Background:
The firm is a sustainable energy solutions company focused on High Intensity Discharge (HID) lighting.

Position Overview:
The National Account Manager will report to the VP, Solutions Sales.  The successful candidate will be in a key position to drive the company’s strategy forward and to meet the growth objectives set by senior management and the board of directors.  As a small company with a unique technology, opportunity and challenges, the candidate needs to view this assignment as a new venture startup.  Responsibilities include the development of large, nationally based customers with contacts at the executive level and just under and to leverage the firm's technology and other capabilities to meet the customer’s lighting energy efficiency targets. Additionally, this position is expected to interface regionally with key industry influencers and public opinion leaders to generate awareness to the company and its products and technology.

This role requires hands on, out of the box approach. someone who, along with a small and dedicated support team will be responsible to lead the following:

•    Establish, manage, and lead implementation of sales goals and objectives for all channels, key accounts while providing timely feedback on performance
•    Focus on achieving sales and margin targets as developed with management
•    Develop key accounts across all channels by increasing market penetration and improving sales and profitability
•    Develop profitable new accounts and channels
•    Manage key accounts across all channels of distribution
•    Develop and maintain the sales forecast for key customers and new business initiatives

Specific Duties :
•    Target, solicit and sell complete turnkey solutions to key national accounts.
•    Provide appropriate service to accounts to maintain customer satisfaction.
•    Act as a liaison between departments to ensure customer satisfaction.
•    Develop knowledge of customer groups and programs including markets/channels and their interrelationships.
•    Responsible for accurate forecasting of key customers and channels
•    Generate adequate margins from all accounts and act to continuously maintain or improve margins for the business segment.
•    Manage and lead the development of programs and promotions which improve sales and profits.
•    Manage key customer product mix and make changes as necessary to ensure sales growth
•    Oversee all promotional activities and track sales production.
•    Pricing responsibility for all customers under management
•    Exercise control on expenses incurred including customer program costs and budgets.
•    Follow-up on credit issue with accounts as required through evaluation; advise management of long-term credit risks.
•    Communicate to management competitive action on pricing, product, merchandising, sales, service, or other general programs.
•    Provide strategic direction to counter competitive initiatives.
•    Manage and participate in trade shows as needed.
•    Develop and make customer presentations.
•    Training, development and management of administrative staff and field sales managers.
•    Analyze sales trends; predict market shifts.
•    Construct annual strategic plan for channels and customers under management
•    Asses, rationalize and make recommendations regarding new business opportunities.
•    Develop new business while maintaining and growing existing business
•    Lead in the planning and new business development activities through collaboration with the Waterloo and Master Lock sales teams.
•    Participate in the new product development process by implementing selling strategies and assist in cradle to grave project management of new products.
•    Review sku’s and make recommendations for changes and improvements


Skills and Qualifications:
The ideal candidate for this position will have held a similar role or a business development role, preferably in the related energy saving industries or channel sales expertise to businesses.  S/he will have experience from a fast growing company with multiple sales channels and understanding of the OEM and distribution markets.  S/he will have at least 5 -7 years of experience selling ROI based capital expense based solutions to a wide variety of customer groups. In addition, the successful candidate will likely have a wide network of contacts in the relevant industries.

S/he will be a self-starter with the confidence to drive performance and growth, present themselves, establish credibility, build relationships and handle all aspects of their territory’s sales activities. S/he will be a team player and feel comfortable representing the unique culture and values within the firm, including being open, collaborative, open to challenge of ideas, equitable and trustworthy. The ideal candidate will have a proactive and robust character with a “make it happen” attitude that exhibits initiative and ingenuity.  Importantly,  this individual should possess the personal aspiration to do good and to make a difference. S/he will need to make an immediate impact.  The ideal candidate will relish the opportunity to be measured by her/her performance and rewarded accordingly, with success determined by results and attitude.

Specific competencies being sought include:
•    Entrepreneurial Drive: Desires to build an organization and have an impact. Identifies and capitalizes on opportunities.
•    Results Driven: Rigorously holds oneself and others accountable for achieving high levels of individual and organizational performance.
•    Tenacity/Persistence: Holds steadfast to a view of what must be done.  Pursues goals despite significant obstacles, resistance or competition from others.
•    Self Starter - A high achiever who thrives on a challenge and is comfortable with being measured on results
•    Visionary/Out of the Box Thinker – able to challenge ideas and be challenged. Willing to evaluate different ideas based on logic, facts and smart analysis.
•    Judgment: Makes decisions that balance a variety of factors (e.g., cost, risk, short-term vs. long-term impact) to achieve optimal outcome.
•    Team Work:  Able to foster and build a dynamic team oriented environment across geographies and time zones.  Demonstrates cultural sensitivities.
•    Communication: Communicates energy, intensity and excitement.  Makes a case in a highly articulate and compelling manner.
•    Developing and Leveraging Relationships: Maintains credibility and a strong network within the community of potential customers, and other industry participants and knows how to use relationships to accomplish objectives.
•    Managing Talent: Serves as an effective coach and people developer. Sizes up and leverages the strengths, weaknesses, and styles of others.  Gets personally and actively involved in assessing and influencing the retention of top talent for Virgin Fuels and its portfolio companies.
•    Hands on approach - Enjoys the challenge of working with a smaller company.

Critical Success Factors
•    Applied Intellect – successfully reason, plan, and solve problems for success in this position.
•    Polished and Professional – comes across as a member of an “elite organization” and be able to address all levels of a customer’s organization in an effective and appropriate manner
•    Entrepreneurial and Consultative – gets buy-in from team and can execute without oversight
•    Has systematic approach to penetrating key accounts.
•    Adaptable and Imaginative – remains open to change and can visualize many possibilities to resolve issues and capitalize on opportunities.
•    Multi-tasking – can handle several issues simultaneously and ensure each receives the appropriate amount of attention at the right time.
•    Fact Based Reasoning  - relies on quantifiable data-driven analysis to inform decisions yet is comfortable using intuition when appropriate.

Compensation:
An attractive compensation package, which includes a base salary, incentive compensation, share option plan and benefits.  Compensation will be commensurate with the successful candidate’s experience and skill set.
Get engaged
 
Please submit a cover note and resume with salary expectations to howdy@brightgreentalent.com with the subject heading "10313".

This company is an EQUAL OPPORTUNITY EMPLOYER, committed to diversity and consideration of all applicants for all positions without regard to color, ethnic background, religion, sex, gender identity, sexual orientation, national origin, age, and disability status.

www.brightgreentalent.com