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Position Summary

Senior Account Executive – Federal West - Energy

Accomplished sales leader with a strong track record of driving bookings through strategic relationship management and consultative solution selling to Federal Government clients. Brings extensive experience in securing Energy Savings Performance Contracts (ESPC), renewable energy initiatives, and resiliency-focused infrastructure improvement solutions. This senior-level role focuses on identifying and qualifying opportunities with complex and major accounts across multiple vertical markets throughout the Western region.

Position Details

+ Achieve sales goals by securing profitable work that also supports Southland’s overall business goals.

+ Identifies and qualifies clients to pursue for complex or major accounts across several verticals or multiple geographic markets.

+ Contracts profitable business with qualified clients.

+ Develops a business plan that outlines key strategies and activities necessary to secure work and grow business opportunities.

+ Meets with prospective clients to understand their business needs and provide creative performance-based energy and infrastructure solutions.

+ Proactively qualifies and manages a robust and balanced sales funnel.

+ Provides accurate forecasting of projected bookings using the company’s CRM system.

+ Develops and maintains new and existing client relationships through industry contacts, professional organizations and partnerships.

+ Researches best practices and models behaviors for other team members including peers.

+ Targets contacts and builds long term relationships with policy makers and influential stakeholders within the client and industry vertical markets.

+ Develops project-specific and strategic client pursuit management plans.

+ Engages the necessary internal and external resources to help support the qualification and pursuit of opportunities.

+ Provides guidance, training and coaching to less experienced Account Executives.

Qualifications

+ Significant experience in third party financed performance contracting with excellent ability to develop written proposals that can clearly articulate the benefits of recommendations both technically and financially.

+ Ability to map out a client’s organizational path and understand how the client’s political environment will/can influence the pursuit.

+ Strong interpersonal and communication skills. Effectively works with other people, including teams and groups, formally and informally.

+ Proficient at creating and delivering clear, effective and engaging presentations.

+ Highly effective at time management, prioritizing, and focusing on most important tasks while managing constantchanges in planned schedules to meet prospects’ changing requirements and deadlines.

+ Strong ability to manage large, complex accounts (existing and new) to effectively maintain positive relationships and continued work from the assigned existing client base, while adding new large accounts to the portfolio.

+ Proficient with Microsoft Outlook, Word, Excel, and Power Point.

+ Highly effective collaboration skills internally and externally, with strong problem-solving abilities & an ability to focus on goal achievement.

+ Ability to train and mentor less-experienced Account reps.

+ Exercises initiative and judgement by being proactive in anticipating customer concerns or needs and acting

+ on them.

+ Leads collaborative efforts to solve customer concerns throughout sales and project execution.

+ Aligns the preconstruction team towards the deliverable, sets clear vision and goals, and manages team and client’s expectations.

+ Leads without formal authority; engages others to willingly cooperate and collaborate.

+ Bachelor’s degree from four-year College or University or equivalent combination of education and sales experience.

+ 10+ years’ experience in applicable industry or role combined with proven sales record.

+ Travel up to 50%.

Benefits

As a 100% employee-owned company, we offer a comprehensive benefits package for you and your family:

+ 401(k) plan with **50% company match (no cap)** and immediate 100% vesting

+ Medical, dental, and vision insurance **(100% paid for employee)**

+ Annual bonus program based upon performance, achievement, and company profitability

+ Term life, AD&D insurance, and voluntary life insurance

+ Disability income protection insurance

+ Pre-tax flexible spending plans (health and dependent care)

+ **Paid parental leave**

+ Paid holidays, vacation, and personal time

+ Training/professional development opportunities and company-paid memberships for professional associations and licenses

+ Wellness benefits

About Southland Industries

As one of the nation’s largest MEP companies, Southland Industries is built on the foundation of great people. Since 1949, we have put our people first, enabling growth, professional achievement, and innovation. If you want to join a fast-paced environment where you’re engaged, challenged, and valued, apply now to join our dynamic team.

To learn more about careers at Southland, explore our career opportunities (https://southlandind.foleon.com/experienced-professionals/brochure/) , follow us on social media (https://www.linkedin.com/company/22132/?trk=tyah) , and check out our website (https://southlandind.com/) .

Southland Industries and all its subsidiaries are an **Equal Opportunity Employer** and prohibits discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing our employees with a safe work environment free of discrimination and harassment. All employment decisions at Southland Industries are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, gender, national origin, ancestry, age, disability, medical condition, marital status, family care or medical leave status, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Southland Industries will not tolerate discrimination or harassment based on any of these characteristics.

**Pay:** Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For California, this ranges from $117,000-$176,000 inclusive of annual base salary + commission potential, benefits and retirement program as outlined above.

**Contingent Employment:** All employment offers are contingent upon successful drug tests, background checks, and professional reference checks. Roles that include driving as an essential job duty will be required to have a successful Motor Vehicle Record check (MVR). We are not able to offer sponsorship of employment at this time.

**External Agency Announcement** : Its Southland Industries' policy not to accept candidate submissions from recruiting agencies without an active and authorized work order. Candidate ownership can only be established after a bona fide work order is issued by a member of the Southland Industries Talent Acquisition team and the candidate is appropriately submitted through our Applicant Tracking System (ATS).

Required Skills

Required Experience