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)