Field Sales Executive – Navy Systems
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Job Description
Field Sales Executive generating sales for Navy Systems HVAC&R repair and modernization services to U.S. Navy customers. Collaborating with operations team and managing key customer relationships in the Norfolk region.
Responsibilities:
- Responsible for the sale of JCNS HVAC&R repair/modernization service offerings to U.S. Navy customers within a specified geographic region
- Consult on technical solutions that improve shipboard HVAC&R performance, reduce energy and lifecycle costs, increase energy resiliency, and otherwise enhance mission assurance
- Use account management disciplines to understand customers’ goals, and to build and manage long-term customer relationships within key and target accounts
- Address customers’ operational and performance objectives by recommending and delivering comprehensive and innovative solutions
- Develop preventative maintenance service agreements within assigned accounts
- Focus on improving the availability of existing equipment to achieve U.S. Navy objectives
- Develop budgets and pricing and help customers quantify the business case to secure budget approval
- Educate customers on Federal or Navy-specific funding programs or IDIQ contract vehicles that may support their goals
- Create competitive, high quality and timely estimates, proposals, and cost/benefit analysis
- Effectively writes and presents proposals
- Execute the sales process to cultivate, qualify and close new sales opportunities
- Manage the high activity of the pipeline in CRM tools with a focus on sales phase, close date, and probability of a close
- Build and maintain thorough account relationships coupled with strategic account planning to methodically and reliably achieve business expansion within accounts
- Collaborate with and support JCFS’ Norfolk operations team in the development and delivery of projects to ensure customer satisfaction
- Actively participate in professional organizations, conferences, expert panels, and other industry events to demonstrate innovation and thought leadership
Requirements:
- 5+ years of progressive field sales experience
- Demonstrated subject matter expertise in energy management and HVAC systems
- Excellent initiative and interpersonal communications skills; both written and verbal
- Demonstrated ability to influence account decision makers at key levels, preferably at the C and D levels
- Proficiency with U.S. Federal Government agency budgeting and contracting (acquisition) processes
- Proficiency with Microsoft Office products (Word, Excel, PowerPoint, Project), Outlook, and general Windows environment
- The ability to obtain and maintain required government security clearances as needed
- Ability to travel within the region up to 50%
Benefits:
- Eligible for benefits on first day of employment
- 3 weeks of paid vacation
- 5 sick days
- 3 floating holidays
- 10 standard holidays per calendar year (6.5 weeks in total)
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