Regional Business Development Manager
Job Title
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Primary Role Responsibilities
This is a lead sales role with the primary responsibilities surrounding hunting and selling the Company’s products and services. The position is located in Southern California is responsible for developing, managing, and maintaining end user relationships with customers located within the Region. Interface with Customers, OEM's, Distributors and VAR's and partners will be required.
The candidate must be able to quickly identify and qualify potential customers at a revenue-rate that ensures a steady and manageable ‘funnel’ such as to provide the Company with a high-degree of certainty that individual, business unit, and investor goals/objectives will be attained.
The candidate must also demonstrate a successful track record of selling into named accounts and have a high-degree of skill in developing and managing a process that identifies new business and moves these prospects rapidly through the sales cycle while alleviating pipeline ‘fall-out.’
The candidate shall interact with senior level managers, service delivery, and technical personnel (internally and externally) to determine solutions that not only meet individual customer requirements but also fulfill the business objectives of the Company.
This role requires the candidate is comfortable interacting within a team-based deal-making environment while working through ambiguous and/or at times uncertain situations.
Functional Role & Objectives
Develop and maintain an in-depth understanding of the organization's core competencies and operational capabilities to provide solutions for customers resulting in profitable growth. During the first month meet with key company personnel to learn technical aspects, customer value proposition, specific industry applications, company selling process and pricing methodologies.
Organize a penetration plan within the first 90 days that proactively initiates new business sales within the assigned geography and targeted customers. Contact, track and manage progress using Salesforce.com.
Attain quarterly and annual sales revenue and gross margin targets while growing and maintaining an established book of business.
Increasing customer base through continuous prospecting
Assure excellent customer satisfaction by successfully communicating with team members to facilitate on-time and satisfactory deliveries while seeking/monitoring customer feedback after delivery.
Technical & Business Competencies
- Demonstrated knowledge and experience related to building controls, commercial building energy management, and software services
- 3-5 years of strategic and C-level sales experience.
- Prior experience with Johnson Controls, Honeywell, or other ESCO.
- Knowledge and experience with TAC/Andover systems and technology
- Strong Relationships and intimate knowledge of the industry coupled with a relevant rolodex that includes industry contacts and existing relationships with key decision makers
- PC Literate (Word, Excel, PowerPoint, and Sales Force Automation tools).
- Possess a basic comprehension of P&L and accounting methods to support divisional profitability goals.
- Must be comfortable in a high-growth, rapid paced start-up environment
- Certification in Miller-Heiman or similar Conceptual and Strategic Selling
- Drive and desire to “open doors” and “close deals”
- Ability to Travel when required
- BS Degree or technical equivalent in sales/marketing or engineering preferred
If you are interested in applying for this job opening email your resume to recruiter@geneaenergy.com or fax it with a cover letter to our Human Resources Department at (714) 692-9023.