Director, Sales

PacificWest is hiring Director, Sales to join our team. This position will be virtual, but the candidate should reside in California, Arizona or Nevada near a major airport. The position requires travel including overnight stays.

PacificWest is the market leader for innovative design build energy & infrastructure solutions. This is a direct result of our extremely talented, highly motivated, and hard-working team. We are passionate about serving our clients with excellence. Our growth is bolstered by our shared vision, mission, and values. At PacificWest, we care deeply about our customers, their experiences, and our people.

Join our team and help us build stronger, sustainable and engaged communities.

The Senior Preconstruction Developer is the primary technical project developer or subject matter expert during the development of a project prior to the construction of the project. As the primary resource for technical expertise, Business Development Managers and Regional management count on Preconstruction Developers to be responsible for understanding the technical needs and wants of a customer, matching that with the business objectives of the customer, and then turning that information into accurate concrete solutions.

The Director, Sales is responsible for hiring and retaining the industry's top talent, provide best-in-class coaching and development of the sales team, understand trends and drivers for the markets they serve, partner with Marketing to develop compelling value propositions that resonate with buyers, generate new business in core and adjacent markets through building comprehensive ecosystems, adherence to sales process, and be accountable for consistently making annual sales plans. The Director, Sales will work effectively within a matrix organization communicating directly with the regional managers, business unit VP, VP of sales, marketing, technical, legal, and corporate financial teams.

The essential functions of the position include:

• Actively participate in recruiting, hiring, onboarding, and continuous development of sales executives to ensure a highly effective sales team
• Responsible for managing the productivity including recognition and proper shortfall processes such as notice of concern (NOC), performance improvement plan (PIP), and termination if needed
• Coach direct reports through all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting and relationship development
• Attend and participate with sales team at conferences, trade shows, customer events, and other sales leaning activities or events
• Develop and lead teams through effective deal reviews, go/no go reviews, risk and corporate reviews and opportunity milestone management
• Coach to the ESG Value Framework Engagement sales process to jointly identify / discover customer headwinds, business objectives and internal challenges resulting in the development of co-authored unique, differentiated solutions that bring value to customers desired business outcomes
• Deploy understanding of federal and state legislation as it relates to energy infrastructure modernization, efficiency, resilience, and sustainability through performance contracting and other contracting vehicles to ensure sales growth
• Understand and be knowledgeable about available financing structures and offerings, as well as available grants and incentives in the market
• Assist in the creation and review of project cash flow pro-forma and financial scenarios for customers in conjunction with direct reports, development teams and regional management. Includes evaluation and expectations for project margins, risk of installation, and risk of performance of guarantees
• Deploy productive management of ESG software and processes, including CRM, in order to ensure compliance and direct and indirect reports have the tools do their jobs
• Coach to the acumen of vertical markets, competition, procurement legislation, utility and facility solutions, design build construction and performance contracting methodology
• Work in conjunction with corporate marketing in the development of social media, value creating marketing initiatives and other outreach to potential customers resulting in lead generation
• Assist sales team with building a local ecosystem that results in highly effective prospecting volume
• Assist in preparing and presenting professional proposals addressing all customer needs and concerns, including the development of strategic financial value propositions
• Coordinate and work with ESG sales consultants
• Ensure effective collaboration with regional manager, business unit VP, VP of Sales & Marketing, technical, legal, and corporate financial teams

Your background includes:

• Bachelor's degree in business or related field
• Seven (7) years energy infrastructure modernization solutions and services sales/sales management related experience
• Familiarity with energy infrastructure, engineering / building trades, and mechanical aptitude

A bonus to have:

• Three (3) to five (5) years' management experience (sales management experience preferred)
• Master's Degree in Business Administration (MBA)

What we bring to you:

• Professional growth and development programs including in-depth job training, industry education, professional development, and ongoing career support opportunities
• Medical, Dental, and Vision benefits
• 401(k) Savings Plan
• Paid holidays and paid time off
• Highly competitive salaries and commission structure
• Salary range: $150,000 to $250,000 per year, commensurate with experience

We want you to know:

PacificWest is an Equal Employment Opportunity/Affirmative Action Employer dedicated to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We value talent and understand that our colleagues allow us the opportunity to deliver an exceptional customer experience. We achieve our goals through teamwork and conduct our business with integrity.

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