Senior Solutions Sales Executive

About Optimum Energy

Optimum Energy, a Bernhard Capital Partners (“BCP”) portfolio company, is the industry leader in developing innovative solutions that optimize energy consumption and operating costs in commercial and industrial HVAC systems. Our innovative solutions result in electricity savings of up to 50%, significant water savings, and reduced carbon emissions. The company combines advanced technology, engineering expertise, and innovative financial solutions to help customers achieve sustainability and operational goals. Join our team and be part of the future of smart building solutions. For more information, please visit http://www.optimumenergyco.com.

About the Industry

The commercial HVAC industry is grappling with a complex interplay of trends. While advancements in smart technology and sustainable solutions are driving innovation, significant challenges persist. There is a significant skilled trade labor gap in HVAC and controls technicians that is creating a bottleneck, hindering project completion and putting facility operations at risk.  Simultaneously, the influx of data from connected HVAC systems, while offering valuable insights, is leading to data overload. Businesses struggle to effectively analyze and utilize this information for optimal performance and decision-making, requiring investment in robust data analytics platforms. Adding to the complexity is the increasing demand for energy-efficient systems utilizing sustainable fuel sources, which often involve intricate designs and controls. This "energy complexity" necessitates specialized expertise and careful integration, further exacerbating the labor shortage and data analysis challenges. Ultimately, the industry is striving to balance technological advancement with practical implementation in a resource-constrained environment.

Why Optimum Energy?

Optimum Energy occupies a unique position within the commercial HVAC landscape by offering a truly holistic approach that transcends traditional equipment-centric solutions. Our strength lies in the convergence of cutting-edge software technology, deep engineering expertise, and innovative financial models. Unlike companies focused solely on hardware or point solutions, we integrate advanced algorithms and machine learning with a comprehensive understanding of building systems, optimizing existing HVAC infrastructure for maximum efficiency. This is further enhanced by our ability to provide creative financial solutions, such as unique Energy as a Service contracts, that align our interests with those of our clients, reducing upfront capital expenditures and ensuring long-term energy and operational goals are achieved. By combining intelligent software, engineering proficiency, and flexible financial structures, Optimum Energy empowers building owners to achieve significant and sustainable energy reductions, positioning them as a leader in the evolution of intelligent building optimization.

Title:

Senior Solution Sales Executive

Functional Area:

Sales

Reports to:

Vice President, Sales & Marketing

Directs:

N/A

Location:

Remote / US

Job Type:

Full-Time / Exempt

Experience Level:

Mid-to-Senior

Required Education:

Bachelor’s Degree

Travel:

30-50%

Job Description:

Optimum Energy is seeking a highly motivated and experienced Senior Solution Sales Executive to drive revenue growth and expand our market presence within the commercial HVAC industry. The ideal candidate will possess a deep understanding of building systems, energy efficiency solutions, and the ability to articulate the value proposition of our unique software and service offerings. You will be responsible for developing and executing strategic sales plans, building strong client relationships, and closing complex deals that deliver energy and operational savings to major clients.  The Senior Solution Sales Executive is responsible for meeting sales targets and is eligible for sales commissions as milestones are achieved.

Primary Responsibilities:

·         Research and gather information on potential clients, projects, utility programs, and target markets to obtain leads.

·         Identify and qualify new sales opportunities within target markets of Healthcare, Higher Education, and Advanced Manufacturing sectors.

·         Develop and maintain a strong understanding of Optimum Energy's software and service solutions.

·         Conduct in-depth needs assessments and present tailored solutions to key decision-makers, including client executives, facility managers, and engineers.

·         Build and maintain strong relationships with clients, partners, and industry influencers.

·         Develop and execute strategic sales plans to achieve and exceed sales targets.

·         Lead complex sales cycles, including proposal development, contract negotiation, and closing.

·         Collaborate with engineering, sales operations, marketing, finance, business development, software development, legal, and executive leadership teams to ensure seamless customer experience and successful project delivery.

·         Provide accurate and timely sales forecasts and reports.

·         Stay up to date on industry trends, competitive landscape, and emerging technologies.

·         Represent Optimum Energy at industry events and conferences.

Follow established sales processes and take direction from senior leadership.

Candidate Qualifications

Minimum Experience / Education

·         Bachelor’s degree in business administration, Engineering, Construction Management, Finance, or related field.

·         Minimum of 7 years of demonstrated complex solution sales or project development experience within the commercial HVAC or building automation industry.

Preferred Experience:

·         Strong understanding of building systems, energy efficiency, and sustainability.

·         Well-versed in the HVAC industry and the Company's competitors, including a good understanding of energy performance contracting or other financial solutions related to energy efficiency.

·         Deep experience and understanding of energy efficiency projects. Knowledge of retro- commissioning, utility programs, energy service contracts, and/or energy-as-a-service is a differentiator.

·         Experience/understanding of HVAC mechanical systems and/or central chilled water/boiler plant operations. The ability to read/interpret mechanical blueprints is a plus. Knowledge of building construction, general contracting, and facility/systems commissioning is a

differentiator.

·         Existing relationships and connections with potential clients in advanced manufacturing, healthcare, higher education, or other industry partners that directly translate to sales leads.

Key Competencies & Critical Success Factors:

·         Proven track record of exceeding sales targets and closing complex deals.

·         Effective communicator in a clear and concise manner, while conveying a clear understanding of the unique needs of different audiences

·         Ability to build and maintain strong client relationships and delivers customer-centric solutions that produce win/win outcomes.

·         Applies a structured and disciplined approach to identifying and pursuing new potential clients

·         Action oriented mindset to take on new opportunities with a sense of urgency and enthusiasm.

·         Resilient and rebounds from setbacks and adversity with composure and professionalism.

·         Works collaboratively with others to meet shared objectives

·         Makes good and timely decisions to keep the organization moving, and knows when to escalate for others’ involvement

·         Constant learner, using both successes and failures as equal learning opportunities

·         Self-development mentality to actively seek new ways to grow and improve

·         Relates well to diverse groups of individuals

·         Consistently searches for Win/Win outcomes

·         Prioritizes workload appropriately, balancing tactical with strategic tasks

·         Detail oriented and willing to tackle various ongoing projects in a fast-paced environment.

·         Excellent multitasking skills, with the ability to perform duties outside of scope of work when necessary.

Required Skills

·         Knowledge and experience in using a sales methodology such as Target Account Selling (TAS), Miller-Heiman Method, MEDDPICC, etc.

·         Strong listening, speaking, presentation, and writing capabilities

·         Coachable and willing to receive constructive feedback; also willing to provide constructive feedback to others in a professional manner

·         Strong working knowledge of Microsoft Office and CRM systems (i.e. Salesforce).

Job Requirements:

·         Prolonged periods of sitting at a desk and working on a computer.

·         Climbing stairs.

·         Remaining stationary, often kneeling, standing or sitting for prolonged periods.

·         Repeating motions that may include the wrists, hands and/or fingers.

·         Quiet environment.

·         Light work that includes adjusting and/or moving objects up to 20 pounds.

·         Ability to be on video calls regularly throughout the day

We Offer:

·         Choice between two medical plans (PPO or HDHP)

·         Dental Insurance

·         Vision Insurance

·         FSA

·         Short-Term & Long-Term Disability

·         401(k) Plan with an employer match

·         15 days Paid Time Off

·         Paid Time Off during the week of Christmas and New Year’s

·         10 Paid Holidays

Salary Pay Range:

·         $150,000 - $200,000, structured as a base salary plus commission

Optimum Energy is an equal-opportunity employer that encourages diversity in the workplace.

Applicants must be authorized to work for ANY employer in the U.S. We are currently unable to sponsor or take over sponsorship of an Employment Visa.

Salary : $150,000 - $200,000