Senior Account Executive

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ENERGY SYSTEMS GROUP ® is looking for a seasoned Senior Account Executive with a proven track record of success to help grow its energy solutions public sector business in Florida. This position will be based in the Orlando, Florida area.

Senior Account Executive is responsible for the sale of large, complex bundled building and infrastructure solutions with guaranteed technical and financial outcomes. This position requires targeting C‑level executives and promoting ESG value proposition to address business and financial challenges. Successful engagements will require developing relationships at multiple levels of the target client’s organization (e.g., Executive, Financial, Legal, Operational, Procurement, etc.) over an average sales cycle of 6‑18 months.

The Senior Account Executive is responsible for his/her business plan/playbook for the target market focus. The role requires leading sales and business development for prospecting, cultivating and leveraging business relationships at all levels of the target customer’s organization in order to gain insight on their business objectives, challenges and issues, ultimately aligning company solutions to assist the client’s organization to achieve their business goals.

This is achieved through a collaborative business approach matching the ESG’s resources and value propositions with alignment to the stakeholders within the customer’s organization.

Senior Account Executive is responsible for leading the internal and external teams through this collaborative process resulting in sales plan achievement within acceptable time frames and at or above defined target profit levels to achieve profit, YOY growth and return on sales objectives.

• Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as:
  Rotary;
  Associations of School Board Officials and/or School Superintendents;
  Associations of Counties;
  Organizations of Cities and Towns; making cold calls and more
• Develop thorough knowledge of Florida’s energy industry, structure, opportunities, trends, and issues
• Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
• Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
• Meet standards for sales activities and performance, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
• Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
• Monitor account plan progress, including market conditions, customer needs, and competitive activity
• Coordinate with state and federal government regulatory agencies when required
• Represent company at all times in an ethical and professional manner
• Develop and execute a Sales Playbook that will drive a sustainable YOY pipeline growth that lead to profitable sales, revenue and customer satisfaction
• Achieve or exceed annual sales goals, at or above target profit levels
• Manage resources; justify and qualify cost of sales development with management, to or below target levels
• Execute Target Account Selling disciplines to identify target prospect needs aligned executive level business objectives
• Lead Sales Support and Market Team to reflect customer responses that reflect sales strategies that align customer objectives
• Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction
• Leverage external network relationships and internal team to maximize the size and scope of each sales opportunity to provide the maximum benefit to each customer stakeholder
• Provide strong team…