Entergy
Technical Sales Representative
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Job Title: Technical Sales Rep
Work Place Flexibility: Hybrid
Legal Entity: Entergy Services, LLC This position may be filled in any of the Entergy Arkansas territories.
Job Summary/Purpose
Entergy Power Through is an energy resilience service that offers sustainable backup generation solutions to commercial and industrial customers at a discounted rate. The discount is created by offering generator power to the grid during peak demand times. We partner with external Engineering, Procurement and Construction (EPC) partners, manufacturers, and internal teams to create a unique offering for our customers.
Technical Sales Reps will ensure that the Power Through organization meets the company’s strategic objectives by driving individual project sales. This would include leading customer engagement for assigned territory, working with EPCs to develop individual project scope, design reviews, contract development and customer contract negotiations. Responsible for identifying, managing, and closing competitive sales opportunities for micro-grid/backup generators, as well as building and maintaining strong external relationships with customers in an assigned geographic territory. Overall responsibility is to grow revenue, capital investment and capacity to meet Entergy’s supply plan.
This individual will ensure Power Through meets strategic objectives through external and internal partnerships with external Electrical Engineering Firms, EPCs, Generator Manufacturers, Generator Distributors, End Use Customers, and internal Entergy Customer Service, and Engineering teams by utilizing previous technical knowledge and experience to grow the Power Through fleet. This is a highly visible role that will require a strong mix of business acumen, customer service, sales and technical skills to be successful. This successful candidate must be creative, inquisitive, willing to challenge the status quo, and most importantly thoughtful. Delivers Power Through generators safely, with quality, and at the lowest possible cost. Responsible for ensuring end-to-end customer engagement to meet the programs business objectives, financial forecast (sales, design, contract negotiations, etc.). For assigned territory, works to grow the customer pipeline for new sales opportunities.
Job Duties/Responsibilities
Customer Needs Assessment:
- Engage with customers through customer service and economic development to understand their backup power requirements, including their critical load, runtime needs, and site-specific constraints.
- Conduct thorough assessments of the customer's existing power infrastructure and identify opportunities for backup power solutions.
- Collaborate with the customer to develop tailored proposals that address their unique business continuity and resiliency requirements.
Product Expertise and Consultation:
- Maintain in-depth knowledge of the utility's backup power generation product portfolio, including technical specifications, features, and capabilities.
- Provide expert guidance and recommendations to customers on the selection of the most suitable backup power systems, considering factors such as fuel type, power output, and integration requirements.
- Educate customers on the benefits of the utility's backup power solutions, including improved reliability, energy efficiency, and compliance with regulations.
Project Scoping and Proposal Development:
- In partnership with Engineering Procurement and Construction, Equipment Manufacturers and Distributors teams, develop project scopes, which include load analysis, evaluating distribution interconnection for potential upgrades that lead to a project cost development for the customer.
- Collaborate on the design and sizing of backup power systems, ensuring they meet the customer's power needs and site-specific constraints.
- Prepare detailed project proposals, including equipment specifications, installation requirements, and lifecycle cost analyses.
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Sales Negotiation and Contract Management:
- Engage in sales negotiations with C&I customers, leveraging the utility's competitive advantages and addressing any concerns or objections.
- Collaborate with the utility's legal and procurement teams to finalize sales contracts, ensuring all terms and conditions are clearly defined and mutually agreeable.
Customer Relationship Management:
- Maintain strong relationships with existing C&I customers, proactively addressing their needs and concerns, and identifying opportunities for additional backup power solutions.
- Actively prospect and cultivate new C&I customer relationships, leveraging the utility's brand, technical expertise, and customer-centric approach.
- Collaborate with the utility's marketing and outreach teams to develop and execute targeted campaigns to promote the backup power generation business.
Sales Forecasting and Account Planning:
- Analyze historical sales data, market trends, and customer intelligence to develop accurate short-term and long-term sales forecasts for the Power Through business.
- Collaborate with the product marketing, product management, resource management, supply chain and finance to align sales forecasts with overall business objectives and resource planning.
- Identify and quantify potential risks and uncertainties that could impact sales projections and develop mitigation strategies accordingly.
- Develop comprehensive sales territory and account plans.
- Segment the target market based on factors such as industry, company size, and power requirements, and prioritize high-potential accounts for focused sales efforts.
Sales Pipeline Management:
- Establish and maintain a robust sales pipeline, tracking the progress of opportunities from initial lead generation to contract closure in Salesforce CRM system.
- Regularly review and update the sales pipeline, identifying potential bottlenecks, conversion rates, and areas for improvement.
- Collaborate with the operating companies to ensure a steady flow of qualified leads and opportunities to support the sales pipeline.
Minimum Requirements
Minimum education required of the position
- Bachelor's degree in Engineering, Business, or a related field; advanced degree preferred.
Minimum experience required of the position
- Technical Sales Representative I – 3 - 5 years of experience in technical sales, account management, or project management in the energy, power, or industrial equipment industries.
- Technical Sales Representative II – 5 - 7 years of experience in technical sales, account management, or project management in the energy, power, or industrial equipment industries.
- Technical Sales Representative, Sr. - 7+ years of experience in technical sales, account management, or project management in the energy, power, or industrial equipment industries.
Minimum knowledge, skills and abilities required of the position
- Technical Skills:
- Extensive knowledge of backup power generation technologies and or electric distribution experience.
- Strong technical aptitude and the ability to understand and explain complex power systems and integration requirements.
- Excellent communication, negotiation, and customer relationship management skills.
- Proficient in sales forecasting, pipeline management, and performance tracking.
- Familiarity with relevant industry standards, safety regulations, and utility policies.
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Any certificates, licenses, etc. required for the position
- None
Primary Location: Arkansas-Little Rock
Arkansas : Little Rock
Job Function: Corporate
FLSA Status: Professional
Relocation Option: No Relocation Offered
Union description/code: NON BARGAINING UNIT
Number of Openings: 1
Req ID: 124632
Travel Percentage: Up to 25%
An Equal Opportunity Employer, Minority/Female/Disability/Vets. Please click here to view the EEO page, or see statements below.
EEO Statement:
The Entergy System of Companies provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a protected veteran in accordance with applicable federal, state and local laws. The Entergy System of Companies complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment including, but not limited to, recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. The Entergy System of Companies expressly prohibits any form of unlawful employee harassment based on race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of the Entergy System of Company employees to perform their expected job duties is absolutely not tolerated.
Accessibility:
Entergy provides reasonable accommodations for online applicants. Requests for a reasonable accommodation may be made orally or in writing by an applicant, employee, or third party on his or her behalf. If you are an individual with a disability and you are in need of an accommodation for the recruiting process please click here and provide your name, contact number, the accommodation requested and the requisition number that you are requesting the accommodation for. Employee Services will contact you regarding your request.
Additional Responsibilities:
As a provider of essential services, Entergy expects its employees to be available to work additional hours, to work in alternate locations, and/or to perform additional duties in connection with storms, outages, emergencies, or other situations as deemed necessary by the company. Exempt employees may not be paid overtime associated with such duties.
Know Your Rights: Workplace Discrimination is Illegal
The non-confidential portions of the affirmative action program for individuals with disabilities and protected veterans shall be available for inspection upon request by any employee or applicant for employment. Please contact HRCompliance@entergy.com to schedule a time to review the affirmative action plan during regular office hours.
WORKING CONDITIONS: As a provider of essential services, Entergy expects its employees to be available to work additional hours, to work in alternate locations, and/or to perform additional duties in connection with storms, outages, emergencies, or other situations as deemed necessary by the company. Exempt employees may not be paid overtime associated with such duties.
Please note: Authorization to work in the United States is a precondition to employment in this position. Entergy will not sponsor candidates for work visas for this position.
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