing and supervising all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting, and relationship development. Sales Managers must lead by assisting the Account Executives to find potential customers - marketing - and the process of discovery and understanding customers' needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions. The Sales Manager will hire, train, and develop high performing teams of sales professionals. The Sales Manager will work efficiently within a matrix organization, communicating directly with the National Director of Sales, General Manager(s), and corporate management. The Sales Manager must understand and lead the Account Executives through development performance contracting sales process, including technical, legal, political (procurement) and financial aspect of the negotiation. The Sales Manager will hold responsibility for new orders and margins of his/her direct reports.

The responsibilities listed below represent the Main Accountabilities of the Sales Manager.

MAIN ACCOUNTABILITIES

• Assist Account Executives with prospecting for new business as well as doing same, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
• Train Account Executives
• Explain cash flow
• Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
• Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
• Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
• Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
• Provide the National Director of Sales with timely and accurate business plans and forecast reports
• Maintain proper documentation and produce required reports
• Establish role model leadership within states and geography assigned – legislation, procurement process, vertical market expertise
• May require coordination with state and federal government regulatory agencies
• Actively participate and demonstrate skill in hiring, on-boarding, and continuous development of Account Executives
• Responsible for Performance Reviews for all direct reports
• Coordinate and work with ESG consultants
• Maintain working knowledge of and contribute to lobby strategies and work with lobbyists
• Understand state legislation as it relates to performance contracting
• All other duties deemed necessary by management

JOB REQUIREMENTS

EDUCATION and EXPERIENCE

Minimum:

• Bachelor's degree in business or related field and six to eight (6-8) years' energy services related experience; or an equivalent combination of education and demonstrated experience
• Familiarity with engineering/building trades and/or mechanical aptitude preferred

Preferred:

• Three to five (3-5) years' management experience (especially sales management experience)

COMPETENCY REQUIREMENTS

• Excellent communication skills, both verbal and written, and excellent interpersonal skills
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations
• Ability to compose and write proposals, reports, business correspondence, and procedure manuals
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public in a mature and professional manner
• Ability to define problems, collect data, establish facts, and draw valid conclusions
• Ability to exercise discretion and independent judgment, including good judgment about when to cut ties with a prospect that is not likely to buy
• Maturity and professionalism to effectively handle frequent exposure to senior members at ESG, as well as with external organizations, customers, and the public

ESSENTIAL FUNCTIONS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

While performing the duties of this job, the employee is regularly required to work at a desk and operate a computer, often sitting for long periods of time. Literacy is essential for this job. The employee may occasionally have to lift and/or move up to 10 to 20 pounds. The primary duties of the Sales Manager require extensive travel. The employee must be able to travel quickly and conveniently to support his/her direct reports and meet the requests of the customers conveniently.

The employee is required to practice, recognize, and interpret safety precautions and follow safety rules and OSHA requirements as they relate to the job.

The employee is required to work in an indoor environment. The noise level in the work environment is usually moderate.

Energy Systems Group reserves the rights to modify, interpret, or apply its job descriptions in any way the company desires. This job description in no way implies that these are the only duties, including main accountabilities, to be performed by the employee occupying this position. This job description is not an employee contract, implied or otherwise. The employment relationship remains "at-will."