At Eos, we believe in great chemistry. The combination of core elements into an amazing product and the mixture of skills into a unified team. We seek the best talent to join us in our mission to bring affordable, sustainable, clean energy to all. Come change the world with us.
The Sales Director will report directly to the VP of Sales and drive sales efforts within the Sales Team to secure profitable projects with Utility, Developer, IPP, and BTM clients in Eos’ target market segments. He/She will work cross functionally with our market analytics, commercial operations, legal, and project management teams and be responsible for building his/her pipeline out several years in the future and across multiple key accounts. This individual is accountable for building and managing external partnerships on a day-to-day basis and reporting on pipeline activity and progress to KPI achievement QTD and YTD for named Region to the leadership team.
The Sales Director is accountable for building effective, long-term relationships with target customers and partners in a way that secures ongoing order conversion for profitable projects that meet or exceed Profit Plan year over year.
Responsibilities
- Develop and execute Letters of Intent, Master Supply Agreements, and Purchase Orders supporting aggressive year over year sales targets.
- Work deals through Eos’s sales process from lead generation, prospecting, initial meetings, proposal development, negotiation, closing, and overall account management.
- Interface with Eos and partner personnel to coordinate and support product definition/specification, testing/qualification programs, and marketing initiatives.
- Represent Eos at Trade Shows, in client presentations, industry groups, seminars and other forums as needed.
- Be responsible for developing and executing growth strategy for new and existing accounts.
- Achieve quarterly and annual bookings targets with key and target accounts in the assigned territory and focus vertical markets.
- Directly impact financial performance of business by maximizing profitable revenue generation while minimizing cost of sales.
- Champion value selling processes and practices to maximize selling effectiveness and the customer experience.
- Identify, add, and support effective partner network, including developers, financiers, EPCs, contractors, value add resellers, OEMs, and system integrators necessary to build sustainable, aggressive incremental growth.
- Grow opportunity pipeline to ensure statistically enough to meet targets and actively participate in SI&OP planning to drive on time performance, while maximizing order conversion rates to meet or exceed Plan.
- Prepare and present monthly, quarterly, and annual business reports in a way that demonstrates an effective and comprehensive Plan to achieve targets, VOC, competitive intel, market conditions, and support needed from the business.
- Develop vertical market growth strategies and playbooks as assigned.
- Support VOC driven portfolio development in a way that maximizes competitive positioning and brand value in the market.
- Effectively lead, demonstrate, and foster strong adoption of Eos Values and Behaviors in the sales team.
- Continuously leverage Salesforce.com to build effective strategic account plans and track customer interactions and progress toward order conversion.
- Guide and sometimes lead market research activities to quantify market size and opportunity, competitive landscape, relevant segments & sub segments, appropriate direction/priority, trends & megatrends, industry related pain points, value proposition development, values and appropriate messaging, product and portfolio related needs/gaps, strategic pricing, etc.
- Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
Knowledge, Skills, And Abilities
- Successfully demonstrate sales experience selling large capital equipment solutions in complex industry with extended sales cycles.
- Advanced understanding of the energy industry, renewables market, solar, wind, power generation/transmission industries.
- Understanding of stakeholder maps, and how each influences customer behaviors.
- Skilled at developing long-term relationships with major industry players, such as Developers, Utilities, IPPs, Asset Owners/Managers and negotiating complex long-term contractual partnerships.
- Experienced in coordinating due diligence and project development activities with cross functional resources, peers, and outside partners to ensure project is progressing in accordance with schedule.
- Strong analytical, interpersonal, and quantitative skills needed.
- Effective communication (verbal, written, and presentation) skills.
Education and Experience
- Bachelor's degree in engineering, business, or related field required.
- Minimum of 8 years of experience.
- Experience in Energy Storage, Solar/PV, Wind, or other area of Renewable Energy development preferred.
Travel
- Local Travel.
- Overnight/North America Travel: 50-75%.
Working Conditions
- Office Environment - Must be able to remain in a stationary position 50% of the time and occasionally move about inside the office to access file cabinets, office machinery, etc. Required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading. May be required to exert up to 25 pounds of force occasionally to lift, carry, push, pull or otherwise move objects, including the human body.
- Customer/Partner Locations – Employee may visit customer or partner locations that may be comprised of office, manufacturing floor, laboratory environments and construction sites depending on the location and reason for visit.
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