Regional Sales Manager - Military veterans preferred

HGS, LLC.
Regional Sales Manager

US-VA-Richmond

Job ID: 2024-3464
Type: Regular Full-Time
# of Openings: 1
Category: Sales
Richmond

Overview

RES is hiring a Mid-Atlantic Regional Sales Manager (RSM) as a “player-coach,” with an individual sales target while developing, leading and coaching a team of Client Solutions Managers (CSMs), and advancing its ability to create, advance, and close opportunities that will meet regional sales targets.

How will you do it? In collaboration with external and internal stakeholders, you will translate regional growth strategies into a plan of action, lead account planning and focused prospecting, counsel our sales team on how to advance deals through critical stages, drive financial performance, and identify training opportunities that target the selling competencies and skills for RES to accomplish its mission of restoring resilient earth, one project at a time.

The RSM will allocate time to their individual sales performance and team sales effectiveness. Using available lead generation resources and personal relationships, the RSM should create, advance and close opportunities to achieve their bookings target. The RSM must also inspire, coach, and develop a team of CSMs responsible for creating a pipeline of short to long-range (12 to 24 months) sales opportunities, each valued at $1M - $10M, using the region’s strategic business plan as a roadmap. RSMs are expected to represent RES’ business interests in liaising with industry groups, outside stakeholders, and channel partners to further RES’ presence and influence.

Your daily activities will include:

Individual performance:

• Sales execution. Prospecting, qualifying, collaborating with internal and external stakeholders to devise a project and contracting approach, negotiating with the customer, and closing the deal.

Team performance:

• Coaching. Focus on improving the full scale of sales performance – prospecting through closing. Deliver the optimal result for RES and clients as efficiently and cost-effectively as possible.
• Management. Meet and exceed sales targets by solving client issues, advising on deal structure, supporting complex negotiations, and leading onboarding and hiring.
• Training. The leader sets the speed and tone – commit to developing yourself faster than the CSMs. Advocate for resources, tools, and experiences to improve sales results and empower CSMs to help clients achieve their objectives.

The RSM's key business partners include:

• A general manager responsible for a P&L will allocate resources and drive prioritization for your team’s qualified opportunities.
• Government affairs personnel that will help shape policy, gain access, and find advocates to support projects.
• Business development experts that take a wide-angle view of mitigation, water quality and climate resiliency trends, devise ways to engage clients, and develop the long-range part of the sales pipeline.
• Experienced project developers in land acquisition, design, and engineering, regulatory, project management, construction, and long-term stewardship.
• Analysts that research and vet market opportunities and deliver insights that optimize sales activity.

We would love to talk to you if you have many of the following:

• BS/BA
• 3+ years of experience in shaping, negotiating, and closing complex deals valued at $1M+ and consistently achieving your sales goals as an individual contributor
• 2+ years in a sales management role leading a high-performing team with a cumulative bookings goal of $10M+ per year and consistently achieving the team goal
• Direct working experience and relationships with municipal governments, energy, oil, gas, transportation, or utilities, and existing connections with channel partners, such as consulting, design, and engineering firms
• Experience in B2B solution-oriented sales in a regulated industry
• Ability to travel up to 25% - 50% of your time within the region, if priorities require

What will make you stand out?

• Experience with relevant environmental regulations and permits/approvals (e.g. CWA 404/401/402, NPDES, ESA, State wetland/water quality rules, etc.)
• Existing relationships with State, County, and City government officials in Virginia, Maryland, or Kentucky. Existing relationships with regulatory stakeholders, including USACE, DEQ, etc.
• Experience with consultative selling in one or more of RES’ primary business domains, including mitigation, water quality, water quantity or climate resiliency
• Successful experience with grant funding awards
• 3+ years in a sales management role leading a high-performing team with a cumulative bookings goal of $20M+ per year and consistently achieving the team goal

VEVRAA Federal Contractor

RES is an equal-opportunity employer that recognizes the value of a diverse workforce. All qualified individuals will receive consideration for employment without regard to race, color, age, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, genetic information, or any other criteria protected by federal, state or local law.

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