POSITION SUMMARY

Senior Account Executive – Federal West - Energy 

Accomplished sales leader with a strong track record of driving bookings through strategic relationship management and consultative solution selling to Federal Government clients. Brings extensive experience in securing Energy Savings Performance Contracts (ESPC), renewable energy initiatives, and resiliency-focused infrastructure improvement solutions. This senior-level role focuses on identifying and qualifying opportunities with complex and major accounts across multiple vertical markets throughout the Western region.

What you’ll do:

• KEY DELIVERABLE
  
  • Achieve sales goals by securing profitable work that also supports Southland’s overall business goals.
• PRIMARY RESPONSIBILITIES
  
  • Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets. 
  • Contracts profitable business with qualified clients.
  • Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities. 
    Meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions. 
  • Proactively qualifies and manages a robust and balanced sales funnel.
  • Provides accurate forecasting of projected bookings using the company’s CRM system.
  • Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships. 
  • Researches best practices and models behaviors for other team members including peers. 
  • Targets contacts and builds long term relationships with policy makers and influential stakeholders within the client and industry vertical markets. 
  • Develops project-specific and strategic client pursuit management plans.
  • Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities.
  • Provides guidance, training and coaching to less experienced Account Executives.

What you’ll need to be successful:

• 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.
• Ability to map out a client’s organizational path and understand how the client’s political environment will/can influence the pursuit.
• Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally.
• Proficient at creating and delivering clear, effective and engaging presentations.
• Highly effective at time management, prioritizing, and focusing on most important tasks while managing constant  changes in planned schedules to meet prospects’ changing requirements and deadlines.
• 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. 
• Highly effective collaboration skills internally and externally, with strong problem-solving abilities & an ability to focus on goal achievement.
• Ability to train and mentor less-experienced Account reps.

What you bring to the table:

• LEADERSHIP
  • Exercises initiative and judgement by being proactive in anticipating customer concerns or needs and acting 
    on them.
  • Leads collaborative efforts to solve customer concerns throughout sales and project execution.
  • Aligns the preconstruction team towards the deliverable, sets clear vision and goals, and manages team and client’s expectations.
  • Leads without formal authority; engages others to willingly cooperate and collaborate.
• EDUCATION AND EXPERIENCE
  • Bachelor’s degree from four-year College or University or equivalent combination of education and sales experience.
  • 10+ years’ experience in applicable industry or role combined with proven sales record.
• ADDITIONAL INFORMATION
  • Travel up to 50%.

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-$176,000 inclusive of annual base salary + commission potential, 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 Culture site - Explore Our Culture

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, gender identity, 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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