Director of Utility Sales

This is your chance to join the rapidly growing commercial solar energy business. 
FlexRack is an integrated solar company that offers custom-designed, fixed tilt ground mount and single-axis solar tracking systems in the commercial and utility-scale solar mounting industries. FlexRack also offers full services, including engineering, geotechnical, pullout testing, field, and layout design services to address the actual site conditions of a project site. FlexRack has completed over 3.5 GW of solar racking installations in over 40 U.S. states, 9 Canadian provinces and across the globe.  SUMMARY As part of the broader Sales and Marketing Department, the Director of Utility Sales is responsible for selling or introducing new corporate products or services to new and established customers primarily in the utility scale sector of the solar tracker market.  With a primary duty of developing, tracking and following up with utility companies and leads, this position will serve as a primary contact with customers in building quotations on standard and custom products, writing orders and communicating pertinent information to affected internal and external parties. This position will also support the expansion into utility tracker offerings. 

ESSENTIAL JOB FUNCTION & RESPONSIBILITIES

• Coordinate with project management and operations for status of orders from related plant departments and channel partners to ensure that delivery commitment to customers is met 
• Collaborate with sales executives and sales management to determine essential strategic approaches to sales 
• Support marketing strategies to promote product of service features and benefits 
• Provide effective product demonstrations for end-user customers and third-party suppliers 
• Attend industry conferences and trade shows to promote products and services and to build network 
• Serve as the backup for the VP Sales and Marketing when customer needs warrant 
• Any other job-related duty as deemed appropriate by management 

KEY GOALS & DELIVERABLES

• Actively manage existing accounts as assigned 
• In addition to providing self-generated sources, the Director of Utility Sales will be responsible for sourcing new sales opportunities through inbound leads, follow-up and outbound cold calls and electronic communications 
• Target for utility accounts is $10M first year 
• Understand customer needs and requirements, relay the voice of the customer to the product team 
• Negotiate credit terms, pricing and prepare sales order reports and forms 
• Close sales and achieve quotas and targets 
• Research accounts to identify key contacts and generate interest 
• Maintain and expand database of prospects within assigned territory and business lines. Team with channel partners to build sales pipeline and close deals 

REQUIRED SKILLS

• Business Acumen - Applies general knowledge of business developed through education or past experience 
• Problem Solving - Identifies and solves a range of problems in straightforward situations; analyzes possible solutions and assesses each using standard approach 
• Decision Making Authority - Makes decisions guided by policies/procedures/practices in non-standard situations; discretion is required with respect to matters of business significance, such as selecting the appropriate resources to use in accomplishing assigned work; impacts the achievement of customer, functional, operational, project or service objectives 
• Influence - Working through the chain of command, persuades management level internal/external customers, vendors, or regulators to adopt a different point of view 
• Project Management - Contributes as a project team member 
• Supervisory Responsibility - Self Leadership/Individual Contributor

QUALIFICATIONS

• Education - 4-Year Degree 
• Field of Study - Business, Marketing, or Sales Experience 
• Years of Relevant (Transferable) Experience - 7+ years 

REQUIRED KNOWLEDGE/EXPERIENCE

• Experience in the following areas is an asset: 
• Knowledge of customer management system (CMS), specifically Salesforce.com preferred. 
• Proven sales experience 
• Track-record of over-achieving sales quotas 
• Excellent verbal and writing skills for in-person presence and electronic communications 
• Strong listening and presentation skills 

CORE COMPETENCIES

• Aligned with Core Values 
• Respect 
• Balance 
• Accountability 
• Sustainability 
• Integrity 
• Customer Focus 
• Communication 
• Decision Making 
• Managing Multiple Priorities 
• Self-starter 
• External Awareness 
• Organizational Awareness 
• Sal