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    Regional Director of Sales - Seattle, United States - McKinstry

    McKinstry
    McKinstry Seattle, United States

    3 weeks ago

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    Description
    Build the future, spark innovation and align your career with purpose.

    McKinstry is innovating the waste and climate harm out of the built environment and creating lasting impact. Together, we're building a thriving planet.

    Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy-related carbon emissions.

    We're making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through:

    renewables and energy services

    engineering and design

    construction and facility services

    To get where we're going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you?

    The Opportunity with McKinstry

    In a large and mature Region with established Business Units across multiple geographic markets, a

    Regional Director - Sales


    works in close partnership with the Regional Vice President and the Regional Director - Operations to lead and manage the business across the entire Region.


    The Regional Director - Sales is considered a peer role to the Regional Director - Operations and a senior business unit leader, often called a Regional Director.

    Key roles include leading and managing efforts to expand into new vertical and geographic markets, execute Market Assessment and Action Planning (MAAP), enhance Account Management, develop Strategic Clients, build sales strategies, development of sales managers and salespeople, sales training, leadership development and succession, and employee engagement and satisfaction.

    Closely collaborates with Key and Strategic Clients, Regional E&TS Business Units, and other Regional LOB Business Units to ensure high client satisfaction, efficient and collaborative client approach, and an external view of "One McKinstry".

    Additionally, some responsibilities you will have include:

    Leadership

    Wake up every day striving to make the PNW Region and the broader McKinstry organization successful.


    Support the development of E&TS LOB strategic initiatives and 3-year / 5-year plans, including leading identified focus areas for E&TS.

    Collaborate with other E&TS Leadership to continuously improve our Regions.

    Support creation of the Regional 3-yr Strategy inclusive of collaborative activities with Construction and Service LOBs across the Region.

    Support, and Lead where assigned, communications across the Region and meeting logistics.

    Ensure clarity of LOB and Region Strategic Plans and alignment with BU Operating Plans.

    Support leadership development activities to enhance succession.

    Lead the MAAP process and develop Regional market strategies

    Lead Account Management approaches, processes, activities, and behaviors to ensure we are aligned as "One McKinstry".


    Lead collaborative approaches to executive selling at Key and Strategic clients in coordination with other business unit sales leaders and the Chief Client Officer.


    Lead the pursuit of Sales Excellence through best practices, sales and sales management training, coaching and mentoring, and strategy for strategic pursuits.


    Personally call on client executive contacts as necessary to maintain high client satisfaction and to remove organizational barriers that slow down the progression of sales opportunities.

    Lead assigned resources and teams as necessary for the benefit of the Region and achievement of its goals.

    Provide backup for the Regional Director - Operations, and RVP as necessary.

    Management

    In coordination with the Regional Vice President and Regional Director - Operations, support the management of the following operations activities:

    The improved integration of TS and Energy team sales, development, and delivery.

    Development of annual Region and Business Unit budgets; financial management and oversight through the MBR process.

    Timing and flow of sales bookings to ensure operational success.

    Support business unit leaders and collaborate with Corporate Services leadership on legal disputes, insurance claims, client delivery issues, and performance management

    In coordination with the Regional Vice President, support and manage the following sales and marketing activities:

    Expand the McKinstry business model into new multiple vertical markets and geographies within your Region.


    Develop McKinstry's brand with local and state government entities as a consulting and project implementation leader, committed to improving sustainability and decarbonization in existing buildings and supporting energy infrastructure.

    Participate in the development of sustainability standards, grant programs, policies and legislation at the State and local levels.

    Build and maintain relationships with industry leaders, associations, channel partners and organizations.

    Recruit and mentor high performing sales managers and account executives. Manage regionally-focused account executives as needed.


    Develop key metrics and manage Regional performance of account management, sales best practices, sales forecasting, sales training, and the financial management of sales pursuits.

    Support the timely dissemination of Federal and State grant programs to sales manager.

    Review of contracts and master agreements to ensure favorable terms and conditions.

    Lead the monthly Sales Leader Meeting.

    Manage the region Client Voice Program to ensure timely lessons-learned are communicated and high value client relationships are maintained.


    Manage regionally based sales and consulting SME's such as regional Sales resources and the TBH Solar PV/Storage/Smart Grid business develop resource and their associated teams as applicable.

    What You Need to Succeed at McKinstry

    Must have demonstrated proficiency for the responsibilities of a Business Unit Leader or Business Development Manager.

    Intermediate knowledge of Microsoft Office Suite - Word, Excel, PowerPoint, Outlook, and TEAMs.

    Working knowledge of software tools preferred - Salesforce, Bluebeam, and SharePoint.

    Skill in creating and interpreting sales forecasts, financial proformas, and budgets.

    Skill in executive selling, networking, sales management, client management, and market assessment.


    Four (4) year college level training in architecture, engineering, marketing, business management or related field, or equivalent professional experience required.

    Ten (10) years of sales, engineering, construction, business operations and management, or equivalent required.

    PeopleFirst Benefits

    When it comes to the basics, we have you covered:

    Competitive pay

    401(k) with employer match and profit-sharing plan

    Paid time off and holidays

    Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximums

    People come first at McKinstry, and we go beyond the basic benefits with:

    Family formation benefits, including adoption and IVF assistance

    Up to 16 weeks paid parental leave

    Transgender inclusive benefits

    Commuter benefits

    Pet insurance

    "Building Good" paid community service time

    Learning and advancement opportunities via McKinstry University

    McKinstry Moves onsite gyms or reimbursement for remote workers

    See benefit plan documents for complete details.


    If you're driven by our vision to build a thriving planet together, McKinstry is the place to build your career.

    T he pay range for this position is

    $180,100 - $273,700

    per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. Base pay information is based on market location.

    A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered.

    The McKinstry group of companies are equal opportunity employers.

    We are committed to providing equal employment opportunities to all employees and qualified applicants without regard to sex, gender identity, sexual orientation, age, race, color, creed, marital status, national origin, disability, veteran status, genetic information or any other basis protected by law.

    This policy applies to all terms and conditions of employment including, but not limited to employment, advancement, assignment, and training.

    This commitment to Equal Employment Opportunity is made equally as a social responsibility and as an economic and business necessity.

    McKinstry is a drug-free workplace.

    Employment iscontingent upon successfully passing a pre-employment drug and alcohol test, complying with the requirements of the Immigration Reform and Control Act and a Confidentiality Agreement, in addition to successful outcomes of background and reference checks.


    Applicants for this role will only be considered if they possess current US Work Authorization, and do not require employer-sponsored VISA support to begin or remain in this role.

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