Sales Manager - Direct Sales (ES24080)

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Requirements:

• Bachelor's degree or equivalent via education and/or work experience
• 5 years’ experience in a client facing technical sales position
• 2 years’ sales experience selling photovoltaic inverters in the utility-scale segment of the solar industry
• Demonstrated experience with industry procurement processes
• Demonstrated experience with client specifications review, proposal development
• Demonstrated success in achieving annual orders budget
• Demonstrated presentation skills
• Demonstrated negotiation skills
• Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts
• Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills
• Demonstrated continuous improvement in areas of responsibility
• Proficiency in Word, Excel, and Outlook
• Availability to travel domestically, approximately 50%, and occasionally internationally, often with limited notice

Responsibilities:

• Identify, establish contact and develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for their new opportunities
• Develop and implement sales and business plans and strategies at key accounts
• Create and lead the tactical plan for pursuing projects at approved accounts
• Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management
• Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements
• Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned
• Utilize successful order closing strategies to secure orders
• Effectively position the Company’s products and services as the solution to client needs
• Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline
• Provide pre-sales technical assistance to clients, such as reviewing written proposals and specifications, and conduct product and service presentations
• Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
• Identify, resolve and communicate resolution on client issues, escalating unresolved issues to appropriate internal contact
• Recommend and implement risk assessment and abatement plan to meet project targets
• Produce and maintain accurate records of opportunities, proposals, contracts and business activities, fully utilizing the Company’s CRM tool, and per corporate guidelines
• Provide timely updates on sales activity, performance, integration of corporate business project processes, market trends, project status, and client relationship issues to business unit and Company management
• Identify opportunities and provide recommendations to business unit for improvements on sales management processes
• Identify and recommend new and/or enhanced products or service feature needs by soliciting feedback from clients, monitoring industry trends, and tracking the competitive environment to drive business growth
• Feedback product and service concerns to appropriate management for continuous improvement
• Review brochures for technical accuracy
• Provide technical guidance in the preparation, review, and final commercial proposal generation to client
• Track competitor’s offerings, assess client situations, and propose competitive options applicable to the client’s individual needs
• Lead contract negotiations as necessary
• Travel to client locations, both locally and regionally, in support of sales opportunities