Management

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ID: ASM-ESPA

Morristown, NJ

Area Sales Manager- Energy Solution Sales - Performance Contracting

This position can be located anywhere in Eastern PA, Up-state NY, or NJ

Our Client is a world class employer. They are a global market leader in Building Efficiency and Energy Solutions with over 100,000 employees in 100 countries.

The Sales Manager will provide leadership to manage the Public Sector market sales efforts, activities, and results within assigned area. Assists in the development of, deploys and executes programs, processes, tools to achieve the sales objectives for Public Sector or Local Government market. Analyzes market opportunities, develops and implements strategies to both maximize margins and increase revenue growth. Provides market expertise and sales support to all area offices as required in the K-12 Education or Local Government sector.

PRINCIPAL DUTIES:

  • Delivers planned business results of the assigned areas’ public sector market business plans for all ‘lines of business’. leads Area sales management in the development of the public sector market strategic plan components and annual sales plans.
  • Assists Area based sales members in planning, organizing and building a team to meet business objectives for key and target public sector accounts. Ensures that planned staffing activities occur, including, recruiting, selection, development and succession.
  • Identifies and supports new market opportunities for public sector market sales. Serves as primary link between the Area offices and Controls marketing. Provides market expertise to assist in the development of SSNA K-12 Education value propositions, offerings, strategy.
  • Identifies, develops, and manages strategic regional third party relationships to facilitate public sector business growth, including trade associations, marketing consultants, subcontractors. Owns relationships with identified National K-12 Education associations.
  • Leads assigned areas in regional and local public sector marketing efforts, including regional and local trade shows, participation in relevant public sector associations, advertising, public relations, political activity
  • Identifies requirements and assigns priorities to assist in the development of products, programs, tools, and support requirements.
  • Manages and measures public sector market sales performance to established standards: Sales Management Disciplines (SMD), Total System Support (TSS), Construction Business Development, Sales & Marketing Information System (SMIS), Account Management, etc. Responsible for facilitating consistent public sector market sales processes and offerings across assigned Areas. Assists in the development of and facilitates the implementation of process and productivity measurements and review.
  • Ensures that assigned Areas are engaged in consistent processes to assess public sector market sales performance, including the measurement of individual selling skills, and training inventory. Responsible for sales training programs and their effectiveness.
  • Supports all area offices with strategic K-12 Education accounts and opportunities. Engages in and supports strategic account reviews, critical opportunity reviews, executive level meetings, presentations. Serves as permanent account team member on at least five strategic accounts.
  • Responsible for direct business development and account management for appropriate clients and opportunities.

Qualifications:

  • Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred. Five to eight years of progressive experience and proven sales ability in the sales of building controls and services. Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.

If you are a dynamic, successful, driven professional, this is the company that will further your experience and career growth.

Please send us your resume for Confidential Consideration. All information will not be release unless prior approval!!

Specialties Desired:
BS Degree
Performance Contract Sales

Sales management
PC Sales
Bundled Solutions
C Level Sales
Consultive Sales
Energy Savings
Building Solutions
Energy Solutions
Hospitals
Universities,
State,
Municipalities
Government and Schools
k-12
HUG’s

ID: ESDC MD

Baltimore, MD

Senior Energy Solutions Development Consultant

This position is based in the Baltimore, MD and surrounding region

Our client is a world class employer with over 140,000 employees in 125 countries. They are a global market leader in Building Efficiency and Energy Solutions creating innovative solutions to make cities more connected and buildings more intelligent.

We are currently seeking a Senior Energy Solutions Development Consultant to join this progressive and innovative company.

RESPONSIBILITIES:

  • Under general direction, participates as a leader of the Development Team to achieve department and project objectives on large projects. Leads a team of subject matter experts, development engineers, and strategic partners to create a solution and develop costs and timeline. Serves as a functional expert on all of the company’s service offerings. Supports the team in achieving business goals by following the Solutions Playbook and Best Business Practices methodology. Performs high level analysis, promotes project quality and innovative scope to support closing bundled Performance Contract sales. Supports engineering, process or financial tasks during solution design or during detailed development on large complex projects. Responsible to establish an ongoing partnership with the customer on assigned projects.
  • Leads and mentors Development Engineer III personnel. Provides technical, process or financial support to the Development team lead and/or Solutions Design Specialist during the design process. Assists as needed in developing the customer business case for the conceptual solution.
  • Leads preliminary data collection, auditing and modeling efforts for assigned opportunities.
  • Leads or supports detailed development of projects up to million in total scope. Validates assumptions made during solution design. Builds a detailed development budget and schedule. Works with operations team and outside partners to develop project estimate and scope of work, as well as energy savings and financial models (ROI). Assists in preparing proposals and other customer communication documents. Utilizes specialized functional expertise as a development team member. Acts as domain expert for at least one functional domain.
  • Understands the full range of the company offerings and their applications in customer solutions.
  • Devises multiple offerings to meet specific program requirements as identified by the Solutions Design Specialist.
  • Leads cross-functional teams in the development of multiple components of the bundled sale.
  • Performs detailed engineering or financial analysis to quantify cost savings or other customer benefits. Assists in technical or financial benchmarking as needed. Leads in the development of customer baselines.
  • Provides risk analysis for the complete solution.
  • Presents to technical buyer as required. Assists in presentations to economic buyers or C-level clients.
  • Participates in transition meetings with Operations to ensure project scope and objectives, timeline and customer requirements are properly understood.
  • Responsibility for creating and managing budgets, timelines, and quality of assigned opportunities.
  • Utilizes document management tools and standard company development processes to perform tasks. Will mentor others to maintain high quality work flow and compliance.
  • Develops and maintains relationships with suppliers and vendors as well as customer facility technical managers.
  • Responsible for remaining current with relevant engineering or design standards and practices.
  • Mentors less experienced Program Development staff.
  • Provide post-contract design review support.
  • Actively participates in relevant professional organizations, takes on leads roles within those organizations.
  • Maintains relevant professional certifications and licenses (e.g., Professional Engineering license).
  • Responsible for the promotion and adherence of the company safety policies.

REQUIREMENTS:

  • Bachelor’s degree in Engineering.
  • Minimum of 8 to 15 years experience designing/selling building systems, energy modeling, construction or facility management.
  • Experience in performing building modeling preferred.
  • CEM certification required, LEED AP preferred.
  • Function specific licenses or certifications preferred (e.g. Professional Engineering license for engineering related roles, etc.).
  • Masters in Engineering, MBA or other advanced degree preferred.
  • Demonstrated subject matter expert (SME) in a minimum of 10 Facility Improvement Measured required.
  • Demonstrated vertical market expertise required.
  • Possesses strong analytical capabilities and ability to manage tasks associated with development of projects. Fully competent in analysis and assessment of facility systems.
  • Demonstrated ability to lead engineering teams, work effectively with others, drive for results, and focus on the customer and acts ethically.
  • Has excellent written and verbal communication skills and is comfortable working in customer-facing situations.
  • Solid computer skills, including an understanding of MS Word, MS Excel, MS PowerPoint, MS Project, Solutions Architect, Whole Building Modeling and energy benchmarking tools.

This position offers a excellent compensation and full benefits package.

Please send your resume for confidential consideration. Information will not be released without consent.

SPECIALTIES DESIRED:
BSME, MSME+, MBA+
PE
Professional Engineer
CEM
Certified Energy Manager
LEED AP
Energy Efficiency
Energy Modeling

ID: OM HVAC MN

Minneapolis, MN

Operations Manager - Building Automation HVAC Controls

This position is located in Minneapolis, MN

Our client is a world market leader for safe, energy efficient and environmentally friendly buildings and infrastructure. They are experts in offering fire protection, security, building automation, heating, ventilation and air conditioning (HVAC) and energy management products and services.

Seeking qualified candidates for an Operations Manager in Building Automation HVAC Controls and Construction to manage and direct the tactical activities of specific customer sites. This position will be assigned a total order intake between -M and manages Project Managers and Supervisors.

Responsibilities:

  • Supervises the activities and performance of all project management, system installation and commissioning employees. Provides technical support, expertise, leadership and accountability for installed projects and technical support programs.

  • Plans, organizes, directs and controls all installation activities for assigned projects. Advise management on local operations planning including resource hiring, development and allocation, financial forecasting, monitoring and issue resolution planning.

  • Supervises employees to ensure schedules are maintained and projects proceed according to plans, job specifications and cost estimates. Supervises engineering activities including submittal preparation, material ordering, shipping, labor plans, job site walks, job folder updates and re-estimates. Plans and justifies manpower, staffing requirements, tools, and other appropriate investments for effective and timely execution of assigned work. Provides monthly project estimates and assists in monthly forecasting. Ensures proper job management and cost control by reviewing project financial statements with engineers.

  • Maintains and improves planned and booked margins for projects. Directs and supervises the development of project plans and the use of those plans in the monitoring and control of progress in the execution of the work. Reviews customer feedback and ensures retention of customers and growth goals.

  • Develops manpower schedules and loading to ensure project compliance. Maintains timely communications and harmonious relationships between engineering, operations and sales so that project details, engineering or equipment changes, plan discrepancies or changes can be coordinated to minimize cost and delay throughout the estimating, bidding and operations phases of each project.

  • Builds and maintains an effective operations organization committed to customer and employee satisfaction and profitable growth. Manages or advises on hiring, training and development, allocation and performance assessment of personnel within area of responsibility.

Requirements:

  • Associates degree in Business Administration, or equivalent work experience. Bachelor’s degree in Engineering preferred.
  • 5-7 years hands on experience in the engineering and project management in commercial Building Automation/HVAC Controls.
  • Previous experience supervising employees.
  • Strong understanding of financial reports and ability to implement cost controls.
  • Excellent listening, oral and written communication skills. Excellent organizational skills with the ability to handle multiple tasks and duties effectively.
  • Proficient in Microsoft Office: Word, Excel, Outlook and Project.

This position offers excellent compensation and a full benefits package.

Please send your resume for confidential consideration. Information will not be released without consent.

SPECIALTIES DESIRED:

BS degree + Experience
+ BSME
HVAC
Operations
Management
Building Automation
Controls
Mechanical Contracting
Construction

Click here to apply online

ID: ZOM-Mid-Atlantic

Columbia, MD

Our Client is a leading provider of offering ENERGY solutions. They are one of the Top Energy Service Companies in the US. They have an excellent opportunity for an Energy Operation / Engineering Manager - Mid-Atlantic Region.

THIS ROLE CAN BE BASE IN EITHER NASHVILLE TN or BALTIMORE MD or PITTSBURGH PA, LOUISVILLE KY OR RICHMOND VA

Position Overview

Leads, manages, and oversees Project Development, Energy Engineering, and Performance Assurance of ESCO projects. Drives the successful planning and engineering of all required project development activities leading to achievement of order intake, revenue and profit budgets as well as customer and employee satisfaction goals. Additionally is responsible for the Performance Assurance activities during the Performance Assurance contract to ensure guaranteed energy savings are achieved. This position will manage all Zone Project Development, Energy Engineering and Performance Assurance personnel as a total Zone-level organization either directly or indirectly through managers reporting to this position. Directs all Zone Project Development, Energy Engineering and Performance Assurance activities; ensures the exercising tight cost control and maximizing price realization, margin, and profit and labor utilization.

Responsibilities

• Development of ESCO projects leading to order intake. Develops, implements, assesses and adjusts action plans in order to achieve ESCO order intake plan.
• Builds and maintains an ESCO Project Development, Energy Engineering, and Performance Assurance team committed to customer and employee satisfaction and profitable growth within the Region. Ensures ESCO Project Development, Energy Engineering, and Performance Assurance team’s accountability and employee development through the ongoing Performance Management Process (PMP). Engages and motivates the ESCO Project Development, Energy Engineering, and Performance Assurance team’s focus on goals and objectives achievement. Will work through appropriate Human Resource and company channels to provide the tools, training, and work environment that are necessary for ESCO Engineering employees to be successful.
• Actively manages work-in-progress by meeting regularly with operations leaders. Provides guidance and direction to ensure customer satisfaction. Directs the implementation of operations solutions, Workflow Standards, Top+, best practices and other initiatives.
• Ensures the effectiveness of policies and standards and that Zone activities comply with all standards initiatives. Troubleshoots and resolves most complex problems within multi-departments and/or cross-functional areas. Ensures compliance with all federal and local rules and regulations applicable to the geographic area as well as all company policies and procedures. Acts as a company representative and liaison to customers and local authorities to capitalize on local market opportunities, foster successful relationships and positive public image. Teams with other operating companies to provide total customer solutions in their products and services.
• Reports to GM
• Manages ESCO Project Development, Energy Engineering, and Performance Assurance personnel
• Collaborates with the Solutions and Service Operations Managers, Branch Managers, and other positions reporting to Zone VP to drive strategy
• Work is generally performed in an office environment with a moderate noise level and regular distractions, but off site work will also be a common requirement. A self-directed and self-motivated work approach is necessary.
• Time will be spent at customer locations. That may include time spent on construction sites.
• Is responsible for achievement of Order Intake, Revenue and GM goals for ESCO.
• Span of Control is 5 to 10 Project Developers and Energy Engineers, and 1 Performance Assurance Specialist.

Qualified Applicants must be legally authorized for employment in the Unites States.

Required Knowledge/Skills, Education and Experience

• Bachelor’s degree in Engineering or other related field required.
• 10+ years of successful Energy / Performance Contracting / Project Development experience and successful demonstration of Key Responsibilities and Knowledge as presented above. Demonstrated ability to lead, motivate and direct personnel toward achievement of a common goal. Excellent verbal and written communication skills are required to interact with customers, vendors and employees. Strong business acumen with the ability to understand and manage the dynamics of a complex organization. Travel required.

If you are a dynamic, successful, driven professional, this is the company that will further your experience and career growth.
Please send us your resume for Confidential Consideration. All information will not be release unless prior approval!!

Specialties Desired:
BSME + Experience
P.E. Professional Eng
CEM Certified Energy Manager
Energy Engineer
Energy Manager
Energy Sector
ESCO
Performance Contracting
ESPC
Engineering Design
Facilities Engineering
HVAC

ID: SMES-MID-ATLANTIC

Nashville, TN

Our Client is a leading provider of energy management, building control, and system solutions. They are a leader in the multi-billion dollar North American market for products, systems and services that automate facility infrastructures and ensure their energy efficiency.

THIS ROLE CAN BE BASE IN EITHER NASHVILLE TN or BALTIMORE MD or PITTSBURGH PA, LOUISVILLE KY OR RICHMOND VA

Their mission is optimized facility performance, such as alternative/renewable energy, green and sustainability solutions, innovative financing of energy services. Our Client employs over 7,000 people and provides a full range of services and solutions from more than 100 locations coast-to-coast and reports continued profitable operations and approximately billion in annual U.S. sales.

Currently they have an excellent opportunity to manager the Performance Contracting / Energy Services Group covering the Tennessee & Kentucky markets. This position will be be located in either Louisville, KY or Nashville, TN. the primary focus of the sales manager is to grow the develop a sales team to sell Performance Contracting services to existing and new customers in the Higher Education , K12 and state and local Government markets.

RESPONSIBILITIES INCLUDE:

  • Manage the Energy Solutions sales team ensuring that strong customer relationships are created and maintained while driving the team (and each sales person) to achieve their stated business goals.
  • Ensure coordinated and cooperative effort between Energy Solutions sales team and Energy Solutions operations, as well as other divisions.
  • Identify and set strategic direction of Energy Solutions sales team, based on local market conditions and drivers, company initiatives, competitive relationships. Drive focused approach for the team consistent with this direction to maximize revenue, profit and customer satisfaction.
  • Manage the creation and development of Energy Solutions projects for customers in select vertical markets, such as State and Local Government, Higher Education, Healthcare and K-12.
  • Manage the sales process to ensure customer opportunities are properly qualified prior to investment of resources. Work closely with Energy Solutions Operations to ensure qualified projects are resourced during project development and implementation phases.
  • Recruit, retain, train and mentor sales personnel. Ensure that our sales personnel are skilled in selling the value of our company supported initiatives, such as alternative/renewable energy, green and sustainability solutions, innovative financing and energy services. Create specific and challenging goals consistent with teams strategic direction. Provide candid feedback and coaching throughout the year, as well as formal performance appraisals twice per year. Demonstrate the ability to make changes based on lack of performance, if necessary.
  • Assist sales personnel with networking activities, marketing, customer meetings, proposal development and customer presentations to deliver outstanding customer value. Assist sales personnel in creating sales strategy and setting margins for all solutions and service opportunities. Work with operations to assess risk and provide technical solutions that meet our customers needs.
  • Participate in development of long-range sales planning and growth strategies. Develop detailed sales forecast and provide input to budget.

Requirements include:

  • Bachelors degree in Business Administration, Engineering or other related field.
  • At least 5-7 years of proven sales management experience with.
  • Requires a medium level of related technical and financial expertise. Specific Performance Contracting sales and sales management preferred.
  • Excellent presentation, oral and written communication skills for coaching sales staff and interfacing with customers.
  • Ability to travel up to 30% of time.

If you are a dynamic, successful, driven professional, this is the company that will further your experience and career growth.

Please send us your resume for Confidential Consideration. All information will not be released unless prior approval is given!!