C&I Energy Sales Leader (Finance)
Honeywell Building Automation (BA) is a leader in building automation, fire, security, energy management, software, and energy and infrastructure solutions. Within BA, our direct sales force creates and sells integrated energy and infrastructure modernization solutions that achieve results. Our sales approach begins by working with the end-customer to identify and prioritize their desired outcomes. We then tailor unique integrated energy and infrastructure solutions and innovative funding arrangements that will achieve their resiliency, efficiency and sustainability goals.
The Commercial & Industrial Energy Sales Leader is responsible for hiring, building, developing and leading a sales team to drive growth to deliver the energy orders Annual Operating Plan with Commercial & Industrial customers. The C&I team will be comprised of approximately 6 sales professionals structured by geographic territory and customer purchase methodology. The team sells energy conservation, sustainability and resiliency projects and related services that are developed and implemented using various contract structures ranging for Engineer, Procure, Construct (EPC) to Energy as a Server (EaaS).
RESPONSIBILITIES
- Drive orders growth through effective leading and coaching of the C&I energy sellers to achieve their annual quotas.
- Meet or exceed the C&I Energy Annual Operating Plan (AOP) on a monthly, quarterly and annual basis.
- Review, update, and execute the C&I energy market strategy in response to market needs to achieve AOP.
- Talent Management of the team through Development, Coaching, and Retaining talented sales team to deliver AOP.
- Provide performance management if required.
- Assign annual incentive quota targets for all sellers.
- Provide accurate weekly forecast for orders within Salesforce.Com platform. Includes overall orders forecast along with forecast for Energy projects and Energy services lines of business.
- Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.
- Assist in sales territory planning, identifying target accounts, and coaching to create and qualify new opportunities and drive opportunities through the sales process.
- Create a robust pipeline of major pursuits within the C&I industry. Track within Salesforce.com.
- Coach/mentor team to create robust pursuit plans for each opportunity.
- Work with existing Honeywell key accounts for C&I. Prioritize targets, work with the Key accounts team to drive energy conservation, sustainability and resiliency initiatives within identified accounts.
- Coach/mentor team to create robust account plans / territory plans for the key account customers.
- Assess team's sales activities and forecasts to determine sales progress and required improvements.
- Work with marketing to develop, update and implement C&I specific sales collateral to support achieving sales goals.
- Represent Honeywell on C&I Industry trade associations.
- Recommend and implement improvements both strategic and tactical to achieve sales goals.
YOU MUST HAVE
- Minimum of 7 years of quota carrying sales experience
- Minimum of 5 years of experience selling to C&I market customers and/or managing salespeople selling Energy related
- Experience with battery energy storage
- projects and services to C&I customers
- At least 5 years of experience selling or managing people using funded contracting methods such as EaaS, ESPC, PPA,
- etc. with strong financial acumen
- Led a sales team of at least 7 or more sellers
- Led a sales team generating $20 - $50M in revenue
WE VALUE
- Strong knowledge of C&I vertical market and energy market.
- Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities.
- Strong knowledge of Energy, Infrastructure Modernization, and Resilience projects. Experience with Building
- Management Systems and Software is preferred.
- Strong skills with Salesforce.com platform.
- Strong understanding of owner-direct sales of integrated solutions.
- Demonstrated ability to consistently meet or exceed Annual Operating Plan.
- Coaching/mentoring skills for sales professionals.
Strong leadership skills. - Strong communication skills.
- C-Level selling skills and ability to meet with senior leaders to develop business.
- Strong knowledge of energy infrastructure and C&I ecosystem. Includes general contractors, mechanical contractors, electrical contractors, consulting engineers, architects and financiers.
- Excellent communication and collaboration skills are required.
- Ability to travel at least 50% of the time as necessary.
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments - powered by our Honeywell Forge software - that help make the world smarter, safer and more sustainable.
