Senior Manager, Smart Building Solutions

Senior Manager Of Sales

As the nation's largest producer of clean, carbon-free energy, Constellation is a company purposely-built to meet the challenges of the climate crisis. Constellation has been the leader in clean energy production for more than a decade and we are growing our company and capabilities. Now, we're accelerating, speeding our low-carbon or no-carbon power to more people in more places, day and night, providing our customers and communities with options to buy, manage and use energy as part of their decarbonization mission. The race is on to confront the climate crisis and Constellation is ready to meet the challenge. Come join us as we lead energy, together.

Constellation offers a wide range of benefits and rewards, designed to help our employees thrive professionally and personally. In addition to highly competitive salaries, we offer a bonus program, 401(k) with company match, employee stock purchase program; comprehensive medical, dental and vision benefits, including a robust wellness program; paid time off for vacation, holidays and sick days; and much more. Expected salary range of $159,300 to $177,000, varies based on experience, along with comprehensive benefits package that includes commission and 401(k).

This role offers the flexibility to be based remotely within the eastern or central United States and will require travel across the country, with a concentration in IL, OH, MI, IN, PA, TN, MD, NJ, & WV. Our ideal candidate will live in near a major airport in the Great Lakes Region, Mid-West, or Mid-Atlantic region and / or near one of our office locations, for a hybrid work structure. This position requires at least 60% travel across the country, to meet with direct reports, clients, leadership, and prospects in person. Travel expenses, including mileage, are covered by Constellations standard travel policy.

Primary Purpose Of Position

The Senior Manager of Sales will report to the Executive Director of Regional Sales. They will lead a team of Business Development Managers (BDMs) and be responsible for developing and executing acquisition of new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects and ensuring alignment with our key initiatives and growth objectives.

This individual will lead a team of outside sales executives and be responsible for empowering them to develop a best-in-class sales experience for customers while maximizing relationships and achieving our sales goals.

The Senior Manager of Sales will directly supervise a team of regional, territory-based sales professionals positioned across the Eastern and Central United Sates, focused on government and S.L.E.D / M.U.S.H market verticals. In addition to managing the day-to-day sales activity, the Senior Manager will also be responsible for driving the BDMs territory development and customer engagement by participating in in-field support with sales executives during customer meetings and providing mentorship to the team to ensure they remain committed to a consultative solutions sales approach. They will leverage sales expertise and strong, existing relationships to coach BDMs and enhance the teams ability to meet and exceed sales goals.

This role will drive proactive, new business development and enhance our go-to-market strategy tailored to the specific geographic territory / market. Additionally, they will manage the sales overhead budget and ensure sales metrics and KPIs are on-target.

Primary Duties And Responsibilities

Manages / leads the following aspects of new business development :

• Provide general management, oversight and guidance to a team of BDMs.
• Drive BDMs sales performance, pipeline development, and relationship management within the teams defined geographic territories
• Assure adequate support and resources are available to sales team.

Guide BDMs by demonstrating effective personal attitude, leadership and professional conduct.

Manages a professional team of diverse Business Development Managers that focus primarily on the prospecting, cultivation, and acquisition of new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects.

Develop and implement enhanced sales strategies in alignment with a consultative sales model.

Regularly lead routine pipeline reviews with sales team for validity, review and assist with teams proposals and sales presentations and provide sales executives support during customer meetings.

Drive team to enhance their visibility within their territory through cultivation of a network of prospects, clients, and business contacts in their geography.

Coaches and mentors a team consisting of various levels of knowledge and ability. Training and education of the team is essential Ensures team is stays abreast of industry and market trends, regulatory changes, and other events that impact the business.

The Senior Manager will have responsibility for administratively governing the team, including performance reviews, salary planning, interviewing, hiring / firing and general administration.

Reporting and Analysis- Create and manage sales forecasts and performance to forecast. Track and monitor team and individual pipeline metrics. Prepare regular reports on sales performance and other key metrics. Present findings and recommendations to Sr leadership team. Leverage CRM system to pull insights and compile data & analytics to identify opportunities for improvement or growth.

Directly partners with Project Development, Engineering, & Construction Project Management Leadership to ensure technical proposal and presentation details are aligned to customers needs and delivered in a timely manner. Post, contract award, collaborates with internal partners to ensure ongoing customer needs are satisfied and project installations are being completed on-time, within budget, and to the customers satisfaction.

Minimum Qualifications

Bachelor's degree and a minimum of 10 years of consultative, solutions-based sales experience in one of the following industries :

Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, commercial construction, Energy as a Service, Mechanical Contracting (design / build), Energy Efficiency Solutions, Sustainability-based Infrastructure Projects, Facility-based Sustainability Projects, and / or Original Equipment Manufacturers.

OR

Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and / or federal, state, or local governments (S.L.E.D / M.U.S.H. markets)

Or equivalent combination of education and relevant experience

Prior Sales Management experience in a solutions-based or consultative sales environment, required.

Strong leadership, coaching, and professional development skills with track record for cultivating high-performing teams. Experience in leading, directing, supervising, training employees, assigning and directing work, conducting performance appraisals, disciplining employees, and addressing complaints and resolving personnel problems

Proven history of success in a solutions-based, consultative sales role, including :

Strong analytical skills with the ability to interpret sales data and market trends

Ability to develop and execute sales forecasts and strategic sales plans

Superior interpersonal and group presentation skills are essential for success in this role.

Effective written and oral communication skills and the ability to write reports, business correspondence and customer presentations

Experience in handling high demand situations where tact and cooperation are crucial to cost-effective operations

Excellent planning and organizational skills

Experience utilizing a CRM platform

Proficiency with MS Office Suite

Candidate must have the ability to speak, read and write English.

Preferred Qualifications

4+ years of Sales Management experience, highly preferred

In depth understanding of building and mechanical infrastructure, technologies and systems

Sales experience in the areas of Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, Energy Efficiency, Energy as a Service, Renewable Energy Technologies, and Sustainability Initiatives, preferred

Experience managing sales cycles exceeding twelve (12) months

Formalized sales training program via Sandler, Miller Heiman or similar program

Experience utilizing Microsoft Dynamics 365, or similar CRM system