Job Description

Description

ABOUT OUR COMPANY

Clearsight is a rapidly growing industry leader for aerial inspections of electric utility assets. Clearsight operates with core values of safety, excellence, and innovation to perform inspection services for electric utilities across the United States using drones, robots, and software. Clearsight is a wholly owned subsidiary of Constellation Energy, a soon to be Fortune 200 company and the leading clean energy company in the US.

ABOUT THE ROLE

Our Senior Business Development Managers (Sr. BDM) are the backbone of our sales organization. We trust our Sr. BDMs to work independently to build strong trust-based relationships with the senior leaders and decision makers within our utility customers. Our Sr. BDMs area accountable for the entire sales lifecycle from prospecting to closing sales to nurturing and upselling customers. Our Sr. BDMs are expected to understand utility system asset management and industry standards to qualify opportunities and offer our customers the best value proposition. Aside from industry events/conferences, The Sr. BDM makes their own schedule and works remotely. The assigned territory and/or market segment for a Sr. BDM may cover multiple states, so frequent travel is common and should be acceptable. We offer our Sr. BDMs a generous base salary with full benefits, as well as an unmatched commission structure with an attainable sales quota and uncapped earning potential. OTE for our Sr. BDM can range from $200k - $250k.

WHAT YOU WILL BE DOING

First 30 days:

• Complete administrative onboarding, review our existing procedures, become familiar with the systems we use, and seek one-on-one time with key members of our staff and leadership team
• Ask questions, take notes, and study constantly to build up your own knowledge and perspective for what we do and how we serve the utilities market
• Research our competitors and understand how we differentiate our value propositions
• Participate in regular meetings to learn what is going on across our company

30-60 days:

• Attend any scheduled events or conferences during this timeframe
• Seek one-on-one time with our other Sr. BDMs to identify opportunities to shadow them in their sales activities
• Start building your own target account list and estimate the value of opportunities based on the services we provide, knowledge of the market, and publicly available data
• Consult with the Marketing/Sales Support team on materials and resources
• Learn how to provide demonstrations of our proprietary systems

60-90 days:

• Begin prospecting for new leads and/or following up with existing leads that have gone cold
• Collaborate with other Sr. BDMs and the sales support team on proposals and bid packages
• Participate in contract reviews and negotiations

90-120 days:

• By this time, you should have enough first-person perspective to teach us a thing or two; such as providing constructive feedback on ways we could enhance our success rate / avoid mistakes
• First meetings scheduled with prospective customers
• First active opportunities in the pipeline

After 120 days:

• Your dependency on other Sr. BDMs and sales support staff for day-to-day activities should be continually decreasing
• You should be head down in identifying key/strategic accounts and creating account plans
• Continually demonstrate knowledge/proficiency of our service offering, the industry, and customers in your assigned territory/market
• Contribute in cross-functional meetings with your own ideas and solutions
• By the end of your first year, you will have played a part in closing a sale with support of another Sr. BDM

After 1 year:

• You will have a healthy and strong pipeline of opportunities with enough forecast value to attain your assigned quota in your second year
• You will be almost entirely independent in pursuit of your own sales goals
• You will work with the leadership team to keep the company’s revenue forecasts and resource plans up to date

WHAT YOU WILL BE SELLING

Our Sr. BDM sells our proven asset management services including, but not limited to visual drone-based inspections, infrared inspections, wood pole inspections, system inventories/audits, vegetation management, and LiDAR surveys which are oftentimes part of our customers’ enterprise-level objectives. You will leverage existing relationships with decision makers at utilities (investor-owned utilities, rural electric cooperatives, and municipals). Existing knowledge of T&D electrical systems, and experience with aerial inspections is a major plus.

PRIMARY PURPOSE OF POSITION

The Sr. BDM (Cooperatives) assists in delivering on Clearsight’s sales plan to produce revenue. The Sr. BDM is the face of our company with our customers and partners, and the acts as the customer liaison when working with internal groups such as marketing, operations, legal, accounting, as well as external partners. This position reports to the General Manager or the head of sales.

PRIMARY DUTIES AND ACCOUNTABILITIES

1. Build and manage strong, professional relationships with customers, and carry out sales activities including, but not limited to:

• Primary sales focus in Electric Cooperatives in the Northern Central United States

• Follow up on marketing leads, prospecting for leads, qualifying opportunities, negotiating contracts, closing sales, and seeking renewal/upsell/cross-sell opportunities
• Generating compelling proposals and contract documents
• Assist in planning/executing marketing campaigns
• Represent the company at industry events; attend, speak, etc.

2. Maintain accurate and comprehensive records sales activities and provide regular reports to leadership
3. Liaise with other business units and departments as required to conduct sales activities
4. Act as the voice of the customer to inform the leadership team of trends/changes in the market

Qualifications

POSITION SPECIFICATIONS

Minimum:

• 4-year degree in Business, Marketing or a related field
• 5-7 years of relevant business-to-business (B2B) sales experience
• Proven track record of achieving annual sales goals more than $1-2M
• Understanding of B2B commercial procurement processes and interpret/negotiate contracts
• Ability to provide accurate forecasts for sales opportunities in the pipeline
• Excellent interpersonal and communications skills (oral, written, presentation)
• Ability to take initiative and meet deadlines
• Ability to interact and communicate effectively with senior executives
• A high level of independence is critical to this position

Preferred:

• Prior sales experience in the utilities industry
• Existing reputation and relationships in the utility industry
• Experience working in an early-stage company and/or SMB
• Experience with UAS and/or a FAA Part 107 Certified UAS Pilot

Location/Region:

• Northern Central United States (Iowa, Nebraska, Minnesota)