National Account Sales Representative

Status: Exempt (Salaried)  

Department: Sales 

Position Summary 

The National Account Sales Representative engages directly with prospective customers in order to communicate the significant value statement for Plug Power system technology and drive revenue growth for the organization by cultivating business relationships.  This role is critical in building trusted and mutually beneficial relationships with the end-users of company technology.  The ideal candidate will possess an in-depth understanding of company technology, superior interpersonal skills, and the highest standards of business integrity.  Plug looks to our Sales Representatives to represent the organization with energy and enthusiasm while helping to deliver superior technological solutions to our customer base within the material handling industry.    

 
Core Duties and Responsibilities 

• Generate leads and work to identify prospective customers for Plug Power fuel cell system technology and our GenKey package 

• Make regular contact with prospective customers to effectively communicate Plug’s value statement and work to cultivate a business relationship 

• Engage prospective customers through progressive steps in the sales process to earn confidence and work towards agreement for purchase orders 

• Utilize a variety of tools and resources in working towards securing purchase orders for the organization including fuel-cell system trials at prospective customer sites, providing tours of existing customer sites for prospective customers, coordinating meetings with stakeholders to discuss Plug Power’s value statement, sharing existing customer testimonials and examples of ROI, and more 

• Use available data to accurately forecast budgets for financial and manufacturing purposes 

• Manage existing customer relationships with a focus upon maximizing customer satisfaction; address any customer concerns and share relevant feedback cross-functionally so that system technology can benefit from continual enhancement 

• Develop a long-term plan for existing customer locations to increase their business relationship with Plug Power thereby helping to ensure a continual revenue stream for the organization and long-term ROI for the customer 

• Engage with cross-functional partners including senior management to develop strategic marketing and sales programs for the organization 

• Take ownership for the satisfaction of each assigned customer account; coordinate efforts as necessary with cross-functional partners to make sure deliverables are always achieved as committed for our customers  

• Work towards exceeding established sales goals for the company; partner with peers within the sales team to share knowledge and experience for the benefit of the cumulative group 

• Provide all relevant data points and feedback gathered through sales interactions to appropriate internal stakeholders in the spirit of improving operations across the company  

• Communicate as needed with internal departments to ensure understanding of the sales process in the field in terms of matters which impact sales metrics 

• Work to help implement new design specifications through a partnership with production and engineering  

• Demonstrate superior project management skills with an ability to clear roadblocks and drive projects to successful implementation 

• Represent Plug Power with the highest levels of professionalism and integrity in all interactions  

• Perform all other duties as assigned by supervisor which may be reasonably assigned in the course of business 

Education and Experience 
 

• BS or BA degree in engineering, marketing, business, or other relevant course of study  

• Salesforce proficiency is preferred  

• 5+ years of relevant work experience in sales; experience within the material handling industry strongly preferred 

• Ability to travel as needed to fulfill project requirements (up to 100%) 

• Dynamic communication abilities; persuasive and energetic  

• Demonstrated business acumen with ability to articulate value statements in meaningful ways to diverse audiences and stakeholders  

• Diligent and persistent in lead generation and customer development activities  

• Strong organizational skills and attention to detail 

• Demonstrated proficiency with project management and team leadership 

• Superior interpersonal skills and communication abilities 

• Role model for high standards of professionalism 

• Results-oriented and driven work style 

• Excellent task-oriented follow-through  

• Exempt employees are expected to work as many hours as is necessary to complete their job responsibilities.  This may require they work more than eight hours a day and more than five days or 40 hours per week.