Job Title: Senior Account Executive – Sustainable Infrastructure
Location: Memphis TN, Little Rock, AR, or Northern Mississippi. Will entertain Nashville, TN for the right person.  
Salary: Between $120,000 – $150,000 + commissions + annual bonus
Work Authorization: Eligible to work in the United States
 
 
Manager Notes:

• This role is 100% virtual, work from home. However, will be driving two to three days a week for client meetings (two to three hours distance between Little Rock, Memphis, Northern Mississippi areas)
• In first 12 month, expect someone to sell 3 million in Revenue… After Year one, the targeted revenue goal is between $5 M to 8 million in Revenue
• After year two, targeting 10 million + in revenue
• The Sales Leader is targeting a Sr. Account Executive to take over an area that is truly established. “Handing over the keys to a corvette”. Need someone to start the Corvette and “Lets Go”. 
• Seeking top performers and this individual will be well compensated. (Competitive Base Salary, Good commission plan, year end bonus)
• My client will provide a company car (Toyota Camery or Ford Maverick) / Will consider offering mileage in stead of a vehicle.  (Max amount per day is capped)

Job Description:
Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote my clients value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Also evaluates opportunities to alternatively position design-build and Energy-as-a-Service (EaaS). Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Focus on existing and target customers in several vertical markets – K12, local government, utilities, and community colleges. The territory within my clients MidSouth market is middle and western Tennessee, Arkansas and northern Mississippi. Candidate would ideally live in Memphis, TN, but could also reside in Little Rock, AR or Northern Mississippi.

How you will do it

• Sells, with minimal supervision, my client’s offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
• Sells, renews and expands service agreements, including multi-year agreements, to both new and existing customer while positioning EaaS offerings.
• Builds partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of offerings.
• Manages ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listens, probes, and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
• Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.
• Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates my clients services and products from competitors based on business benefits and knowledge of competitor's business strategies.
• Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and my client receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by my clients sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc.
• Effectively writes, presents, and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
• Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify) to plan and document progress as well as increase business opportunity in accounts. Leverages my clients sales process to gain progressive commitments from the customer.
• Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.
• Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship within my client’s branch systems and service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
• Acts as the customer's advocate in interactions within my client’s organization to ensure the customer obtains the best value from the MY CLIENT offerings. Sets appropriate customer expectations within my client’s product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.
• Assists in the development of the Midsouth team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies. Comfortable using generative AI tools in research and positioning of value proposition.
• Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
• Attends and presents at vertical market specific trade show. Participates in professional organizations.

What we look for

• Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative, and interpersonal communications skills.
• Ability to lead development teams on specific opportunities in matrix organization.
• Commitment to achieving sales results.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

 
About INSPYR Solutions
Technology is our focus and quality is our commitment. As a national expert in delivering flexible technology and talent solutions, we strategically align industry and technical expertise with our clients' business objectives and cultural needs. Our solutions are tailored to each client and include a wide variety of professional services, project, and talent solutions. By always striving for excellence and focusing on the human aspect of our business, we work seamlessly with our talent and clients to match the right solutions to the right opportunities. Learn more about us at inspyrsolutions.com.

INSPYR Solutions provides Equal Employment Opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, INSPYR Solutions complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.
 
 

Information collected and processed through your application with INSPYR Solutions (including any job applications you choose to submit) is subject to INSPYR Solutions’ Privacy Policy and INSPYR Solutions’ AI and Automated Employment Decision Tool Policy: https://www.inspyrsolutions.com/policies/. By submitting an application, you are consenting to being contacted by INSPYR Solutions through phone, email, or text.

25-17533