Baker Electric
Commercial Energy Consultant (Construction)
Baker Electric has an exciting opportunity for a Commercial Energy Sales Consultant. Baker was established in 1938, we are stable, growing, award winning, and fourth generation family owned. We offer excellent benefits: Medical, PTO, 401K, Vision, and Dental. Our online rating reviews are averaging a 4.8 out of 5 stars.
The Commercial Energy Sales Consultant is responsible for performing business-to-business (B2B) sales for commercial solar, storage, and renewable service in Baker Electric's territory. You will identify and prospect new clients, build relationships to identify opportunities of referrals and repeat business, and ultimate work to grow the over Commercial Solar sales division.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Perform Business-to-Business (B2B) sales in the Southern California region, specific to the commercial solar and storage industry, including Los Angeles, Riverside, Orange and San Diego Counties.
Generate and present a formal business/prospecting plan each year to exceed your goals
Understand, leverage, and continuously learn from personal KPI's/metrics, such as, close and conversion rates
Understand sales quota and meet or exceed those quotas
Self-generate leads to maintain your pipeline, supplemented by leads provided by the company
Develop leads through cold calling, research, event attendance and networking to exceed and/or meet your business plan goals
Visit client job sites and direct outside sales meetings with clients on a regularly basis
Target solar project sizes in the 100kW-2MW+ ($300,000 - $6,000,000) range
Ensure efficiency and thoroughness during the transition from sale to construction
Understand finance and tax models and help clients choose systems based on the client's requirements (True Lease, Operating Lease, Power Purchase Agreements (PPA) and Pre-Paid PPA's, PACE)
Evaluate finance packages customized for various client types including taxable and nontaxable entities
Prepare professional, accurate and intuitive proposals for customers
Use and understand proposal and utility analysis software, provided by Baker
Maintain company Customer Relations Management system (CRM) regularly and accurately
Utilize company Sharepoint (cloud storage) for all projects
Exude and maintain a positive attitude when working with internal and external customers
Travel outside of San Diego is required in order to cover Baker Electric's entire region
Work both individually and as a team
Key 30, 60, 90 Day Accomplishments
30 Days
Prospecting success plan established
Base metrics (KPI's) established
Basic sales training and software skills established
Company processes understood
Company software/hardware understood
60 Days
60-day activity review, pipeline analysis
Detailed product training
Sales training
Financing
Pipeline review
90 Days
Track conversion rates
Activity Review
Pipeline Review
Continued training as-needed
EXPERIENCE, EDUCATION:
2+ years of outside commercial sales experience in the solar industry preferred
2+ years of experience in B2B sales required
Excellent ability to cultivate and maintain relationships and generate referrals
Be self-motivated with a proven ability and history of qualifying and closing deals
Ability to work in a dynamic, high-energy environment, meet goals and deadlines consistently
Prioritize and multitasking abilities are critical, along with an ability to provide routine reporting and follow-through
Bachelor's Degree in related field preferred – Business, Communications, Economics, etc.
Experience with “consultative” selling
Experience in solar, energy storage, renewables and/or other energy efficiency-related industries
Experience selling projects valued over $250,000
Proficiency in MS Office: Excel, Word, Outlook
Proficiency with a computer and common software (like an internet browser, file browser, photo browser, etc.) Familiarity with
Salesforce and Sharepoint/Office 365 a plus
Exude competencies, such as, work ethics and values, client focus, initiative, attention to detail and problem solving
Although this is an Outside Sales position, must attend required in-office meetings - May be required to travel 75%+
KEY COMPETENCIES / SOFT SKILLS:
Attention to detail –Reviews all relevant information or aspects of a situation before taking action or making a decision. Verifies that work has been done according to procedures and standards. Quickly identifies relevant and irrelevant information when reading complex documents
Client focus –
Keeps clients up-to-date on the progress of the service they are receiving and changes that affect them.
Explores and addresses the unidentified, underlying and long-term client needs.
Acts as a seasoned adviser, providing independent opinion on complex client problems and novel initiatives, and assisting with decision-making.
Acts as the expert, providing the client with specific, measured and metrics-backed information in a way that helps the client make a decision.
Initiative –
Persists when marked difficulties arise.
Suggests ways to achieve better results or add value beyond the current situation.
Creates opportunities to undertake initiatives that will benefit the organization in the near or intermediate term.
Problem solving –
When predefined solutions are not applicable, identifies straightforward; practical solutions.
After implementation, evaluates the effectiveness and efficiency of solutions.
While remaining guided by organizational values, identifies optimal solutions, thinking first in terms of possible approaches and flexibilities in the system vs. blind adherence to rules or procedures.
Work ethics and values –
Seeks to identify and consider different ethical aspects of a situation when making decisions.
Ensures that others understand the organization's ethics and values.
Plays a key role in shaping organizational ethics and values by defining, communicating and consistently exemplifying them.