Sales And Business Development

Description:

JOB RESPONSIBILITIES:
1. Recruit, hire, develop, engage, and retain high performing sales consultants. Includes active coaching, business acumen, quality assurance, and ongoing education of team members.
2. Dynamically provides leadership, support, and training for the sales teams within the NRE divisions (EPC, O&M, greenfield) in order to produce strong net revenue growth.
a. Lead as a “player coach,” actively participating in the selling process while managing a sales force.
b. Assist sales staff in the development of their annual sales plans and provide leadership, as needed, to guide them in staying on track with their plans.
c. Provide training, coaching, skills assessment tools and resources to enhance sales execution and performance.
d. Travel with field sales force periodically not only for training purposes, but also to meet key customers and attend trade shows.
e. Provide large account support, maintain visibility of the company and stay active in the market.
f. Direct the creation, implementation and tracking of key sales performance metrics for the field sales force and report to management on these as needed. Metrics may include but not limited to: revenue, margin, KWs sold, # projects sold, conversion rates, sales completed, etc.
g. Manage employee incentive and compensation programs, sales commissions and associate development needs.
h. Coordinate and conduct team meetings to achieve team goals.
i. Manage team member business and travel expenses within the budget.
j. Takes ownership of key customer relationships, nurturing, and network management – includes proactively negotiating contracts, amendments, change orders, project milestones, and resolving various customer issues
k. Able to partner strategically and creatively with Marketing to reduce cost of acquisition, improve customer onboarding experience, and provide a “best-in-class” Sales experience for our various customers
l. Optimize implementation of technology to grow, diversify, and enhance NRE’s revenue. Focus on recurring and high-margin revenue
m. Drive innovation and strategic relationships in channels that provide one-to-many contracts, greater economies of scale, and larger win-win relationships
n. Carefully discern investment of resources (financial and human) to best position NRE for return on investment and adjusts sales strategy accordingly.
3. Ensure consistent and clear communication of client needs to Director of Marketing, Director of Customer Experience, Director of Operations, CFO, Legal, and President.
4. Lead and manage a team that profitably grows both residential and commercial EPC business lines
a. Review market analysis to determine customer needs, target markets, volume potential, price schedules, sales campaigns, and goals
b. Stay abreast of current and changing products/services and communicate information to the team and management, organizing requisite training
c. Develop and promote a cohesive sales team that supports the strategic plan established, creating brand value and profitable sales growth
5. Develop and implement Greenfield Development sales strategies
a. Includes assistance sourcing, negotiating, and managing site control contracts in target geographic areas
b. Includes innovative sourcing, negotiation, and execution of power purchase agreements with utility, commercial, &/or subscription managers for residential off-takers
c. Manage a team of greenfield developers to achieve high levels of production by executing the sales plan
d. Drive revenue and profitability through in-depth consumer knowledge and analysis of competition and the industry trends
6. Directly grow and manage key relationships with larger solar developers in order to grow NRE’s solar construction/EPC and O&M business lines
7. Assist in development and implementation of criteria to select which Requests for Proposal to respond to that best position win/win scenarios for NRE and its prospective clients
8. Establish performance management processes, aligned with corporate processes, and training to achieve exceptional results.

EDUCATION:
Related Bachelor’s Degree, MBA or Master’s Degree preferred.
EXPERIENCE:
1. Minimum 8 years of management experience with at least 5 years in business development management.
2. Proven track record of success achieving sales growth goals and profitability objectives.
3. Statistical and analytical experience in reporting performance, key sales data and metrics.
4. Business to Business sales experience.
5. History of gaining access to high-level decision makers.
6. Construction and/or service-oriented industry experience a plus, but not required.
COMPETENCIES – SKILLS/KNOWLEDGE/ABILITIES:
1. Strong interpersonal and communication skills (both written and verbal) to effectively work with customers, team members, business contacts, and other department representatives within a diverse community.
2. Excellent prioritization, organization, and time management skills.
3. Excellent motivational skills.
4. Excellent leadership and listening skills.
5. Skill in budget preparation and fiscal management, including balance sheet and income statement management.
6. Ability to promote and actively demonstrate team building skills to build positive working relationships both internally (both in sales and outside sales) and externally.
7. Proven conflict resolution skills.
8. Ability to delegate work assignments, giving authority to others to work independently, but set expectations and monitor delegated activities.
9. Ability to organize and manage multiple priorities and projects.
10. Strong analytical and problem solving skills at both a strategic and functional level, with the ability to identify and resolve problems in a timely manner and process complex information.
11. Personal integrity with a high level of professional and ethical standards, strong work ethic, and integrity.
12. Sound and accurate judgment with the ability to make timely decisions.
13. Demonstrated vision and the ability to see the “big picture.”
14. Ability to contribute to a team leadership environment.
15. Flexibility to work within a changing and fast-paced environment.
16. Desire and drive to continually learn and grow.
17. Willingness to challenge the norm, invite conflict and resolution with the leadership team.