Senior Commercial and Industrial Utility Sales Representative

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Position yourself as a reliable advisor to executive-level decision-makers concerning outcome-driven facility solutions that facilitate their specific mission and drive success.

• Arrange introductory meetings with top-level decision-makers to explore business solutions, including the enhancement, repair, and modernization of their facility infrastructure.

• Enter new markets or accounts, identify and cultivate relationships with key decision-makers, discover new business opportunities, propose unique solutions, negotiate deals, and secure business. Engage at various levels within target customer organizations.

• Build and showcase a robust understanding of the customer’s business. Identify areas where Honeywell can deliver value through technology, solutions, and resources.

• Organize customer-facing and internal initiatives to craft compelling value propositions and proposals that secure orders and meet or surpass targets.

• Utilize top-tier sales methodologies to maximize sales potential. Adhere to the Sales Operating System (SOS) with a focus on disciplined use of our CRM, precise weekly forecasting, monthly pipeline evaluations, and quarterly plans.

• Lead a cross-functional support team to create comprehensive proposals that encompass technical solutions, financial strategies, overall cost savings, and reductions in greenhouse gas emissions.

• Maintain a thorough understanding of the emerging renewable energy market, off-grid generation/storage, LEED accreditation, and carbon monetization.

• Manage a disciplined sales process that delivers value to clients by heavily relying on financial drivers and mutually agreed development milestones and requirements.

• Employ consultative selling techniques to identify customer challenges and needs regarding financial, carbon reduction, resilience, and technology objectives.

• Willingness to travel as needed, up to 30%.

⛳️ Requirements

• Bachelor's/Technical Degree or 7+ years of sales experience.

• At least 5 years of complex sales and/or business development experience in one or more of the following vertical markets: industrial, pharmaceutical, high-tech manufacturing, and commercial buildings.

• 3 years of experience in an Energy Service Company (ESCO).

• Proven track record of penetrating new accounts, engaging with upper-level management, and generating a pipeline of opportunities that convert into orders.

• Experience in developing distributed energy resource projects, including solar PV, microgrids, and Combined Heat and Power generation assets.

• Previous experience leading a technical team in delivering projects that effectively addressed unique customer initiatives and objectives.

• Demonstrated understanding of alternative project delivery models such as Energy Service Agreements, Power Purchase Agreements, and Energy Savings Performance Contracts.

🏝️ Benefits

• Employer-subsidized Medical, Dental, Vision, and Life Insurance.

• Short-Term and Long-Term Disability.

• 401(k) match.

• Flexible Spending Accounts.

• Health Savings Accounts.

• Employee Assistance Program (EAP).

• Educational Assistance.

• Parental Leave.

• Paid Time Off (for vacation, personal business, sick time, and parental leave).

• 12 Paid Holidays.