Director, Sales

Energy Systems Group is hiring Director, Sales to join our Public Sector Southwest team. This role is preferred to work in an ESG Southwest office location which includes Albuquerque, NM;
Littleton, CO; or Rockwall, TX. The position may also be remote, but the candidate should reside in the Southwest Region (CO, TX, NM). This position requires approximately 50% travel, including overnight stays.

The Director, Sales is responsible for hiring and retaining the industry’s top talent, providing best‑in‑class coaching and development of the sales team, understanding trends and drivers for the markets they serve, partnering with Marketing to develop compelling value propositions that resonate with buyers, generating new business in core and adjacent markets through building comprehensive ecosystems, adhering to the sales process, and being accountable for consistently meeting annual sales plans.

The Director, Sales will communicate directly with regional business unit leaders, the Chief Growth Officer, marketing, technical, legal, and corporate financial teams within a matrix organization.

• Actively participate in recruiting, hiring, onboarding, and continuous development of sales executives to ensure a highly effective sales team.
• Manage productivity, including recognition and proper shortfall processes such as notice of concern (NOC), performance improvement plan (PIP), and termination if needed.
• Coach direct reports through all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales calls, forecasting, and relationship development.
• Attend and participate with the sales team at conferences, trade shows, customer events, and other sales‑leaning activities or events.
• Develop and lead teams through effective deal reviews, go/no‑go reviews, risk and corporate reviews, and opportunity milestone management.
• Coach using the ESG Value Framework Engagement sales process to jointly identify and discover customer headwinds, business objectives, and internal challenges, resulting in the development of co‑authored unique, differentiated solutions that deliver value to customers’ desired business outcomes.
• Deploy an understanding of federal and state legislation as it relates to energy infrastructure modernization, efficiency, resilience, and sustainability through performance contracting and other contracting vehicles to ensure sales growth.
• Understand and be knowledgeable about available financing structures and offerings, as well as available grants and incentives in the market.
• Assist in the creation and review of project cash‑flow pro‑forma and financial scenarios for customers in conjunction with direct reports, development teams, and regional management, including evaluation and expectations for project margins, risks of installation, and the performance of guarantees.
• Deploy productive management of ESG software and processes, including CRM, to ensure compliance and that direct and indirect reports have the tools needed to perform their jobs.
• Coach on the acumen of vertical markets, competition, procurement legislation, utility and facility solutions, design‑build construction, and performance contracting methodology.
• Work with corporate marketing to develop social media, value‑creating marketing initiatives, and outreach to potential customers resulting in lead generation.
• Assist the sales team with building a local ecosystem that results in highly effective prospecting volume.
• Assist in preparing and presenting professional proposals addressing all customer needs and concerns, including the development of strategic financial value propositions.
• Coordinate and work with ESG sales consultants.
• Ensure effective collaboration with business unit leadership, the Chief Growth Officer, marketing, technical, legal, and corporate financial teams.

• Bachelor’s degree in business or a related field.
• Seven (7) years of energy infrastructure modernization solutions and services sales / sales management experience.
• Familiarity with energy infrastructure, engineering / building trades, and mechanical…