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Sacramento, California – Base salary $60k-$65k plus commission, full-time employment.

About the role

E3 California is a certified small business in our 19th year of operation. We are a green building and performance testing company with extensive experience in multifamily and affordable housing. Our services include assistance with various aspects of the CTCAC and CDLAC Tax Credit Programs process, building simulation energy modeling for Title 24 Energy Code Compliance, third-party testing and diagnostics for building performance, GreenPoint Rater services, energy consulting, and third-party verification for several above-code energy efficiency programs including those administered by the U.S. Department of Housing and Urban Development (HUD), local Housing Authorities, and various Utility Companies.

We are seeking an Operations and Sales Manager to deliver high-quality proposals to our clients, maintain client relationships, and develop business opportunities with new clients. The Sales Manager is the official representative for E3 California when interacting with its clients in project involvement interest inquiries, business development, estimating, and other related areas. The role can be remote but requires periodic travel to company headquarters in Sacramento.

Over the first 8 to 12 months, 75% of time will be devoted to managing our current client base and sales to existing clients, with the remaining 25% focused on developing new accounts. After 12 months, these ratios may shift based on company direction.

Responsibilities

• Manage the proposal process from initial RFP review through submittal of the final executed agreement and participate in the final acceptance meeting and project handoff with Project Managers.
• Assist in the development and adherence to a business development plan, strategically defining service territory, clients’ needs, and project objectives.
• Achieve business development targets and ensure budgeted revenue forecasts are met through strategizing and coordinating estimating and proposal activities, including proposal management, lead time communications, contract execution, and evaluation of market conditions for expansion of service opportunities.
• Lead proposal strategies with the team, understanding key requirements, differentiators, and multiple work scopes across different client sectors.
• Establish competitive and profitable contract parameters, terms, and conditions.
• Maintain records of proposals, client inquiries, sales calls, and potential client contacts to ensure effective and timely follow-up.
• Communicate with existing and new potential clients to increase client retention by providing superior and professional service, including prompt follow-up.
• Monitor and track bid attainment, research lost bids, and conduct market research to improve competitive strategies and techniques.
• Prepare, lead, and report monthly meetings with the E3 California Executive Team on Business Development Key Performance Indicators.
• Participate in trade shows and industry associations to promote E3 California and build new client relationship opportunities.
• Maintain and manage promotional materials and related forms.
• Monitor and manage the ‘Monthly PM & Sales Goals’ document annually and adjust as needed.
• Determine if additional resources are needed to achieve monthly goals and discuss with the Executive Team.
• Coordinate and run quarterly Cashflow Meetings with the Executive Team and Accounting, including setting meeting invites and providing report summaries.
• Ensure each project manager is sending invoice requests to meet monthly goals and determine process changes for efficiency.
• Maintain the ‘Sales Order Timeline’ spreadsheet for quarterly reporting.
• Handle payroll administration, human resources administration, accounts payable and receivable, and office management.
• Oversee certifications, insurance renewals, proposal generation, and special projects.

Requirements

• Bachelor’s degree in business or related field and/or 3 or more years of proposal management and coordination experience for a small business of less than 50 employees, preferably in the architectural community.
• Preferred industry knowledge including but not limited to California Green Building Standards Code (Title 24, Part 11), Energy Efficiency and Green Building, CTCAC, ECC/HERS, Build It Green, LEED, Residential and Commercial New Construction, and Rehabilitation Projects.
• Proficient use of Microsoft Applications and an advanced understanding of electronic communication and record-keeping functions at a current level. Knowledge of various CRM web-based tools is a plus.
• Excellent written and verbal communication skills with the ability to present in front of groups.
• Positive, sales-oriented personality with the ability to work both individually and as a strong team player.
• Strong technical, customer service orientation, and work ethic.
• Self-starter with the ability to thrive in a team environment.

Pay

Base salary of $60,000–$65,000 plus commission.