Description:
This job is responsible for managing a designated territory and identifying and developing opportunities to sell the full portfolio of Entergy offerings (from outdoor lighting and generator sales to the eTech program which promotes the adoption of electric-powered alternatives) to commercial, industrial, and public sector customers. Employees in this role manage the on-going business relationships with an assigned customer base by maintaining regular contact, promoting incremental products and services, resolving customer issues, and managing existing accounts to ensure growth targets are achieved.
Job Duties/Responsibilities
- Maximizes sales through effective territory management.
- Demonstrates technical selling skills and product knowledge.
- Develops and implements strategies for expanding the company's customer base
- As an individual contributor, must have the ability to initiate, vet and develop business opportunities within the targeted segment and to manage the use of supporting engineering, customer service and operations resources effectively and efficiently
- Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers.
- Develops, maintains, and manages a sales pipeline in support of assigned business goals and objectives
- Utilizes a database of qualified leads through referrals, telephone canvassing, face to face, cold calling, direct mail, email, and networking. Secures and maintains contracts. Maintain contact with clients in the market area to ensure high levels of customer satisfaction.
- Creates and conducts effective proposal presentations and RFP responses that provide solutions to customer applications.
- Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, contracts and follow-up activities within their assigned territory.
- Performs lead role during periods of supervisor absence and may be asked to lead cross functional meetings or teams. Takes lead in development of departmental processes, oversight of large projects, and produces reports of professional quality.
- Provides training for new Sales Reps, external customers and field operations on a variety of related topics. Identifies gaps in knowledge and processes and leads efforts to develop/ implement resolutions.
Minimum Requirements
Minimum education required of the position
- Sales Rep: Bachelor's degree or equivalent work experience.
- Sales Rep Sr: Bachelor’s degree or 7+ years’ experience in technical sales, MBA desired.
Minimum experience required of the position
- Sales Rep: 2+ years of experience in sales.
- Sales Rep Sr: 7-9 years of experience in sales. Technical sales experience desired with utility or energy industry experience a plus.
Minimum knowledge, skills, and abilities required of the position
Complete understanding of pricing and proposal models. Experience with managing internal suppliers and external product vendors. Strong understanding of customer and market dynamics and requirements. Willingness to travel. Demonstrated ability to achieve sales quota and/or sales results.