Hanley Energy is a globally recognized innovator in Critical Power and Energy Management solutions, headquartered in Ireland with divisional offices in the United States, Australia, Germany, South Africa, and the Nordics.
Our core capabilities cover the design, development, supply, installation and commission of turnkey critical power and energy management solutions – from the power grid all the way to the Data Centre IT rack.
Our consulting capability guides clients through the challenges of technology transformation allowing the realization of operational efficiencies underpinned by Lifecycle Management, Service and Maintenance.
In this way, we enable our clients to optimize capital and operational expenditure, reduce energy costs, ensure 100% up-time, and increase operational competitiveness.
Our approach is to develop partnerships with clients, ensuring excellent delivery coupled with cost-effective technology solutions.
Why this role is important to us?
Hanley Energy is seeking a Sales Manager Controls, Key Accounts for our Data Centre Solutions Division based in Ashburn, VA
Reporting to our Global Head of Key Accounts, this position will be responsible for building and expanding relationships with assigned Key Accounts Data Centre clients.
You will be assigned to one or more key client accounts and will be responsible for achieving sales targets, pipeline management, relationship management and strategic account planning while maintaining client satisfaction.
You will provide oversight and guidance to assigned team(s)
Job Qualifications
Account Strategies:
- Be part of executing a multi-year strategic sales plan within your assigned accounts
- Be part of defining sales strategies for individual accounts in order to meet the client’s current business and long-term plans
- Encourage collaborative strategy sessions within the team to leverage diverse perspectives and experiences. Foster an environment where team members can contribute ideas and collectively refine account strategies.
Management
- Foster a culture of continuous learning
- Have regular team and individual meetings to coach and review progress
- Actively seek input and provide input on process improvements and efficiencies
- Implement Weekly Reporting to track individual and team performance against goals, providing a platform for open communication and sharing insights.
- Integrate Forecasting mechanisms to anticipate challenges and opportunities, enabling proactive decision-making.
- Conduct Annual Reviews to comprehensively assess individual and team accomplishments, identify development areas, and set objectives for the upcoming year.
- Provide ongoing Coaching and Mentoring to team members, addressing skill gaps and fostering professional growth.
- Empower team members to actively participate in decision-making processes and contribute to the formulation of team-wide strategies. Encourage a supportive atmosphere where team members can learn from each other.
- Display leadership qualities by setting a positive example, promoting teamwork, and encouraging a high-performance culture within the team.
Sales Targets:
- Attaining sales targets, account coverage objectives, and client satisfaction targets for the account.
- Take accountability for monthly, quarterly, and annual results on specifically assigned product lines, as per the direction of the Global Head of Key Accounts.
- Establish a transparent system for setting and tracking team sales targets, ensuring alignment with individual goals and overall team objectives. Encourage a collective commitment to achieving shared targets.
Account Plan/Account management:
- Create and execution individual account plans for yourself and assigned team member direct reports.
- Oversee account plan creation and execution for team under direct report (if applicable).
- Plan for and suggest contingency plans in the event of potential order shortfalls.
- Facilitate collaborative account planning sessions within the team, leveraging diverse skills and perspectives to create comprehensive plans.
- Encourage the sharing of best practices and lessons learned across team members
Client Relations and Insights:
- Establish and nurture account relationships based on a defined strategy.
- Manage significant client engagements with assistance from various lines of business.
- Cultivate enduring, trusting, and broad-based relationships across the client's organization.
- Develop / maintain detailed understanding of the client’s business strategy, purchasing behavior, and organizational structure.
- Understand the Client CX rating and undertake appropriate actions to ensure engagement and experience trends at a high level.
- Promote a team-wide approach to client relationship management, ensuring that insights and knowledge about clients are shared among team members.
- Encourage collaborative efforts to enhance the overall client experience.
What we value
- Experience in leading global sales teams, fostering a culture of collaboration and transparency.
- Degrees in Business, Sales and/or Marketing are preferred. However, other disciplines will be considered with proven technical selling aptitude.
- Experience is preferred in sales or business development working with clients in the Data Centre market.
- Strong analytical and communication skills are required to determine, evaluate, and report reasons for success or failure of sales efforts, and forecast / communicate changes in client’s buying patterns and product requirements.
- Ability to manage multiple projects while remaining organized and strategic to carry out the sales account plans.
- A team player with high level of dedication
- Ability to work under strict deadlines and priorities workload.
- Flexibility for occasional international and domestic travel.