Sales Manager

The future is now, Willdan is “Envisioning the Future” of clean energy and infrastructure as well as Sustainability through our work with cities, buildings, and transportation. Willdan is a national leader in energy, engineering, and software consulting services. Since 1964, we have provided all aspects of municipal and infrastructure engineering, including building and safety, public works, public financing, planning, and construction management services. We help engineers, facility owners, municipalities, and utilities meet their long-term goals and transition communities to clean energy and a sustainable future.

 Why Willdan?

• Competitive Salary
• Comprehensive Medical, Dental, and Vision Insurance
• 401K + employer match
• Employee Stock Purchase Program
• Employee Discount Program
• Generous Employee Referral Program
• Opportunities for Career Growth and Development

Summary 

The Sales Manager provides strategic and hands-on leadership for a team of energy efficiency sales professionals, ensuring the successful execution of utility program objectives. This role is responsible for driving sales performance, managing pipelines and forecasts, developing talent, and aligning field operations with contractual, quality, and customer satisfaction requirements. The Sales Manager serves as a critical link between sales, operations, and utility stakeholders to deliver measurable energy savings and program results.  

The successful candidate will be resourceful, solutions-oriented, passionate, and motivated to achieve program goals while providing best-in-class customer service.    

Essential Duties and Responsibilities (Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.) 

• Manage the entire sales program and staff, including lead generation, energy advisors, and administrative personnel.
• Establish and enforce individual and team sales quotas, activity metrics, and performance goals.
• Monitor sales pipelines, proposal volume, close rates, and forecasting accuracy; analyze data to inform staffing and strategy.
• Recruit, hire, onboard, train, and coach sales personnel in coordination with program and HR leadership.
• Provide ongoing coaching in consultative selling, energy efficiency measures, and customer engagement; assist with company-approved training programs.
• Support complex customer engagements, business development efforts, and project closings.
• Ensure all sales activities align with utility contracts, program objectives, and company policies.
• Develop and execute program marketing and outreach strategies; attend community events, trade shows, and educational initiatives.
• Identify and implement process improvements to enhance sales effectiveness and customer experience.
• Prepare internal and utility reporting; ensure timely and accurate data entry for sales and lead generation activities.
• Collaborate with construction teams to meet audit quality and program targets.
• Perform additional duties as needed to support evolving program and business needs.
• All WECO employees are expected to follow company policies and procedures, whether those policies and procedures are established in writing or in practice. All WECO employees must adhere to the highest of ethical standards, respect and cooperation in the workplace and focus on delivering a world-class experience to internal customers and all WECO clients and business partners.

Job Requirements / Qualifications

• Bachelor’s Degree preferred 
• 5 - 10 years sales background 
• 2 - 3 years sales management preferred 
• Knowledge of utility energy efficiency programs (preferred).
• Ability to prioritize multiple projects and deliver high-quality work on time in a fast-paced environment.
• Strong collaboration skills with the ability to engage diverse stakeholders while providing exceptional customer service.
• Understanding of marketing and sales principles, including strategy, tactics, product demonstration, and sales control systems.
• Knowledge of customer service best practices, including needs assessment, quality standards, and satisfaction evaluation.
• Familiarity with business and management principles such as strategic planning, resource allocation, leadership, and team coordination.
• Knowledge of financial principles, including accounting, market analysis, and financial reporting.
• Awareness of media production and communication techniques across written, oral, and visual platforms.

Direct Reports: 

Direct reporting staff of 1 team member; may expand to meet needs of future business growth.