Sales Manager - Western Region

Description and Desired Qualifications

• This very strategic Sales Management position, in our Operations & Maintenance Business Group is responsible for the development of new business in the Western Region or market segment in a manner consistent with the overall goals and objectives of the company. The Sales Manager will manage the sales process from market analysis and revenue forecasting through lead identification and qualification to due diligence, proposal development and pricing and, ultimately, through closure via contract negotiations. This position will also serve as the Client Service Manager (CSM) after contract award as applicable. The Sales Manager may live outside of Corporate Headquarters in Denver, CO which is preferred, but must reside in the Western Region.

Our Sales Manager:

• Leads new business development efforts in assigned geographic region or market segment; leads individual efforts outside assigned area as needed
• Assists in development of company's strategic plan/marketing plan, including developing marketing plan(s) and revenue forecasts for assigned region or market segment
• Identifies and qualifies leads in assigned region or market segment
• Initiates contact with prospective clients and ensures continuity through contract negotiations
• Recommends go/no-go decisions in response to Requests for Qualifications (RFQs) and Requests for Proposals (RFPs) in accordance with established guidelines
• Oversees overall proposal effort for assigned projects, including development of the strategy, technical/delivery approach, and price strategy
• Works with assigned technical, delivery and costing team(s) on due diligence, including coordinating facilities evaluation activities with prospective client staff
• Assists in the negotiation of effective contracts consistent with Operations & Maintenance goals
• Supports Project Delivery team in transitioning/start up of new projects; develops client relationship management strategies to ensure a smooth transition and successful ongoing relationships
• After contract award, serve as the Client Services Manager (CSM) for major projects as applicable
• May work directly with the Regional Vice President of Project Delivery and/or his/her designee on contract renewals and scope expansions for existing clients as applicable
• Coordinates business development efforts with personnel from other [Company] companies; serves as liaison with appropriate [Company] region and/or Business Group
• Prepares and monitors budget for region or market segment, as well as budgets for business development efforts
• Prepares and submits monthly reports on business development activities
• Participates in coordinating conference activities in assigned geographic market segment and/or region, including trade show booths, client hospitality events, and presentations
• Participates in national-level conference activities as needed
• Recommends improvements to business development processes
• Keeps up-to-date on industry and competitor news
• Develops and/or delivers presentations to a variety of audiences to help promote the Operations & Maintenance industry
• Serves on teams for corporate improvement initiatives related to growing and expanding Operations & Maintenance and business, as assigned
• Assists in selecting, evaluating, mentoring, and developing talent to support the future growth of the company
• Actively supports O&M Business Group policies, processes, and programs

Basic Qualifications

• BA/BS degree
• Eight years of experience in Direct Sales in the Operations & Maintenance field or a field very similar
• Direct delivery/operational experience preferred in addition to strong sales experience
• Possess a valid driver's license
• Possess a current US Passport

Preferred Qualifications

• Master’s degree in Business, Marketing, or technical field related to industry
• Completion of O&M Quality Training Program if internal
• 10 years of sales experience in O&M industry including knowledge of delivery, budgeting, project finance, and revenue-forecasting processes
• Experience in writing major and minor proposals, and preparing and delivering presentations
• Experience with sales process from identification and qualification through due diligence and contract negotiations
• Proficient in Microsoft Word, Excel, Outlook and Power Point software
• Superior communication both verbally and in writing
• Ability to coordinate multiple deadlines working with staff at all levels
• Willingness to travel approximately 70 percent of the time, often without notice
• Ability to travel internationally, upon request

Degree Required

• Bachelors or 4 Year Degree

Preferred Years of Experience

• 8+