Project Sales Account Manager

Company: SMA America
Location: Rocklin
Posted on: January 8, 2021

Job Description:

The Project Sales Manager - Energy Storage is responsible for identifying and developing major strategic customer business partnerships, driving market technology alignment and profitable sales of company Storage Equipment and Energy Management Solutions to key targeted Strategic Accounts (Solar/Storage project Developers, EPCs, Utilities, IPPs, End Users, Asset Owners) within the assigned territory.PRIMARY DUTIES / RESPONSIBILITIES

• Thorough understanding of customer strategies, priorities, organization and methodologies.
• Develops effective long-term strategic plans to capture majority project pipeline share, maximize sales revenue and project win opportunities.
• Complex solutions selling approach required to drive technology alignment and forward roadmap development.
• Develops strong relationships with internal colleagues and external stakeholders, with solid communication and interpersonal skills at all relevant levels throughout internal and target organizations and functional departments.
• Actively drives sales performance, logging activities in online systems with thorough organization skills and direct Management reporting.
• Implements and improves sales cycle, systems and processes as required to drive improved effectiveness and profitability.
• Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base.
• Coordinating, facilitating and managing all activities for selected target customers.
• Develops comprehensive Business Cases/Strategic Marketing plans to feed market input/industry data/customer requirements into internal Business Unit product/solutions design cycle and development teams.
• Ensures successful company positioning of most appropriate market-driven, customer-centric focused solutions.
• Actively engages/participates in determining company's forward Storage/Emery Management technology roadmap and design/development activities.
• Actively owns, drives and manages monthly pipeline business forecast and addresses any issues for successful, timely company and customer resolution.
• Attendance at relevant Trade Shows, Conferences, Seminars and industry events as required.
• Other duties as maybe required or assigned.REQUIRED TRAINING (TYPE / DURATION / FIELD / ADDITIONAL TRAINING)
  • Bachelor's degree in a technical field is required.
  • Masters/Post Grad training, certification, Renewable Energy qualifications preferred.
  • Direct experience in the Storage/Energy Management sector preferred.
  • Electrical Engineering qualifications with complex electrical systems design experience preferred.REQUIRED RELEVANT PROFESSIONAL EXPERIENCE (TYPE / DURATION)
    • 10 years' successful, demonstrable sales, business development, product management, engineering management experience in advanced technology industries with strong engineering bias.
    • 10 years' experience in electrical systems engineering/design in Solar/PV or related field including process industry.
    • Proven track record of managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers..
    • Understanding of, and lengthy prior engagement with, Utilities/IPPs and End Users required.
    • Understanding of/familiarity with operation of Utility Grids, Microgrids, power plants, energy transmission, delivery and associated services/aspects.
    • Must have experience working with/for Utilities, End Users, software controls system integrators, battery vendors in Renewable Energy, Solar, Storage markets.
    • Requires extensive, influential network of senior-level key industry contacts, understanding of market trends/industry drivers and full system Energy Storage technology roadmaps.

Keywords: SMA America, Rocklin , Project Sales Account Manager, Executive , Rocklin, California