Job Description

Role Summary:
The Commercial Business Development Manager will provide leadership and account management to drive profitable revenue growth across the full spectrum of Dovetail products and solutions within the assigned territory and markets. The position entails identifying opportunities, executing targeted sales activities, and managing client relationships. The role also involves developing and applying industry and product knowledge to address client renewable energy needs, ensuring effective communication with company resources, and contributing to continuous business.

Position requires:

Opportunity identification and development, targeted sales activities to propose and secure high-quality orders for systems, services and components, and account management
Developing, maintaining and applying Industry and Product knowledge/problem-solving/solution skills to address client renewable energy needs.
Effective communication with the other company resources and management to close business; enable smooth, profitable project implementation; and build on-going customer satisfaction. Also provide management feedback on opportunities to improve business operations and enhance product and service offerings.
Major Duties and Responsibilities:
Develop business plans for territory and target markets to meet or exceed sales, profitability and customer satisfaction objectives.
Execute tactical sales activities, including follow up on sales leads, make targeted cold calls, develop proposals, meet with prospects, etc.
Conduct customer Site Visits where detailed requirements are obtained and documented for client systems.
Lead the effort to develop and deliver sales proposals for your projects.
Market Dovetail at various trade shows, workshops and forums
Speak or participate on panels at various educational forums as directed by Dovetail management.
Provide regular sales forecasts and reports, and feedback on marketing, product and system offerings and operations
Ensure customer expectations are met or exceeded.
Manage interface between the customer account, Dovetail staff, and business partners for effective, professional implementation of client projects.

Key Accountabilities:

Meet or exceed target sales revenue goals by identifying and closing business with new and previous clients.
Understand customer business and service requirements in order to develop "tailored" Dovetail systems solutions.
Introduce and explain to clients the products and services that match business needs.
Document client and system requirements and communicate them effectively to the Dovetail design and implementation team
Monitor client project implementations to meet or exceed customer expectations and ensure their satisfaction
Successfully establish each customer as a positive Reference.

Qualifications/Necessary Skills:

Attention to Detail:
Able to be alert in a high-risk environment.
Follow detailed procedures and ensure accuracy in documentation and data.
Concentrate on routine work details and organize and maintain a system of records.
Business Acumen.
Communication:
Able to clearly present information through written and verbal communications.
Read and interpret complex information.
Conflict Management:
Able to use a win-win approach to resolve controversy.
Stay objective and fair when dealing with sensitive situations.
Maintain constructive working relationships despite disagreement.
Decision Making & Problem Solving:
Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues.
Able to use reason, even when dealing with emotional topics.
Review facts and weigh options.
Influence and Persuasion:
Able to convince others in both positive and negative circumstances.
Use tact when expressing ideas or options.
Present new ideas to authority figures.
Adapt presentations to suit a particular audience.
Respond to objections successfully.
Integrity:
Able to be tactful, maintain confidences, and foster an ethical work environment.
Prevent inappropriate behavior by coworkers.
Give proper credit to others.
Handle all situations honestly.
Teamwork:
Able to share due credit with coworkers.
Display enthusiasm and promote a friendly group working environment.
Work closely with other Dovetail individuals and departments as necessary, support group decisions and solicit options from coworkers.
Display team spirit.
Negotiating:
Able to obtain agreement from multiple parties.
Earn trust while working out a deal.
Use good timing and carefully calculated strategies when bargaining.
Communicate high value of components, systems and services.
Identify hidden agendas that might interfere with resolution of terms.
Planning, Prioritizing & Goal Setting:
Able to prepare for emerging customer needs.
Manage multiple projects.
Determine project urgency in a meaningful and practical way.
Use goals to guide actions and create detailed action plans.
Organize and schedule people and tasks.
Relationship Management:
Able to develop rapport with others and recognize their concerns and feelings.
Build and maintain long-term associations based on trust.
Technical Knowledge Other Requirements:
Solid understanding of solar and wind systems, site requirements, and their key design criteria
Familiarity with building electrical and HVAC systems and their relevant system characteristics and industry codes
Familiarity with sustainable building design and key technologies
Ability to develop and convey business cost justification and return on investment assessments
Fluent with common office communication software, financial analysis and presentation technologies
At least 3 years selling and account relationship management experience with commercial and/or non-profit organizations.
History and track record of consistent achievement of sales revenue objectives.
Demonstrated ability to develop and implement account plans.
Demonstrated ability to provide ongoing account management.
Experience working with client senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results.
Excellent presentation skills.
Strong team building skills and ability to resolve conflict situations.
Superior professional presence and business acumen.