MANAGER - SALES

Experienced outside sales professional, overseeing and participating in various Outside Sales and customer relationship management processes. Responsible for representing the companys interests and building business relationships to enhance outside sales performance.

Job Description

Acts as a main contact with prospects, develops a professional relationship and understands the customer needs to suggest products and/or services to meet the customers needs.

Leads business development activities for prospects within defined customer segment to support the business strategy.

Identifies bid opportunities, prepares bid responses, negotiates with potential customers and builds and maintains customer relationships to win projects.

Contacts new customers to discuss their needs, and to explain how these needs could be met by specific products and services.

Participates as the management team representative on prospective target accounts. Establishes personal long-term customer relationships with prospective accounts to influence opportunities.

Attends and presents at trade shows at times to increase the visibility of the organization.

Business Development Responsibilities:

Own the sales process from prospecting, reach out, negotiating and closing large multi-year contracts.

Prospect and close deals with targeted companies based on the organizations focus list

Engage CXO / senior management on customer side to understand their needs and accordingly present tailored solutions

Work with engineering and presales teams to customize the solutions and engage customer in consultative manner

Work with facilities, Energy, Procurement and Legal teams in customer organization during negotiation and contracting process.

Provide weekly sales reports and detailed account plans.

Work with internal functions to strategize account pursuits and solution development for specific key accounts.

Account Management Responsibilities:

For assigned accounts be the overall account relationship ownership to drive multi-year programs in a structured manner.

Ensure YOY revenue and margin growths.

Track and Drive key KPIs signed up for specific accounts to ensure EcoEnergy programs deliver tangible business impact for clients.

L1 level management of technical aspects that include IOT technology, Analytics, Energy savings measurement and verifications etc

Work with the cross functional delivery teams to get output needed for customer interactions.

EXPECTED CANDIDATE PROFILE:

10- 14 years relevant experience in seeding and closing large deals in enterprise clients

Strong relationship management and communication skills at CXO / Leadership levels

Self-driven with a go-getter attitude.

Capable of working effectively with the cross functional teams to get output needed for customer interactions.

Willing to learn technical aspects of IOT / Data Analytics program that involving a cloud hosted platform connectivity, integration to platform, Data Analytics M&V etc.

Experience of Project Costing, tangible and non-tangible benefit estimation, ROI calculations.

50% time in travel. Some late evening / early morning work is expected (primarily team calls).

EDUCATION PREFERRED:

Bachelors degree in electrical /mechanical / Electronics / Instrumentation Engineering with a Master of Business Administration.

University Degree or equivalent.

A minimum of 7 years prior relevant experience

OR

An advanced degree in a related field and a minimum of 5 years experience

Minimum Requirements

Requires advanced to expert knowledge obtained through advanced education, combined with experience.

Substantial knowledge of Carrier organization, programs or systems to make enhancements within job area.