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Market Executive

Location: Newton Massachusetts | Job # 732 | Category: Engineering

Our client is a leading provider of sustainability consulting solutions headquartered on the East Coast. They help businesses mitigate risks and improve operations with consulting services that span a broad spectrum of disciplines including environmental, commissioning and energy efficiency, risk assessment, project and program management, safety and compliance. They have 30 years of experience serving companies in the built environment across healthcare, academic, research, life science and commercial sectors nationally.

The Role: 
Reporting to the Chief Sales Officer, the Market Executive will support the Commissioning & Energy Efficiency group but will be expected to develop knowledge about all services provided by the company. The Market Executive will identify new target clients and decision-makers in Northeast, U.S. market area and achieve specified division targets. The Market Executive will uncover prospect needs and work in collaboration with a highly technical team to meet those needs. The Market Executive will advise on enhancements and additions to the roadmap, identify shifting industry trends, recognize new opportunities, and inform the division about competitor’s services. The successful applicant will demonstrate an ability to learn quickly, proactively, and independently, leveraging colleagues and available resources to rapidly ramp-up division sales.

Responsibilities: 

  • Achieve sales goals by driving end-to-end sales processes. 
  • Identify, track, and manage sales pipeline opportunities. 
  • Research markets, prospective clients and partners, competitors, service offerings, pricing, trends, regulatory developments, and news around sectors and services. 
  • Understand and communicate prospective clients’ needs, preferences, behaviors, motivations, and expectations and document client intelligence and market research in tracking systems and internal communications.
  • Collaborate with service leaders and marketing staff to develop clear, concise, and compelling client messaging for use in marketing materials, presentations, and proposals.
  • Promote and enhance brand awareness through presentations, networking, relevant association participation and social media.
  • Reinforce our business integrity and support client retention through positive, professional, respectful, and knowledgeable interactions with clients, partners, and stakeholders.
  • Mentor technical staff to build their business development skills so that they can cross-sell services effectively to existing clients.

Performance Metrics:

  • Achievement of yearly top-line revenue goals.
  • Work sold to new clients, revenue measured by service offering.
  • Ability to meet and exceed targets. 

Personality and Skills: 

  • Must be a self-starter with a hunter sales mentality and a sense of urgency to connect, build relationships, and close business deals. 
  • Consultative sales expertise. 
  • Personal interest in commissioning, engineering, and energy challenges. 
  • Innate curiosity and a natural desire to learn new things, resolve complex problems, anticipate needs, digest information, and provide solutions. 
  • High level skills in building sales pipeline. 
  • Excellent negotiation skills.
  • Excellent interpersonal, verbal, written, and presentation skills. 
  • Positive, professional, and respectful in interactions internally and externally. 
  • Ability to manage time and priorities effectively, proactively communicates challenges, and navigates tasks appropriately. 

Education and Expertise: 

  • Bachelor’s degree preferred in Engineering (mechanical, electrical, civil or process engineering preferred), Business Administration, or related field.  
  • 5-10 years of proven success in a consultative sales role in a professional services field is required (experience in sustainability/construction/engineering consulting preferred).
  • Experience with electric/natural gas utilities or with energy systems and/or emissions is a plus.
  • Background in reading and understanding construction drawings, equipment specifications, and technical reports is a plus. 
  • Proficient in using CRM, Microsoft Word, PowerPoint, and Microsoft Excel. 
  • Experience with Adobe suite, web design, and other marketing and graphics tools is a plus. 
  • Regional travel/limited overnight travel is required.
  • Valid driver’s license and reliable form of transportation is required.

Anticipated compensation $100k-160k plus bonus.

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