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Form of workJob Description
Our client is looking for a Sr. Business Development Manager in a remote position to qualify and secure new business in the Western US (about 50% travel). Location - near any major airport from MN to TX and across to the West Coast.
The Senior Business Development & Program Manager is responsible for carrying our messaging, branding and value proposition into the market for our Utility Partners in support of their key Commercial & Industrial customer segments such as hospitals, prisons, universities, and other large commercial and industrial customers. This role relates to our Design-Build-Operate-Maintain solutions such as BESS, microgrids, combined heat and power, or other large scale renewable energy projects. This position will collect warm leads from utilities and qualify potential targets and projects using a consultative, value-based sales approach. The Senior Business Development & Program Manager is responsible for communicating client goals, objectives and success measurement criteria to development and sales support teams so potential project scopes and solutions are aligned with client objectives.
Will communicate client goals to technical support teams so solutions are aligned with client objectives. Will also communicate market pressures to engineering so emerging technologies can be evaluated for deployment in the market.
Upon success in the role, it is expected that the role would gain direct reports in sales and/or project delivery.
Duties:
• Identify a list of potential targets by leveraging utility, supplier, and industry partner relationships. Qualify leads and advancing them thru the sales process. Leads will come from our utility partners that align with our capabilities and solutions sets.
• Work with technical SMEs to identify and create solutions and pricing that meet client benchmarks for project success.
• Work with SMEs to develop contract approaches and strategies to leverage grants/incentives.
• Work with Marketing and Sales to employ collateral, social media, and other strategies.
Background should include:
• Bachelor's degree in business, engineering, or related
• About 10 years (ideally) of consultative sales experience within energy services, sustainable infrastructure, and/or energy resiliency solutions for C&I customer segments including supply side solutions such as Distributed Generation, Microgrids, Co-Gen/Combined Heat & Power, Renewables/Battery Storage (experience solely in demand side solutions such as lighting is not preferred)
• Strong familiarity with the Utility Industry including culture, objectives and business models/drivers
• Proven record of selling complex solutions (EE, Resiliency, Sustainability solutions)
• Effective consultative and value-based sales development, negotiation, and closing techniques; proven ability to communicate value to decision makers
• Have energy, drive, self-motivation
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