Senior Sales and Business Development Representative, Building Information Solutions (Remote)

Overview:
Powersmiths Corporation, a member of the Socomec SAS corporate family of companies, provides integrated energy, and environmental solutions to a wide group of customers in the data center and green building space. The overall market space for energy and environmental conservation is growing and is forecasted to grow substantially on a global scale. Powersmiths has developed products and services specifically to serve this growing market space.

Powersmiths’ Building Information Solutions (BIS) products and services help manage and monitor the use of building systems and resources more efficiently. Powersmiths’ advanced tools help track, collect, and improve the effectiveness and efficiency of building data reporting, provide better insight into the performance of sustainability initiatives, subsystem commissioning programs, tenant billing accuracy and more, while reducing unnecessary infrastructure costs.

The Sr. Sales and Business Development Representative, BIS, is an exciting new role focused on growing sales within the BIS group. Initially, the target market is the west coast of the USA. This sales role is a remote home-based opportunity. The ideal candidate must reside in California, Arizona, or Nevada.  

This role will develop and implement a sales plan and customer growth strategy for Powersmiths through targeting end users, consultants, engineers and OEM channels. The Sr. Sales Representative will also implement sales and marketing programs, and seek new channel partner relationships in the Net Zero/LEED, property management and green building market space.

Powersmiths is a fast-growing solutions provider. This position offers the opportunity to join a leading edge, innovative and customer-centric team with the potential to advance into a more senior role.

Responsibilities and Accountabilities:

• With the support of the Director, develop an annual detailed territory sales plan including strategies and programs to achieve company sales goals for BIS within the defined market; sales goals will include sales by channel and application; the initial market is the west coast of the USA
• Establish and develop a sales pipeline and rolling sales forecast; review it monthly with the Director, or more frequently as needed
• Provide meaningful and forward-looking information and analysis to the Director, to support timely and effective decision-making regarding sales and marketing strategies
• Coordinate sales plan with Manufacturers’ Representatives, Value Added Resellers and OEM Channel partners, where applicable
• Utilize proven sales processes and techniques to sell products, services and solutions to prospective or existing customers
• Capitalize on strong prospecting skills to proactively identify new opportunities and key target customers, including new prospects and emerging/past customers with growth potential
• Develop and execute field selling strategies to grow sales within each target account/group
• Build awareness of the Powersmiths BIS brand, product line, value proposition and capabilities across the market through in-person field selling activities with prospects and accounts
• Convert new customer leads to business relationships that generate sales and a positive return on investment for Powersmiths’ customers
• Build key accounts base by calling on key corporate decision makers
• Provide technical product information and demonstrate products and solutions to targeted customers
• Customize and deliver sales presentations, promotional materials and other marketing information to customers and prospects
• Develop specifications, estimates and sales proposals to meet customer needs
• Prepare sales activity reports, and forecast reports
• Collaborate with colleagues throughout the sales process, including Manufacturers’ Representatives
• Understand customers’ needs and challenges by consulting, listening, questioning and communicating in a professional and respectful manner to identify the right solution for their business needs
• Influence and educate prospective buyers and decision makers about BIS and demonstrate the value of the products and services offered
• Customize and deliver sales presentations, promotional materials and other marketing information to customers and prospects
• Maintain a thorough understanding of Powersmiths’ BIS Solutions products, services, capabilities, and target markets as well as a thorough understanding of the industry and competitive information
• Provide to the Director correct and timely information regarding general market conditions and competitive information
• Build awareness of Powersmiths brand, product line, value proposition and capabilities across the market through in person field selling activities with prospects and accounts and through speaking opportunities and/or key industry associations or trade events
• Conduct regular post-implementation reviews to assess effectiveness and achievement of intended outcomes for customers

Essential Qualifications, Knowledge and Skills:

• 5+ years of sales experience in building information systems, sub-metering and SaaS based solutions including experience structuring, negotiating and managing a dynamic sales cycle
• Technical or Engineering background helpful, e.g., knowledge of Automated Meter Reading (AMR) Solutions, Building Management Systems (BMS), Sub-metering Solutions
• Understanding of the Net Zero/LEED, property management and green building market space
• Bachelor’s Degree in Business, Engineering, or a related field
• Excellent sales prospecting skills, as demonstrated by having successfully entered new markets, developing new customer bases, growing a territory, penetrating accounts, and closing large business deals
• Strong sales presentation skills, with ability to clearly communicate benefits and value of product offerings
• Focused on strategic goals; consistently meets or exceeds established targets
• Anticipates and communicates in advance any potential issues or delays and their impact
• Is client-centric, proactively anticipates and actions business needs
• Communicates clearly with customers, prospective customers, and colleagues
• Proven track record in relationship management; successfully establishes and maintains long-term relationships with business partners and customers
• Entrepreneurial, resourceful, energetic, self-motivated; keen sense of urgency
• Strong analytical thinking and attention to detail
• Excellent communication skills (written and verbal), interpersonal skills and networking/collaboration abilities
• Demonstrates strong time management skills and accountability for results
• Comfort in using business information, reporting, and analytic tools
• Strong project management skills
• Highly developed negotiation and influencing skills; persistent and able to handle objections successfully
• A passion for results and a winning outlook
• An entrepreneurial spirit and ability to think creatively; must be a self-starter who can work under minimal supervision, yet communicate effectively with management regarding key performance indicators, goals and results
• A passion for pursuing excellence, serving the customer, and achieving results
• Must possess and maintain an unrestricted valid driver’s license
• Must possess and maintain a valid passport for international travel

Working Conditions:

• Home based office
• Must reside in California or Nevada or Arizona, USA -- no relocation assistance will be provided
• Must be legally authorized to work in the United States without company sponsorship
• Availability to travel regularly to attend sales calls, customer meetings, training, presentations, and conferences
• Occasional international travel (typically Canada, Europe)

Compensation:

• Position is salaried and commissioned
• Powersmiths provides a competitive group benefits package

We thank all those who apply. However, only those candidates selected for an interview will be contacted.