- Day to day leadership of the outside sales (Program Executive) and inside sales (Client Success) teams to achieve company sales goals and growth targets.
- Implement and run a structured Sales Performance Management (SPM) system to plan, manage, incentivize, analyze, and forecast individual and team sales performance.
- Ensure CRM accuracy and report on pipeline health and velocity including regular communication with Leadership, providing accurate and timely sales forecasts, and maintaining accurate records in all internal CRM and reporting tools.
- Develop a keen understanding of the sales process steps, helping the sales team to maintain steady forward progress while also acting as an innovator to discover new ways to sell our services.
- Own the process of recruiting, on-boarding, and setting of quota/activity goals for new sales team members.
- Establish clear KPI's and provide coaching support and drive accountability of team.
- Oversee ongoing sales training, practice, and development activities.
- Support outside sales team in engaging qualified opportunities, showcasing a keen understanding of how to discover client needs, educate customers on the differentiated value of SitelogIQ, identify the proper "win strategy" and overcome objections to secure commitment.
- Guide the inside sales team to produce high-quality deliverables that exceed customer expectations and support them in obtaining fully executed and funded contracts necessary to meet the organization's financial plan while emphasizing the importance of client satisfaction and long-term relationship building.
- Ensure inside and outside sales teams fully leverage organizational resources to win qualified customers and safeguard them by abandoning low-commitment and low-probability opportunities.
- Document and enforce the processes and procedures essential to team success.
- Work collaboratively with Development and Implementation team leaders to communicate and organize/escalate issues appropriately and improve processes and systems.
- BS degree in business administration or a related field; Master's degree as a plus.
- 10+ years of progressive sales experience in a related industry with 4+ years prior experience leading a sales team, preferably in a consultative sales process and/or to enterprise-level clients.
- Proven ability to drive a consultative sales process from plan to close, including experience with relevant sales training such as MEDDIC, Sandler, Challenger, STC, etc. and demonstrated ability translating that knowledge to a sales team.
- Demonstrated history of running a structured Sales Performance Management (SPM) system.
- Experience navigating within enterprise-level and other complex organizations.
- Operate from a service mindset with all clients and internal teammates.
- Ability to travel up to 50%.
- Excellent people management skills, including setting clear expectations, communicating performance, motivating, mentoring, coaching, and training.
- Strong leadership and time management skills.
- Ability to communicate, present and influence credibly and effectively at all levels of the organization.
- Deal strategy
- Creating sales and commission plans and processes, analyzing sales data, forecasting sales, and creating other key reports.
- Medical, dental, and vision insurance
- Disability and life insurance
- 401K
- Flex time off and 12 paid holidays
- Tuition reimbursement
- Opportunities to drive our DE&I efforts and join our affinity groups, Veterans and Allies Leadership Organization (VALOR) or Women Inspiring & Strengthening Everyone (WISE)
- Opportunities to give back to our local communities through organized events.
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Vice President of Sales, C&I Business Unit - Ontario, United States - SitelogIQ
Description
Job Description
Job DescriptionSitelogIQ is a world-class team making a large-scale impact on the efficiency and sustainability of the places we live, work, shop, and heal. Our Commercial & Industrial (C&I) business unit delivers turnkey energy efficiency and property improvement programs that transform built environments and breathe life into the sustainability, financial, and resiliency goals of real estate teams and corporations across the U.S. Our mission is to make buildings better, while making it easy for our clients to accelerate their impact.
We are looking for an energetic, disciplined, and methodical Vice President of Sales to lead a team of outside sales (Program Executives) and inside sales (Client Success) professionals developing multimillion-dollar capital programs with enterprise-level clients. This critical leadership role will enable SitelogIQ's C&I Business Unit to achieve our customer acquisition and revenue growth targets by maximizing our sales team potential. The ideal candidate is a seasoned sales leader who has personally driven teams to grow sales through new client acquisition and retention and cross-sell of existing accounts. The Vice President of Sales is a hybrid role with travel to Southern California and other parts of US.
You have a passion for managing high-performing teams and a successful track record of Sales Performance Management (SPM). You are eager to adapt and implement your proven system for planning, incentivizing, analyzing, forecasting, and adjusting individual and team sales performance.
You are influential and are adept at coaching sales professionals. You foster a culture of sales excellence through rigorous discovery, tailoring, integrity, and responsiveness. You take an active interest in increasing client satisfaction and deepening client relationships.
You are methodical, adaptable, data-focused, and results driven. You align key performance indicators (KPIs) with organizational goals, consistently monitor and communicate about them, and use them to drive decision-making and take corrective actions to close gaps.
You pay attention to team dynamics and will ensure that inside and outside sales professionals are collaborating effectively, both with each other and with other teams.
Target Salary: $200,000-235,000+ depending on experience.
Vice President of Sales Responsibilities:
Vice President of Sales Qualifications:
Additional Skills & Abilities:
No agencies please
Benefits
We offer a highly competitive salary, and comprehensive benefits, including:
More About SitelogIQ
At SitelogIQ, we're focused on creating a great environment for our team first so that it is more energizing and rewarding to focus on creating a great customer experience. That's what we call a win-win.
We partner with clients in K-12, higher ed, government, healthcare, multifamily housing, and industry to optimize energy efficiency, improve indoor air quality, address lighting, and improve.
