National Accounts Sales Director (Healthcare)

Nenni and Associates; Kentucky; On-site; USD 90,000 - 130,000; Full time

Job summary

A leading consulting firm is seeking a Sales Director for the Healthcare sector to target and secure project agreements with multi-site companies across North America. The role focuses on developing strong relationships at multiple levels and requires experience in selling services and financial communication skills. Applicants should be prepared to work with C-level executives to drive revenue growth for the company.

Qualifications

• Experience selling services and understanding key financial concepts.
• Ability to develop relationships across multiple levels and functions.

Responsibilities

• Target and secure project agreements with multi-site companies.
• Develop prospects into customers by improving relationships.
• Communicate solutions to buyer groups including C-level executives.

Job description

Position Description

Job Title: Sales Director (Healthcare)

Reports To: Vice President of Sales & Marketing

Position Summary

The Sales Director is responsible for targeting and securing project agreements with specific multi-site national, ESCO, and local companies across North America to achieve personal and Company revenue growth goals. This role develops prospects into customers by continually improving relationships across multiple levels and functions. It requires experience selling services and an understanding of key financial concepts to communicate attractive solutions with buyer groups including C-level executives. The Sales Director must work effectively with prospects, clients, strategic partners, and internal functional groups, and will model the Company values to develop professional credibility, loyalty, trust, and commitment.

Specific Responsibilities

1. Prospect for new customers, including:
   • Identifying prospects that meet target account criteria in terms of customer segment, industry segment, size, and prospect orientation.
   • Collaborating with third-party strategic alliance organizations when necessary to identify new prospects and improve the firm’s position with current prospects. Alliance organizations may include lighting product manufacturers, distributors, energy efficiency consultants, and other non-lighting contractors.
2. Identify and qualify project opportunities with new prospects, including:
   • Developing a thorough understanding of prospect short-term and long-term financial objectives and needs as learned through discussions with prospect’s corporate and decentralized facility, energy, and executive management teams; and/or ESCO corporate and local teams (sales, development, project management).
   • Communicating energy-efficient lighting design-build capabilities to address prospect needs and influence their lighting/energy strategies.
   • Confirming mutual alignment between prospect needs and the firm’s capabilities in scope of work, implementation model, timeline, and financial criteria.
   • Identifying concerns and potential competitors while differentiating solutions based on prospect strategy and needs.
   • Determining prospect key decision makers, financial budget, timing requirements, and other pertinent decision criteria.
   • Conducting non-technical preliminary assessments to estimate project size and energy savings/payback to further qualify prospects before submitting a proposal request to engineering.
   • Executing Engineering Development Agreements with prospects to include audit payment terms where applicable.
3. Lead preparation and delivery of proposals, including:
   • Obtaining information needed by the firm’s departments to complete audits and proposals (e.g., timeline expectations, utility information, MRO information, facility drawings).
   • Communicating proposal strategy with the engineering department regarding prospect needs, proposal format, options, and design choices to maximize the likelihood of securing an agreement.
   • Assisting the engineering department with audits as needed to further penetrate the prospective customer or to obtain competitive information.
   • Assembling the proper team to deliver the proposal and leading the preparation and delivery of the presentation and supporting financial analysis tailored to the prospect.
4. Secure project approval, including:
   • Addressing prospect questions regarding proposed project and outcomes.
   • Negotiating final terms (financial, M&V, light levels, performance, and payment) and obtaining customer agreement to proceed.
   • Acquiring any required customer financial information for proposals to be financed and providing needed corporate/financial documentation about the firm to the prospect, if applicable.
5. Monitor project implementation and close-out phases, including:
   • Participating in internal hand-off meetings between engineering and operations and/or customer pre-construction meetings, where applicable.
   • Working with the operations department to deliver close-out documentation and secure a completed quality control (QC) scorecard for the project.
   • Obtaining a reference letter and/or press release approval for the completed project.
   • Assisting the finance department in the collection of payments when needed.
   • Summarizing key project learnings for the firm, operations, and sales departments to support continual process improvement.
6. Adhere to internal territory planning and administrative tasks, including:
   • Creating an annual sales plan and providing updates on progress versus plan objectives regularly.
   • Maintaining the company CRM database with information including prospect company, contacts, project opportunities, and key activity details.
   • Establishing effective communications with Company Management regarding sales initiatives, strategies, needs, and market intelligence that could affect sales efforts on a regular basis.
   • Managing a personal development plan focused on continual personal growth and improvement.

This description is not intended to include all possible job responsibilities. The Sales Director may perform other job-related tasks as needed.