Field Sales Executive – Navy Systems

Role Overview

• 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)