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in Washington, DC

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Hours Full-time, Part-time
Location Washington, DC
Washington, District of Columbia

About this job

Req ID: 99905

BASIC PURPOSE: Senior regional sales role responsible for a direct contribution to the growth of Trillium’s profits, and market share.  The successful candidate will take responsibility for the eastern US region, and be tasked with acquiring and retaining customers in a highly-competitive market selling alternative fuel products including: refueling infrastructure, alternative transportation fuel, and infrastructure related service products to the (on-road) transportation and logistics industry.   The successful candidate will have responsibility for creating direct company-to-end-user relationships between Trillium and mid-to-large sized fleets in both the private sector and government.  Critical to the candidates success will be working with company leaders, peers, and a well-defined internal support structure/process to identify, filter, prospect and acquire new customers, construct and organize a sales approach to meet the unique needs of each prospective customer, understand the competitive advantages of Trillium’s products, and effectively outsell competitors in head-to-head competition.  The successful candidate will be called upon to provide regional market updates and will participate in the development of sales and marketing strategies aimed at profitably growing the business. 

 

MAJOR RESPONSIBILITIES:

  • Identify, filter and solicit Trillium’s alternative fuel products to mid-to-large sized private and government sector fleet customers.    
  • Participate in the development and implementation of sales strategies with leadership, peers and marketing to meet or exceed annual sales goals.
  • Gather market insight and competitive intelligence.
  • Provide inputs to and final review of pro forma financial models related to company investments that will enhance the business (refueling infrastructure, fuel sales, service products).
  • Develop winning proposals with the assistance of inside sales resources. 
  • Effectively manage leads, opportunities, accounts and deal flow in the company’s Salesforce management software. 
  • Develop knowledge database of the alternative fuels marketplace within the assigned region, including state level incentives and grant programs, and an understanding of trends and market factors and how these relate to sales goals. Translate knowledge into effective sales tactics and strategic insight to share with the broader Company.
  • Gain and maintain a detailed understanding of the company’s functional capabilities.
  • Play an ongoing role in managing customer expectations, ensuring changing customer needs are met, and assist where necessary in addressing any service and operations shortfalls.

 

EDUCATION AND EXPERIENCE:

  • Education:
    • Bachelor’s Degree in Business, Marketing, Engineering, or other Quantitative Business discipline highly preferred.
    • Experience in alternative transportation-based fuels is a plus. 

 

  • Experience:
    • 5+ years’ experience in direct business to business, or, business to government sales experience with total contract values in excess of $250,000 per sale. 
    • Preferred candidate should have experience in at least one or more of the following: performance contracting, renewable fuels, transit or municipal government procurement. 
    • Experience presenting to senior level executives, business owners and/or government agencies is a must.
    • 5+ years’ experience with asset-based financial structuring and metrics with emphasis in sales and project development preferred.
    • Experience negotiating and managing multi-year commodity and/or asset-based leasing agreements is a plus.
    • Direct experience in a Business Development role with long selling cycles involving engineering, asset deployment, and commodity structuring and/or financial applications is a plus.

 

 

SKILLS REQUIRED:

  • Skills:
    • Strong Prospecting and Pipeline development capabilities
    • Hunters capable of selling across a large regional territory.
    • Those candidates with experience or familiarity with Grant programs, Class 7-8 Fleets and/or peripheral organizations within the Alternative Fuels Industry are desired
    • Use of appropriate interpersonal skills and communication methods to build constructive relationships with customers, internal business units, service organizations and other stakeholders to meet shared goals and objectives.
    • Demonstrate cooperation and collaboration while participating in a matrix organizational structure.
    • Makes effective decisions and achieves desired results in the fast-changing alternative fuels marketplace.
    • Seeking candidates who can equally support and promote the corporate and/or business needs and goals as passionately as the needs of the customer.
    • Goal oriented with the ability to harnesses own and others’ energy to drive toward goal alignment; meets or exceeds expectations.
  • Typical Physical Demands:
    • Requires prolonged sitting, some bending and stooping.
    • Occasional lifting up to 25 pounds.
    • Manual dexterity sufficient to operate a computer keyboard and calculator.
    • Requires normal range of hearing and vision.
    • 50-% plus Overnight Travel

Job Function(s): Other

Founded in 1964 by Tom Love, Love’s Family of Companies is headquartered in Oklahoma City, Oklahoma, and remains entirely family owned and operated. With more than 300 locations in 40 states, Love’s approximate growth rate is 20 stores per year. Love’s has consistently ranked in the top 10 on Forbes’ Magazine’s annual listing of America’s largest privately held companies. From the first filling station in Watonga, Oklahoma, the Love’s commitment has remained the same: “Clean Places, Friendly Faces.”