The AVP, Sales Transformation & Excellence at a first-generation energy solutions company is a senior commercial leadership role responsible for optimizing sales performance across the organization. The role focuses on transforming how sales teams in the energy sector plan, execute, and measure performance, ensuring processes, tools, and capabilities are aligned with market dynamics, regulatory requirements, and energy solutions delivery.

This role does not directly own revenue targets but is critical in enabling the sales organization to deliver predictable results in a fast-evolving energy solutions market. The AVP works closely with senior sales leadership, providing insights, governance, and strategic guidance to strengthen sales effectiveness and operational excellence.


Key Purpose of the Role:

• Lead sales transformation initiatives: Drive change across processes, tools, governance, and capability-building programs tailored to energy solutions sales.
• Increase sales productivity and predictability: Ensure sales teams are equipped to generate high-quality pipelines and meet targets in the energy solutions sector.
• Enable data-driven decision-making: Provide leadership with clear insights and analysis specific to energy markets and solutions.
• Build a culture of excellence: Promote accountability, operational discipline, and continuous improvement throughout the energy sales organization.
• Bridge cross-functional collaboration: Work with marketing, operations, finance, engineering, and supply chain to ensure alignment and seamless execution.

Key Responsibilities:

Sales Strategy Execution & Planning

• Translate business objectives into actionable sales plans: Collaborate with senior leaders to turn strategic energy market priorities into practical sales roadmaps.
• Lead annual and quarterly planning cycles: Ensure targets, territories, and resources are aligned for maximum impact in energy solutions.
• Identify growth opportunities and risks: Analyze trends, pipeline gaps, and market dynamics specific to energy solutions to inform leadership decisions.
• Ensure cross-functional alignment: Connect sales plans with marketing, operations, engineering, and finance initiatives for consistent execution.

Sales Performance Management & Analytics

• Define and track KPIs: Monitor metrics such as pipeline health, conversion rates, project win/loss ratios, and sales productivity.
• Build dashboards and reporting: Provide simple, actionable insights to leadership for timely decision-making.
• Analyze performance trends: Highlight areas of concern and recommend corrective actions tailored to energy projects and solutions.
• Support leadership reviews: Facilitate structured discussions around sales results, performance gaps, and improvement plans.

Sales Process Design & Governance

• Design and improve sales processes: Ensure clear, repeatable processes for pipeline management, deal reviews, and project forecasting.
• Standardize execution practices: Align all teams on sales stages, CRM usage, and governance standards.
• Drive accountability: Monitor adherence to processes and take proactive steps to address gaps.
• Act as escalation point: Provide solutions to process or execution challenges across regions or energy projects.

Sales Enablement & Capability Building

• Develop playbooks and best practices: Create guides specific to energy solutions sales execution.
• Partner with learning teams: Identify capability gaps and design training or coaching interventions relevant to the energy sector.
• Equip sales teams with tools and guidance: Ensure resources are practical, accessible, and aligned to business priorities.
• Reinforce adoption: Monitor implementation of best practices and provide feedback for continuous improvement.

Tools, Systems & CRM Effectiveness

• Own sales systems and CRM processes: Ensure technology supports operational efficiency and insight generation.
• Drive adoption and data quality: Promote accurate and consistent use of tools across energy sales teams.
• Collaborate on system enhancements: Work with tech or IT teams to streamline workflows and improve user experience.
• Simplify reporting: Reduce administrative burden while maintaining visibility into project and solution sales performance.

Cross-Functional Collaboration

• Align sales with other functions: Work closely with marketing, finance, operations, engineering, and supply chain to ensure integrated execution.
• Support commercial initiatives: Provide insights for pricing, project bids, and strategic campaigns.
• Participate in leadership forums: Present analysis, recommendations, and improvement plans to executive stakeholders.
• Strengthen organizational collaboration: Break silos and ensure smooth coordination across departments.

Sales Transformation & Continuous Improvement

• Identify and implement improvements: Recognize inefficiencies, recommend solutions, and drive adoption.
• Lead transformation initiatives: Champion change programs to improve sales effectiveness across energy solutions.
• Introduce best practices: Benchmark against energy industry standards and internal excellence frameworks.
• Promote performance culture: Encourage accountability, continuous learning, and operational discipline.
• Support leadership during growth or change: Ensure transformation efforts align with business strategy and energy market dynamics.

Success Measures:

• Sales productivity improvement: Teams achieve higher output with better efficiency in energy solutions sales.
• Pipeline quality and predictability: More accurate forecasts and healthier project pipelines.
• Process adoption: Consistent use of standardized sales processes and governance.
• Insightful analytics: Leadership has clear visibility into performance and can make informed decisions.
• Cross-functional collaboration: Seamless alignment with marketing, operations, engineering, and finance functions.

Required Experience & Background:

• Sales excellence or transformation expertise: Proven ability to improve sales performance, processes, and planning in energy, utilities, or technical solution sectors.
• Exposure to senior leadership: Comfortable partnering with executive teams and influencing without direct authority.
• Cross-functional initiative experience: Experience leading projects involving multiple departments.
• Strategic and operational balance: Able to think long-term while executing day-to-day initiatives.
• Industry flexibility: Familiarity with energy solutions, renewable energy, or technical B2B sales is highly desirable.