HVAC Building Automation Controls Sales Leader SOUGHT

Our client is a fast growing building controls (systems integration) and building optimization company headquartered in Southern CA. The company's employees have tremendous expertise integrating the most technologically advanced building automation and energy management systems available into all types of commercial buildings. 

 

From this experience, the company invested millions of dollars developing a comprehensive "building optimization" software solution that solves a multifaceted energy consumption problem faced by office building portfolio owners: lost revenue opportunities; wasted energy; operational transparency, and tenant dissatisfaction. By collectively solving these interrelated issues, their solutions ultimately control energy use at the square foot level in a way that optimizes energy consumption and will transforms the industry.

 

This is a lead sales role with the primary responsibilities of hunting and selling the Company's products and services.  The position, 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.

 

1) 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.

 

2) 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. 

 

3) Attain quarterly and annual sales revenue and gross margin targets while growing and maintaining an established book of business.

 

4)  Increasing customer base through continuous prospecting

 

5) Assure excellent customer satisfaction by successfully communicating with team members to facilitate on-time and satisfactory deliveries while seeking/monitoring customer feedback after delivery.

 

· 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

 

$100-200K total package based upon experience.

 

401k, benefits, stock/ownership and paid vacation and Holidays.

 

VISIT US AT:  http://www.hvacexec.com/ for this and other career opportunities

 

Alexander Associates is a staffing firm specializing in HVAC, Facilities Management, Mechanical Engineering, Building Automation and Energy Conservation Professionals.  We strive to offer the highest quality of service and advice to our clients and candidates with dignity and integrity.