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Sales Director
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Director of Sales
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Director of Sales
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Director of Sales
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Director of Sales
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Sales Director
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Director of Sales
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Sales Director
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Sales Director
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Director, Sales
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Sales Director
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Director of Sales
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National Sales Director
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Dual Director of Sales
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Asst Director of Sales
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Director, Sales Strategy
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Associate Sales Director
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Regional Sales Director
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Sumitomo Pharma Charlotte, United StatesSumitomo Pharma America (SMPA) is focused on delivering therapeutic and scientific breakthroughs in areas of critical patient need spanning psychiatry & neurology, oncology, urology, women's health, rare disease, and cell & gene therapies. The company's diverse portfolio includes ...
Sales Director - Charlotte, United States - Nenniandassoc
Description
Position DescriptionJOB TITLE:
Sales Director
REPORTS TO:
Vice President of Sales & Marketing
Position Summary
The Sales Director is responsible for targeting and securing project agreements with specific multi-site national companies across North America to achieve personal and Company revenue growth goals.
The position requires experience selling services and an understanding of key financial concepts to communicate attractive solutions with buyer groups including C-level executives.
The Sales Director must work effectively with prospects, clients, strategic partners, and the functional groups within the firm. Importantly, the Sales Director will consistently develop professional credibility, loyalty, trust, and commitment by modeling the Company values.Specific Responsibilities
Prospect for new customers, which includes:
Identifying prospects that meet the target account criteria in the areas of customer segment, industry segment, size, and prospect orientation.
Collaborating with third party strategic alliance organizations when necessary to identify new prospects and improve the firm's position with current prospects.
Identify and qualify project opportunities with new prospects, which includes:
Developing a thorough understanding of prospect short-term and long-term financial objectives and needs as learned through discussions with prospect's corporate and decentralized facility, energy, and executive management teams; and/or ESCO Corporate and local teams (sales, development, project management).
Confirming mutual alignment between prospect needs and expectations and the firm's capabilities in the areas of scope of work, implementation model, timeline, and financial criteria.
Determining prospect key decision makers, financial budget, timing requirements and other pertinent decision criteria.
Conducting non-technical preliminary assessment to estimate project size and energy savings/payback in order to further qualify prospect before submitting proposal request to engineering department.
Leading preparation and delivery of proposal, which includes:
Obtaining information needed by the firm's department to complete audit and proposal including, but not limited to: timeline expectations, utility information, MRO information, and facility drawings.
Communicating proposal strategy with engineering department in regards to prospect needs, proposal format, options, and design choices in order to maximize potential for securing an agreement.
Assisting the firm's department with audits where needed in order to further penetrate prospective customer and/or to obtain competitive information.
Assembling the proper team to deliver the proposal and leading the preparation and delivery of the presentation and supporting financial analysis, tailored to the prospect.
Securing project approval, which includes:
Addressing prospect questions regarding proposed project and outcomes.
Negotiating final terms (financial, M&V, light levels, performance, and payment) of project and obtaining customer agreement to proceed with project.
Acquiring any required customer financial information for proposals to be financed and providing needed corporate/financial documentation about the firm to prospect, if applicable.
Participating in internal hand-off meetings between engineering and operations departments and/or customer pre-construction meetings, where applicable.
Working in conjunction with operations department to deliver project close out documentation and secure a completed quality control (QC) scorecard for the project.
Assisting finance department in collection of payments due, when needed.
Summarizing key project learnings for the firm, operations, and sales departments for continual process improvement.
Adhering to internal territory planning and administrative tasks, which includes:
Creating annual sales plan and providing updates on progress versus plan objectives on a regular basis.
Maintaining company CRM database with information including prospect company, contacts, project opportunity, and key activity details.
Establishing effective communications with Company Management regarding sales initiatives, strategies, needs, and market intelligence that could affect sales efforts on a regular basis.
This description is not intended to include all possible job responsibilities. The Sales Director may perform other job-related tasks other than those mentioned here.
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