Southland Industries
Senior Account Executive – Federal West - Energy
Southland Industries, San Diego, California, United States, 92189
Senior Account Executive – Federal West - Energy at Southland Industries. Accomplished sales leader with a strong track record of driving bookings through strategic relationship management and consultative solution selling to Federal Government clients. This role focuses on identifying and qualifying opportunities with complex and major accounts across multiple verticals in the Western region, including Energy Savings Performance Contracts (ESPC), renewable energy initiatives, and resiliency-focused infrastructure improvements.
What You’ll Do
Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets.
Contracts profitable business with qualified clients.
Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities; meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions.
Proactively qualifies and manages a robust and balanced sales funnel.
Provides accurate forecasting of projected bookings using the company’s CRM system.
Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships.
Researches best practices and models behaviors for other team members including peers.
Targets contacts and builds long term relationships with policymakers and influential stakeholders within client and industry vertical markets.
Develops project-specific and strategic client pursuit management plans.
Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities.
Provides guidance, training and coaching to less experienced Account Executives.
What You’ll Need To Be Successful
Significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially.
Ability to map out a client’s organizational path and understand how the client’s political environment will/can influence the pursuit.
Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally.
Proficient at creating and delivering clear, effective and engaging presentations.
Highly effective at time management, prioritizing, and focusing on most important tasks while managing constant changes in planned schedules to meet prospects’ changing requirements and deadlines.
Strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio.
Proficient with Microsoft Outlook, Word, Excel, and Power Point.
Highly effective collaboration skills internally and externally, with strong problem-solving abilities and an ability to focus on goal achievement.
Ability to train and mentor less-experienced Account reps.
What You Bring To The Table
Leadership
Exercises initiative and judgement by being proactive in anticipating customer concerns or needs and acting on them.
Leads collaborative efforts to solve customer concerns throughout sales and project execution.
Aligns the preconstruction team towards the deliverable, sets clear vision and goals, and manages team and client’s expectations.
Leads without formal authority; engages others to willingly cooperate and collaborate.
Education and Experience
Bachelor’s degree from a four-year college or university or equivalent combination of education and sales experience.
10+ years’ experience in applicable industry or role combined with proven sales record.
Additional Information
Travel up to 50%.
Compensation and Benefits Pay: Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For California, this ranges from $117,000-$176,000 inclusive of base salary + commission potential, benefits and retirement program as outlined above.
401(k) Plan with 50% Company Match (no cap) and immediate 100% vesting
Annual incentive program based upon performance, profitability, and achievement
Medical, Dental, Vision Insurance – 100% Paid for Employee
Term Life, AD&D Insurance, and Voluntary Life Insurance
Disability Income Protection Insurance
Pre-tax Flexible Spending Plans (Health and Dependent Care)
Holidays/Vacation/Personal Time/Life Events Leave
Numerous training opportunities and company paid membership for professional associations and licenses
Job Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Construction
Southland Industries is an Equal Opportunity Employer. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to protected characteristics.
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What You’ll Do
Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets.
Contracts profitable business with qualified clients.
Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities; meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions.
Proactively qualifies and manages a robust and balanced sales funnel.
Provides accurate forecasting of projected bookings using the company’s CRM system.
Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships.
Researches best practices and models behaviors for other team members including peers.
Targets contacts and builds long term relationships with policymakers and influential stakeholders within client and industry vertical markets.
Develops project-specific and strategic client pursuit management plans.
Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities.
Provides guidance, training and coaching to less experienced Account Executives.
What You’ll Need To Be Successful
Significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially.
Ability to map out a client’s organizational path and understand how the client’s political environment will/can influence the pursuit.
Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally.
Proficient at creating and delivering clear, effective and engaging presentations.
Highly effective at time management, prioritizing, and focusing on most important tasks while managing constant changes in planned schedules to meet prospects’ changing requirements and deadlines.
Strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio.
Proficient with Microsoft Outlook, Word, Excel, and Power Point.
Highly effective collaboration skills internally and externally, with strong problem-solving abilities and an ability to focus on goal achievement.
Ability to train and mentor less-experienced Account reps.
What You Bring To The Table
Leadership
Exercises initiative and judgement by being proactive in anticipating customer concerns or needs and acting on them.
Leads collaborative efforts to solve customer concerns throughout sales and project execution.
Aligns the preconstruction team towards the deliverable, sets clear vision and goals, and manages team and client’s expectations.
Leads without formal authority; engages others to willingly cooperate and collaborate.
Education and Experience
Bachelor’s degree from a four-year college or university or equivalent combination of education and sales experience.
10+ years’ experience in applicable industry or role combined with proven sales record.
Additional Information
Travel up to 50%.
Compensation and Benefits Pay: Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For California, this ranges from $117,000-$176,000 inclusive of base salary + commission potential, benefits and retirement program as outlined above.
401(k) Plan with 50% Company Match (no cap) and immediate 100% vesting
Annual incentive program based upon performance, profitability, and achievement
Medical, Dental, Vision Insurance – 100% Paid for Employee
Term Life, AD&D Insurance, and Voluntary Life Insurance
Disability Income Protection Insurance
Pre-tax Flexible Spending Plans (Health and Dependent Care)
Holidays/Vacation/Personal Time/Life Events Leave
Numerous training opportunities and company paid membership for professional associations and licenses
Job Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Construction
Southland Industries is an Equal Opportunity Employer. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to protected characteristics.
#J-18808-Ljbffr