Senior Account Executive - Energy

Position Summary

Southland Industries is a national provider of performance-based energy and infrastructure solutions with roots in one of the nation’s leading MEP building systems companies. We leverage our design build engineering and construction expertise to reduce our clients operating expenses, renew their infrastructure, and make their facilities more resilient. We combine a self-performance project delivery model with world-class energy engineering expertise to develop, construct and sustain the most cost-effective and reliable solutions in the industry.

By joining our team as an experienced and qualified Senior Account Executive you will have the key responsibility of developing an overall strategy to grow the Energy team in the public-sector marketplace by identifying and qualifying clients to pursue for complex or major accounts across several vertical markets. As an expert in consultative selling and business development you will develop opportunities in the Central Valley Region of California. As a Senior Account Executive, you will deal directly with key decision makers and influencers in the public-sector client base and Utility partner organizations and work with technical representatives in order to develop a clear understanding of the client’s needs and concerns. You will also work with Southland Business Acquisition team members who will facilitate client networking.

What You’ll Do

• Identify and qualify clients to pursue for complex or major accounts in the local government market (K12 and municipalities) in the CA Central Valley.
• Contracts profitable business with qualified clients.
• Develop a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities.
• Meet with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions.
• Proactively qualify and manage a robust and balanced sales funnel.
• Provide accurate forecasting of projected bookings using the company’s CRM system.
• Develop and maintain new and existing client relationships through industry contacts, professional organizations and partnerships.
• Research best practices and models behaviors for other team members including peers.
• Target contacts and build long term relationships with policy makers and influential stakeholders within the client and industry vertical markets.
• Develop project-specific and strategic client pursuit management plans.
• Engage the necessary internal and external resources to help support the qualification and pursuit of opportunities.
• Provide guidance, training and coaching to less experienced Account Executives.
  
  

What You’ll Need To Be Successful

• Have a Bachelor’s degree from four-year College or University in Engineering, Business, or Energy related field.
• Equivalent combination of education and sales experience would be an acceptable alternative to the above-mentioned degree.
• 10 years’ experience in applicable industry or role combined with proven sales record.
• The ideal experience would be in Central Valley area.
• The ideal experience would be a minimum of 7 years of performance contracting sales experience.
• Have Energy Industry experience utilizing available funding versus financing requirements.
• Have significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially.
• Demonstrated success selling complex, customer focused solutions.
• Requires experience conducting complex financial performances.
• Must be an expert in time management, prioritizing, and focusing on most important tasks while managing constant changes in planned schedules to meet prospects’ changing requirements and deadlines.
• Have a strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio.
• Proficient with Microsoft Outlook, Word, Excel, and Power Point.
• Must be proficient at creating and delivering clear, effective and engaging presentations.
• Must be able and willing to travel 50% of the time.
  

YOU Matter

 

PEOPLE FIRST: BUILDING TALENT BY DESIGN

 

At Southland we aspire to build a workforce that’s as diverse as the people who occupy the buildings we design, build and maintain. Building talent by design is our intentional approach to creating a truly safe, collaborative, and inclusive work environment that fosters growth, empowers professional achievement, and where people are treated with respect at all levels.

 

If you’re someone with a true passion for our industry, a life-long learner, with high accountability and a drive for results we’re looking for you!  At Southland, we hire problem solvers that are focused on providing customer value through continuous improvement and will take ownership to create the best experiences that will have an impact wider than their own job.  We thrive on creating a strong company and culture where you’ll feel engaged, challenged, and valued.

 

If you’re ready for the next big step in your career and want a career full of fun and excitement and to be a part of a fast-paced growing company, then JOIN our team and become a part of an organization that values PEOPLE, SAFETY, INNOVATION, COLLABORATION, INTEGRITY, ACCOUNTABILITY & SUSTAINABILITY.

Benefits

As an employee-owned company, we offer a comprehensive benefits package that includes excellent benefits for you and your family:

• 401(k) Plan with 50% Company Match (no cap) and immediate 100% vesting
• Annual incentive program based upon performance, profitability, and achievement
• Medical, Dental, Vision Insurance - 100% Paid for Employee
• Term Life, AD&D Insurance, and Voluntary Life Insurance
• Disability Income Protection Insurance
• Pre-tax Flexible Spending Plans (Health and Dependent Care)
• Holidays/Vacation/Personal Time/Life Events Leave
• Numerous training opportunities and company paid membership for professional associations and licenses
  
  

Pay: Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For California this ranges from $117,000 - $160,000 plus annual incentive, benefits and retirement program as outlined above.

 

For more information on Southland Industries, please visit our website: Southland Careers or on Facebook or LinkedIN 

 

To hear what our employees are saying about working at Southland Industries, check out our Career Video - Working at Southland

 

Southland Industries and all its subsidiaries are an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing our employees with a safe work environment free of discrimination and harassment. All employment decisions at Southland Industries are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, gender, sex, national origin, ancestry, age, disability, medical condition, marital status, sexual orientation, family care or medical leave status, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Southland Industries will not tolerate discrimination or harassment based on any of these characteristics.

 

• All employment offers are contingent upon successful, drug tests, background checks and professional reference checks. **
  
  

 

• We are not able to offer sponsorship of employment at this time**
  
  

 

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