• Junior Consultant

    Ei Corporation
    Job Description
    Job Description For – Junior Consultant
    General Overview of Position:  The Junior Consultant is assigned to an Account Manager. At the direction and under the guidance of the Account Manager, the Junior Consultant (Junior Consultant) works directly with prospects, clients, and industry professionals. The Junior Consultant is focused on the development of new clients and services within their assigned geographical market.  The Junior Consultant manages ongoing relationships with their clients, helping them meet their energy, quality, and financial goals.
    The Junior Consultant must gain over time a deep understanding of their local construction market, codes, and all Ei Companies’ services available in their market. The Junior Junior Consultant is responsible for learning and utilizing the Ei Companies sales process and sales methodology to effectively sell to our industry.
    The Junior Consultant operates on sales plans and strategies worked out by the Account Manager and/or Regional Vice President (RVP).  The Junior Consultants are to execute their plans and report progress to their manager.
    Depending on the maturity and sales totals of each region, the Junior Consultant may have different tools and staff resources to help them sell.   
    Junior Consultant are to maintain high levels of professionalism and self-development. 
    Desired Competencies:
    • Sales
    • Customer Service
    • Analytical Thinking
    • Communication
    • Decision Making
    • Leadership
    Essential Functions of the Job
    • Financial
      • Junior Consultants are responsible for meeting sales goals for Ei Companies assigned to them. Sales are tracked on the company CRM (Salesforce) and Junior Consultants must use their dashboards and forecasts to track and manage sales.
      • Junior Consultants are to comply with the set pricing and gross profit dictated by the Regional Manager/RVP.
      • Junior Consultants must prepare for sales meetings using the Ei sales process and methodology which includes tools to understand your prospect, template presentations, buyer’s matrix, etc. 
    • Planning
      • The Junior Consultant is responsible for attending a daily huddle.
      • The Junior Consultants prepare meetings, agenda’s and sales plans using the company’s selling methodology.
      • Junior Consultants must use forecasts to determine the value of the contracts with Close Dates for Opportunities in the next 2 months to meet the Monthly Sales Goals. The Junior Consultant is responsible for reporting Sales Projections to the Regional Manager/RVP.
      • Junior Consultants are responsible for managing accurate Opportunity close dates and updating Opportunity statuses weekly and have all Opportunities up to date every Friday.
    • Consultation
      • The Junior Consultant is responsible for attending industry events, conferences, and trade shows deemed valuable to marketing and/or the local management team.
      • The Junior Consultants finds prospects and develops them into clients.
      • The Junior Consultant is responsible for identifying new/modified services due to industry changes and evolving client needs.
      • Junior Consultants may receive requests from client to perform services that are unique to the Ei Companies established service menu. The Junior Consultant also may find creative solutions to a client problem.  When a Junior Consultant comes up with one of these possibilities, they can work with the RVP and Operational Vice Presidents (OVPs) to develop and launch it as a new service for Ei Companies.
      • Junior Consultants are responsible for reviewing the pricing of services in the Project Estimator tool to ensure they meet the gross profit requirements. If a service does not meet the gross profit requirement, the Junior Consultant must provide a written business reason to Executive Management for not meeting the goal for the sale to proceed.
    • Client Satisfaction
      • If the Junior Consultant is aware of a client issue or notices that a client is not being responded to timely or adequately, then it is up to the Junior Consultant provide a resolution. All issues that go directly to a department should be shared with the Junior Consultant and escalated within that department

    • KPIs and Metrics:
      • New Sales Monthly
      • New Sales Yearly
      • Win Ratio by Company
      • Pipeline by Company
      • Client and Department Diversification
      • Networking events & meetings
    Growth Path
    • Training Period – 3-6 months. Shadow level 3.
      • Present all Ei services in region
      • Understand Research and Selling tools, process, and methodology
      • Demonstrate deep understanding of the local energy code, incentives, and sustainable programs
    • Level 1 – Junior Consultant Service existing clients under 200 lots year. Meet profitability goals. 1 year at Ei.
    • Level 2 – Junior Consultants Service any client. Meet profitability goal. 2+ years at Ei.
    • Level 3 – Account Manager Service any client. Meet profitability goal. 3+ years at Ei.
    • Junior Consultants can grow into a Account Manager, Regional Manager or Regional Vice President role with endorsement from their manager, proper training and learning plans.
    Reports to: Account Manager
    Education, Experience and Desired Qualifications:
    • 2+ years in outside sales
    • Professional affiliation preferred USGBC, BIA/HBA, local green building and development associations
    • Familiar with building science, construction, and green building programs
    • Previous experience and success in prospecting, qualifying and closing new accounts in the construction industry
    • Strong and effective communicator, both verbally and written, someone who can interface cooperatively with various departments of the company, as well as clients and Junior Consultant teams
    • Intermediate knowledge of Microsoft Office suite and CRMs (preferably Salesforce) applications
    • Ability to utilize independent judgement & make sound decisions
    Supervisory Responsibility: This position has no supervisory responsibilities.

    Work Environment- This job operates in a professional office environment and is expected to make outside sales meetings.  This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

    Physical Demands:
    • While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms. The employee is regularly required to stand or sit and move about the facility.
    Position Type/Expected Hours of Work: This is a full-time position. Days and hours of work are Monday through Friday, 8:00 a.m. to 5 p.m. Occasional evening and weekend work may be required as job duties demand.
    Travel: Position is expected to make day trips to visit clients multiple times a week and 1 weekly meeting in Las Vegas annually. Valid driver’s license and reliable transportation are required.
    Classification: Exempt
    Compensation Structure:
    1. BASE PAY + Commission Structure
      1. Junior Consultant is not eligible for merit-base pay increases.  See current Commission Structure for details.
    2. BONUS
      1. Junior Consultant is eligible for quarterly bonus if Junior Consultant achieves their Sales Goals FOR EACH EI COMPANY in which Sales Goals are established.
    3. Benefits - Medical, Dental, Vision, Voluntary life, Supplemental life, and
      Short-Term Disability
    4. Vacation, Sick, and Bereavement time off
    5. Ten paid major holidays
    Recognition Badges:
    • Most contracts per initiative
    • Monthly and annual Sales goals met in ALL Ei Companies’ product families
    • Meet new client goal monthly and annually
    • Any spiff decided by the Regional VP and up

    AAP/EEO Statement – Ei Companies’ does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.
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