Client Development Executive – Public Sector/Performance Contracting – 2 positions: Midwest and Northeast
The Client Development Executive strategically sells the company’s LED lighting products in support of the overall goals and objectives of the organization. The focus of this position is to dominate the performance contracting market space in the “MUSH” and Federal Markets – municipal/state governments, universities, schools and hospitals and federal projects working with Energy Services Companies (ESCO’s) and Lighting Retrofit Companies (LRC’s) within the your perspective region with our superior LED replacement products.
Responsibilities:
- Sell the economic, energy and environmental solutions that Energy Focus and its products provide.
- Drive and manage a regional client base working with the Regional Team and Business Development to focus on strategic targets.
- Support revenue goals in target markets.
- Collaborate with Federal Business Development Director and assist in the development of marketing materials geared towards targeted professionals.
- Develop, foster, nurture, and maintain strong relationships with clients at the appropriate decision-making level.
- Foster client trust as an energy savings expert by selling the cost savings of Energy Focus’ solutions through the development of a project scope that reflects the customer return on investment (ROI).
- Maintain good working relationships with existing clients previously to enhance client retention and new sales through referrals and references.
- Exhibit knowledge of all Energy Focus Inc. products and communicate relevant product, pricing, cost savings and other pertinent product details
- Close profitable sales opportunities that ensure success and meet the needs of our clients and the company.
- Secure minimum of $2M in the first year and $4M in subsequent years.
Requirements:
- Minimum 5 years sales experience in the “Paid through Savings” (ESCO/Design Build/Lighting Retrofit) industry; performance contracting
- Experience selling to decision-making level of ESCO’s and LRC’s – existing and potential client base preferred
- High technical proficiency; experience using SalesForce.com; Microsoft Office Suite, PowerPoint, Outlook, and Word; ability to make presentations
- Cost-justification selling approach with the ability and experience to tenaciously endure a long sales cycle and manage multiple accounts
- Excellent interpersonal, influence, and conflict resolution skills. Energy conservation minded and high sense of urgency and accountability
- Mathematical/analytical aptitude
- BA in Engineering or related field or equivalent work experience
Please email resumes to [email protected].
EOE