JOB SUMMARY: This is an exciting time for Brewer Garrett Company as we continue growing. BG is the leader in delivering award-winning commercial energy efficiency services to meet our clients' energy, process, and building service needs for over 60 years. We are seeking our next entrepreneurial star to lead our dynamic sales force. We need an experienced, talented Service Sales Manager with a proven track record to coach, lead, and grow our team of Sales Executives and Representatives. The service Sales Manager will be responsible for creating BG's HVAC, Electrical, and Building Maintenance service offerings with commercial, industrial, and institutional customers. This person will leverage existing industry knowledge and develop relationships to acquire profitable revenue opportunities. We need you to bring your winning attitude, rise to the challenge, and make a difference in our organization!
DUTIES/RESPONSIBILITIES:
- Manage and develop the team of 8 sales professionals through the sales process of Prospecting, Qualifying, Verifying, Proposing, and Closing service agreements
- Create a need with customers through the value-add sale of energy-efficient maintenance programs for their mechanical and electrical systems, or complete facility management programs
- Negotiate and close agreements, provide pay-back analysis when appropriate
- Offer leads and opportunities to construction, design-build, performance contracting, commissioning, and automation on new and managed accounts when appropriate
- Write proposals and make presentations to clients
- Understands the roles and motivations of negotiating parties and anticipates their tactics, needs, sensitivities, and intentions
- Work with service operations team to have them assist in sales opportunities when appropriate.
- Facilitate the resolution of operational issues when identified by the sales team
- Participate and take leadership positions in industry affinity groups like BOMA, IFMA, IREM, Chambers of Commerce, Rotary, etc.
- Utilize Salesforce automation tools for reporting sales results and forecast.
- Jointly develop a personal development plan to continue individual growth and enrich the job experience of the team
QUALIFICATIONS:
- Minimum of 10 years of experience in a value-added outside sales
- Minimum of 5 years of experience in a sales management role
- Bachelor's degree in business or engineering, preferred
- Salesforce software experience preferred
- Familiarity with the HVAC Service business and the Cleveland/Akron marketplace preferred
- Driver's license and reliable transportation
KNOWLEDGE, SKILLS & ABILITIES
- Strong communication skills (oral and written); must be able to effectively relay information to various audience groups, including, but not customers and perspective customers, managers, leadership, colleagues, and business associates
- Strong interpersonal skills; ability to foster and maintain positive working relationships with individuals internal and external to the company and from various backgrounds
- Strong organization skills with the ability to self-motivate and prioritize tasks; must be able to effectively manage own schedule with limited oversight
- Must be able to prepare professional written communications (emails, documents, etc.)
- Must demonstrate professionalism and tact in all interactions
- Good presentation and group facilitation skills
- Demonstration of time-management skills with a proven ability to meet deadlines
- Good analytical skills; ability to analyze data and relay trends and potential outcomes; ability to evaluate problems and identify resolutions; good negotiation skills
- Proficient user of social media
- Proficient user of Microsoft Office Suite and Adobe PDF
- Ability to maintain satisfactory attendance
WORKING CONDITIONS
This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. This position requires regular travel by car to perform the required functions. Travel by airplane may be occasionally required.
- Must be able to drive and travel to various locations, local, regionally, and outside of Ohio.
- While performing the duties of this job, the employee is occasionally required to stand; walk; sit; handle, or feel objects, tools, or controls; climb stairs; talk or hear. The employee must occasionally lift or move office products and supplies up to 20 pounds.
