Sales

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ID: BD AE CELT

Richmond, VA

Account Executive – Energy Solutions

This position can be home-based with-in the mid-Atlantic and/or southeastern territory

Our client is an independent national consulting firm founded to help energy users and associated organizations maximize their cost reduction and productivity benefits in the ever-changing energy marketplace. The firm provides services to government, institutional, large commercial, industrial, and small business clients. We are seeking an experienced Account Executive to improve the company’s market position and achieve financial growth.

The ideal candidate will have an established pipeline of potential projects, will thoroughly understand the various types of energy services that exist in the marketplace, such as Energy Service Performance Contracting (ESPC), other energy services such as ASHRAE Energy Audits, Measurement and Verification (M&V) services, Energy Sustainability and Resilience, Solar Photovoltaic (PV) systems, etc.

Key Responsibilities

  • Report directly to the President
  • Handle all phases of the business development process including prospecting, qualifying, progressing and closing new business opportunities
  • Establish and build relationships with decision makers
  • Understand and articulate what we do and how we do it
  • Manage the full life cycle of the proposal process, RFI and RFP responses, prepare and administer work plans with team assignments, kick-off meetings, status calls, proposal development, proposal writing, production, submission, customer presentation meetings and debriefs
  • Develop and maintain proposal generation tools, templates, etc.
  • Track and report on the business development pipeline
  • Provide input and assist with the development, compilation, and updating of the company’s marketing documents: proposals, qualification materials and presentations

Qualifications:

  • * Bachelor’s Degree in Engineering, Business or related degree with the right blend of work experience
  • * 5 years or more consultative sales experience with a solid track record of meeting goals and closing new business
  • * Proficiency in Microsoft Office including Word, Excel, PowerPoint
  • * Ability to multi-task and work with aggressive deadlines as required
  • * Goal driven and ambitious
  • * Excellent computer research, communication and writing skills
  • * Ability to work independently, as a lead or a team member
  • * Demonstrated ability to produce proposals and professional presentations
  • * Extremely detail-oriented with superb organizational skills and strong follow through
  • * Must be willing to travel regionally as required
  • * Candidates with experience working with ESCO's and performance contracting desired
  • * The ideal candidate will have an established pipeline of potential projects as well as an established portfolio of potential clients, contacts, and network associates that will continue to fuel the sales funnel
  • * Experience working with Federal Government Agencies, including General Services Administration (GSA) schedules, FARs and related procurement processes a plus
  • * Experience with working in the MUSH market desired

Excellent compensation and benefits package!

Please send your resume for confidential consideration. Information will not be released with your prior consent.

SPECIALTIES DESIRED:

BS degree
Sales
Performance Contract
Bundled Solutions
Consultative Sales
Building Solutions
Energy Solutions
Energy Savings
Energy Efficiency
Municipalities
Universities
Hospitals
Government
School
K-12
HUGs
MUSH

Click here to apply online

ID: DB SE ALB

Albany, NY

Sales - Account Executive - HVAC

This position is located in Albany, NY

Our Client is a leading provider of Mechanical Design / Build and ENERGY solutions in the up-state NY region. They are one of the top companies in the area.


Summary:
Responsible for acquiring negotiated and invitation to bid sales of design / build mechanical / HVAC projects as part of the sale. The individual will be required to meet individual sales targets and annual growth rate as outlined by management. The sale will be direct to end users, construction managers, developers and building operators.


Responsibilities: The key requirements include, but are not limited to:

  • Primary responsibility is to initiate new prospects for our design build offering.
  • Develop sales strategies to meet sales goals and ensure peak performance.
  • Lead the sales process from initial contract through successful deal closure and booking.
  • Build and maintain key customer relationships to successfully acquire positive references to generate additional design build sales.
  • Maximize sales by regularly connecting with well-established customers to maintain current relationships and identify market opportunities with new customers.
  • Maintain a continuous sales funnel and update as directed by management.
  • Utilize operations (designers, project managers & specialist) as a resource in the selling process.
  • Become active in industry related organizations and with market organizations that you are primarily selling.
  • Work in a team environment that includes managers, sales, estimating, design / CADD, construction & service personnel to drive business offerings.


Experience and Requirements:

  • Ability to manage complex sales that include financial, political, technical and procurement strategies.
  • Ability to work collaboratively with colleagues and staff to create results driven, team oriented environment.
  • Typically, 3 - 8 years of successful experience in executive level selling of design / build mechanical / HVAC Systems and Service.
  • Willingness to travel throughout the Northeast as a sales coverage territory.


Education
:

  • BS/BA in related discipline or demonstrated industry experience is highly desirable, and certification may be required in some areas.


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. Information will not be released without prior approval!!

SPECIALTIES DESIRED:

BS/BA degree
Solution Sales
HVAC

Mechanical design

Click here to apply online

ID: AE LS NYC

Brooklyn, NY

Account Executive – Lighting Retrofit & Controls


Our client is a highly successful, top tier national lighting retrofit, building automation and energy intelligence services company that provides enterprise-wide, multi-site turnkey upgrade solutions for its clients across the U.S. Due to recent growth and expansion they are seeking an Account Executive with solid C-level sales experience and a demonstrated track record for their greater New York City territory.

The Account Executive will develop prospects into customers by working with C- and D-level decision-makers. The position requires a minimum of five years of experience selling solution-oriented services, preferably related to lighting and/or other energy efficiency measures, a demonstrated strong sales track record, a strong industry network, and an understanding of and ability to communicate key financial concepts to clients. The Account Executive will work independently and must also be able to work effectively with the functional teams within the company in the development of opportunities and proposals.

RESPONSIBILITIES

  • Work with the senior leadership team to create a go-to-market strategy and sales plan for lighting retrofit and controls project opportunities.
  • Increasing the company’s visibility in this market, positioning the company as a leading energy solutions firm.
  • Actively managing the full sales cycle from prospecting to contract negotiation, including:
    • Establishing a customer base and building out the sales funnel. Continuing to feed the funnel through ongoing business development activities and by leveraging contacts to source new leads.
    • Meeting regularly with prospects to evaluate their needs and introduce the company’s value proposition. Working with the in-house lighting project development team to assess, clarify, and validate client needs at the outset of the relationship and on an ongoing basis.
    • Building and maintaining strong relationships with clients at the appropriate decision-making level to enhance client retention, enable cross selling and up-selling and create new sales opportunities through referrals and references.
    • Collaborating with operations team to develop proposals that respond to client’s needs, concerns, goals and objectives, while meeting deadlines and company’s exceptional quality standards.
    • Ensuring high levels of client satisfaction by conducting structured feedback at various points of the engagement.
  • Proactively reaching out to team members to quickly ramp up your knowledge of the company model, the solutions provided clients, and what makes this company different from the competition.

QUALIFICATIONS

  • Minimum five years consultative sales experience, preferably in lighting retrofit and/or additional energy efficiency measures, and a proven track record as a sales executive or business development manager, who has targeted, pursued and won a sizeable portfolio of key customers.
  • A deep understanding and insight in to the New York metro area energy efficiency market with experience selling into facilities departments.
  • Experience in identifying opportunities and developing creative value propositions.
  • Experience with utility incentive programs.
  • Successfully cultivated relationships throughout client organizations, especially with C-level executives, through a highly developed consultative selling approach.
  • Demonstrated ability to uncover client needs (explicit and implicit) and qualify prospects to ensure maximum efficiency of the sales organization;
  • Collaborated with multiple stakeholders across multiple locations to define, develop and deliver projects that exceeded client expectations;
  • Knowledge of financial analysis methods for capital investment projects.
  • A network of contacts that can be utilized for driving new business development.


PERSONAL PROFILE

  • Initiative: proactive and highly motivated to succeed.
  • Integrity: strong work ethic, moral compass and personal character.
  • Independent yet collaborative: drive and self-discipline to work independently, but also excels in a dynamic team environment.
  • Organized and analytical: able to manage complex projects with long sales cycles – translating strategies to plans into results.
  • Self-aware: active listener, able to adapt communication style to the audience.
  • Resilient: able to cope with stress and disappointment and rebound quickly
  • Accessible: easily creates new contacts and builds relationships internally and externally.
  • Excellent communicator: both verbal and written.

Highly competitive salary and uncapped commission structure and benefits package.


Please send us your resume and cover letter for confidential consideration. Information will not be released without prior approval!


Specialties Desired:

C-level
Fortune 1000
National Accounts
Solution selling
Sales
Lighting retrofit
Turnkey
Energy Intelligence
Energy Analytics
Controls
System Integration
Value Engineering
Retrofit
Energy efficiency
Energy conservation
Building Automation
Building Management System
Controls

Click here to apply online

ID: AE FED MIDWST

San Diego, CA

Account Executive - Federal Performance Contract
This is a remote position and can be located anywhere in the Central or Western US

Our client is one of the top Energy Service Companies in the US working in the energy optimization arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

The primary purpose of the Account Executive, Federal position is to generate new business by utilizing a consultative sales approach to develop leads and relationships with potential utility and federal clients leading to new revenue business with appropriate gross margins. Account Executives will be working in a virtual capacity and must discover and understand utility and federal customers’ needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions. The AE's communicate directly with both the Company’s and the prospective customers’ leadership, engineers, project managers, contract specialists and other technical representatives. In addition, Account Executives will be involved in development of financial solutions for the customer and engaging market segment customer leadership to understand strategic opportunities as input to the Federal Business Unit long term plans and targets.

PRIMARY RESPONSIBILITIES:

  • Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as; Federal agencies and support organizations, making cold calls and more
  • Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
  • Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
  • Maintains proper documentation and produces required reports
  • Monitor account plan progress, including market conditions, customer needs, and competitive activity
  • Coordinate with state and federal government regulatory agencies when required
  • Occasionally help analyze customer’s infrastructure
  • Performs all other duties assigned by management

QUALIFICATIONS:

  • Bachelor’s degree in business, engineering, or a related field and ten or more (5+) years' energy services related experience; or an equivalent combination of education and experience
  • Excellent communication skills (verbal and written)
  • Proficiency with Microsoft Office programs
  • Maturity and professionalism to effectively handle frequent exposure to senior members at the company, as well as with external organizations and customers
  • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
  • Effective and successful consultative sales development, negotiation, and closing techniques
  • Excellent organizational skills with ability to manage multiple priorities and business relationships


Business travel approximately 40 - 60%.

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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Performance Contract
Federal
Utilities

Click here to apply online

ID: AE ESPC TX

Dallas, TX

Account Executive – Energy Performance Contracting

This position is located in Dallas, TX or in another location in the region

Our client is one of the top Energy Service Companies in the US working in the energy optimization / performance contracting arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

They are seeking an Account Executive to join their western regional team. This professional will be responsible for the sale of large, bundled cost justified energy conservation and/or facility infrastructure projects primarily to municipalities, universities, schools, and hospitals. These projects are usually financed by a third party, and result in guaranteed operational and financial performance. Sales of this type of solution includes multiple levels of the target client’s organization (e g; Executive, Financial, Legal, Operational, Procurement, etc.) over an average sales cycle of 6-18 months.

RESPONSIBILITIES:

  • Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations or agencies which could include Community organizations; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; Hospital Boards; Higher Education Administrative bodies; making cold calls and more
  • Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
  • Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
  • Maintains proper documentation and produces required reports
  • Monitor account plan progress, including market conditions, customer needs, and competitive activity
  • Coordinate with state and federal government regulatory agencies when required
  • Occasionally help analyze customer’s infrastructure
  • Achieve or exceed annual sales goals, at or above target profit levels;
  • Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction;
  • Leverage external network relationships and internal team to maximize the size and scope of each sales opportunity to provide the maximum benefit to each customer stakeholder.
  • Provide strong team leadership and communications with management, development teams and customer targets

QUALIFICATIONS:

  • Bachelor’s degree in business or related field and 5+ years energy services related sales preferred .
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred
  • Excellent communication skills (verbal and written)
  • Highly effective and successful sales negotiation and closing techniques
  • Proficiency with Microsoft Office programs
  • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
  • Excellent organizational skills with ability to manage multiple priorities and business relationships

Regional Travel: approximately 30%, including overnight and weekend travel.


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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Performance Contract
MUSH
Schools
Municipalities
Hospitals
Higher Education

Click here to apply online

ID: ASM ESPC TX

Dallas, TX

Area Sales Manager - Energy Solutions Performance Contract
This position is located in Dallas, TX or other location in the region

Our client is one of the top Energy Service Companies in the US working in the energy optimization arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

We are seeking a dynamic and highly motivated professional to join our team as a Sales Manager in the Texas region. We are looking for an individual who has a Bachelor’s degree with at least six to eight (6-8) years’ related experience in the energy services and/or performance contracting industry. Additionally, we expect this individual to bring knowledge and sales leadership that s/he has gained from three to five (3-5) years’ of sales leadership and management experience. Direct management of sales individuals or teams is highly preferred. We are looking for a sales leader that can effectively collaborate with our National Director of Sales to align sales team performance with strategic goals and objectives.

The primary purpose of the Sales Manager is to generate new business, by (1) supervising Account Executives in developing relationships with potential clients that lead to new performance contracts with appropriate gross margins; and (2) managing and supervising all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting, and relationship development. Sales Managers must lead by assisting the Account Executives to find potential customers - marketing - and the process of discovery and understanding customers' needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions. The Sales Manager will hire, train, and develop high performing teams of sales professionals. The Sales Manager will work efficiently within a matrix organization, communicating directly with the National Director of Sales, General Manager(s), and corporate management. The Sales Manager must understand and lead the Account Executives through development performance contracting sales process, including technical, legal, political (procurement) and financial aspect of the negotiation. The Sales Manager will hold responsibility for new orders and margins of his/her direct reports.

RESPONSIBILITIES:

  • Assist Account Executives with prospecting for new business as well as doing same, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
  • Train Account Executives
  • Explain cash flow
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Provide the National Director of Sales with timely and accurate business plans and forecast reports
  • Maintain proper documentation and produce required reports
  • Establish role model leadership within states and geography assigned – legislation, procurement process, vertical market expertise
  • May require coordination with state and federal government regulatory agencies
  • Actively participate and demonstrate skill in hiring, on-boarding, and continuous development of Account Executives
  • Responsible for Performance Reviews for all direct reports
  • Coordinate and work with the company’s consultants
  • Maintain working knowledge of and contribute to lobby strategies and work with lobbyists
  • Understand state legislation as it relates to performance contracting
  • All other duties deemed necessary by management

QUALIFICATIONS:

  • Bachelor's degree in business or related field and six to eight (6-8) years' energy services related experience; or an equivalent combination of education and demonstrated experience
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred
  • Three to five (3-5) years' management experience (especially sales management experience)
  • Excellent communication skills, both verbal and written, and excellent interpersonal skills
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence, and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public in a mature and professional manner
  • Ability to define problems, collect data, establish facts, and draw valid conclusions
  • Ability to exercise discretion and independent judgment, including good judgment about when to cut ties with a prospect that is not likely to buy
  • Maturity and professionalism to effectively handle frequent exposure to senior members, as well as with external organizations, customers, and the public

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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Sales Management

Performance Contract
MUSH
Schools
Municipalities

Click here to apply online

ID: ASM ES CEN

St. Louis, MO

Area Sales Manager - Energy Solutions Performance Contract
This position can be located in KS, MO, IL and AR

Our client is one of the top Energy Service Companies in the US working in the energy optimization arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

We are seeking a dynamic and highly motivated professional to join our team as a Sales Manager in the central region. We are looking for an individual who has a Bachelor’s degree with at least six to eight (6-8) years’ experience with a background of selling performance contracts in the central states region. Additionally, we expect this individual to bring knowledge and sales leadership that s/he has gained from three to five (3-5) years’ of sales leadership and management experience. Direct management of sales individuals or teams is highly preferred. We are looking for a sales leader that can effectively collaborate with our National Director of Sales to align sales team performance with strategic goals and objectives.

The primary purpose of the Sales Manager is to generate new business, by (1) supervising Account Executives in developing relationships with potential clients that lead to new performance contracts with appropriate gross margins; and (2) managing and supervising all aspects of the sales process, including strategy, business planning, call planning, monthly meetings, joint sales call participation, forecasting, and relationship development. Sales Managers must lead by assisting the Account Executives to find potential customers - marketing - and the process of discovery and understanding customers' needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions. The Sales Manager will hire, train, and develop high performing teams of sales professionals. The Sales Manager will work efficiently within a matrix organization, communicating directly with the National Director of Sales, General Manager(s), and corporate management. The Sales Manager must understand and lead the Account Executives through development performance contracting sales process, including technical, legal, political (procurement) and financial aspect of the negotiation. The Sales Manager will hold responsibility for new orders and margins of his/her direct reports.

RESPONSIBILITIES:

  • Assist Account Executives with prospecting for new business as well as doing same, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
  • Train Account Executives
  • Explain cash flow
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Provide the National Director of Sales with timely and accurate business plans and forecast reports
  • Maintain proper documentation and produce required reports
  • Establish role model leadership within states and geography assigned – legislation, procurement process, vertical market expertise
  • May require coordination with state and federal government regulatory agencies
  • Actively participate and demonstrate skill in hiring, on-boarding, and continuous development of Account Executives
  • Responsible for Performance Reviews for all direct reports
  • Coordinate and work with the company’s consultants
  • Maintain working knowledge of and contribute to lobby strategies and work with lobbyists
  • Understand state legislation as it relates to performance contracting
  • All other duties deemed necessary by management

QUALIFICATIONS:

  • Bachelor's degree in business or related field and six to eight (6-8) years' energy services related experience; or an equivalent combination of education and demonstrated experience
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred
  • Three to five (3-5) years' management experience (especially sales management experience)
  • Excellent communication skills, both verbal and written, and excellent interpersonal skills
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence, and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public in a mature and professional manner
  • Ability to define problems, collect data, establish facts, and draw valid conclusions
  • Ability to exercise discretion and independent judgment, including good judgment about when to cut ties with a prospect that is not likely to buy
  • Maturity and professionalism to effectively handle frequent exposure to senior members, as well as with external organizations, customers, and the public

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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Sales Management

Performance Contract
MUSH
Schools
Municipalities

Click here to apply online

ID: BCSM - HOUS TX

Houston, TX

Branch Construction Sales Manager

This position is located in Houston, TX


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.

Our client is currently seeking a Branch Construction Sales Manager – HVAC for their Houston Texas location. This person will lead the Systems and Equipment sales business by executing account management strategies that grow and foster long-term customer relationships with targeted customers. These customers include members of the construction community including architects, contractors, consultants and designers. They will plan, forecast, manage and deliver consistent long-term profitable branch growth by developing and directing the sales force to be the premier supplier of all HVAC offerings (i.e. HVAC controls, HVAC equipment low voltage technology solutions etc.) across all building types. Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity. This person will also engage in the local community and professional organizations and maintain an understanding of the business environment (i.e. legislative, purchasing, and market trends).

RESPONSIBILITIES:

  • Manages account assignments to the Systems and Equipment HVAC sales team to ensure secured sales performance to plan.
  • Responsible for top-line growth of revenue as well as meeting growth objectives.
  • Provides accurate and timely forecasting of sales and the corresponding allocation of sales support resources
  • Performs exceptional management skills by setting clear goals, investing personal time in employee development, and actively coaching team members in accordance with Human Resource standards.
  • Increases market penetration business by securing new customers and expanding the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts. Ensures the development and maintenance of plans with all key and target accounts. Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business.
  • Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available.
  • Develops strategies for the local sales team consistent with the company mission and objectives. Understands the business environment of branch markets including competition, purchasing and business trends. Accountable for integration of construction sales team activity within assigned staffing geography.
  • Evaluates the company’s local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues.
  • Participates as the management team representative on strategically important key accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
  • Owns and manages the sales staffing plan for the assigned local geography. Working with the Regional HR and Talent Acquisition team to recruit, hire, and retain Systems and Equipment sales and sales support staff to plan.
  • Ensures compliance with state, local and Federal legal requirements and operates the local office with the highest business ethics.

QUALIFICATIONS:

  • Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred.
  • Five to eight years of progressive sales and/or operational experience in HVAC building systems, products and services.
  • Three years of experience in a lead or supervisory role with responsibility for the productivity or development of other team members.
  • Experience interacting with Construction Industry professionals

Regional 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, BSEE or BS degree
Master’s Degree
Sales
Sales Management
HVAC
Building Solutions
Energy Solutions
Construction

Click here to apply online

ID: BDM MEES

Hartford, CT

Business Development Manager – Mechanical & Energy Efficiency Services
This position is located in New England

Our client is a New England division of a leading multi-billion dollar national mechanical and energy efficiency services company. Based on growing demand for their services, they have retained Natek to help them hire a seasoned Business Development Manager (BDM)to build and strengthen their New England territory.The BDM will work with company engineering and support team members on developing and selling mechanical and energy savings projects and services to both existing and new customers.

RESPONSIBILITIES:

  • Work with leadership team and regional managers to identify potential clients and energy-related projects and services.
  • Develop relationships with clients at both the facilities and “C Suite” levels that complement and strengthen existing client relationships.
  • Perform feasibility-level energy surveys in the field.
  • Coordinate with and utilize company engineering resources during project and scope development.
  • Develop project financial performance metrics that may include payback, ROI, and life cycle cost analysis.
  • Prepare and present proposals to clients incorporating scopes of work from other company staff and external resources.
  • Close sales.
  • Submit projects for CPACE or third-party financing where required.
  • Maintain communications with clients throughout sales cycle as well as during design and construction phases of sold projects.
  • Develop relationships with other firms related to energy efficiency and renewable energy to support energy project business development.

QUALIFICATIONS:

  • Bachelor’s degree in engineering, business, or a related field. MBA is a plus.
  • Demonstrated successful track record in similar sales role(s).
  • Knowledge and ability to understand HVAC systems, building automation and control systems, lighting, and power systems.
  • Certified Energy Manager (AEE) or Building Energy Assessment Professional (ASHRAE) preferred.
  • Proficient with Microsoft Office Suite software.
  • Effective sales development, negotiation and closing techniques
  • Excellent communication, organizational, presentation and interpersonal skills.
  • Impeccable attention to details.

COMPENSATION:

Highly competitive compensation and benefits package.

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

Please send us your resume for confidential consideration. Information will not be released without your prior approval.

SPECIALTIES DESIRED

BS or BA degree
MBA+
Sales
HVAC
CEM
Building Controls
Mechanical Services

Energy Optimization
Energy Solutions
C-level Sales

Click here to apply online

ID: BDM-MNYAB

Brooklyn, NY

Business Development Manager – Lighting, Building Automation, Energy Intelligence


Our client is a highly successful, top-tier national lighting retrofit, building automation, and energy intelligence services company that provides enterprise-wide, multi-site turnkey upgrade solutions for its clients across the U.S. Due to recent growth and expansion they are seeking an additional three Business Development Managers (BDMs) with solid C-level sales experience and a demonstrated track record for their greater New York City and California territories. Candidates with strong qualifications who reside in other locations will be considered.

The BDM will develop multi-site Fortune 1000 prospects into customers by working with C- and D-level decision-makers. The position requires a minimum of five years of experience selling solution-oriented services, preferably related to energy efficiency, a demonstrated strong sales track record, a strong network, and an understanding of and ability to communicate key financial concepts to clients. The BDM will work independently and must also be able to work effectively with the functional teams within the company in the development of opportunities and proposals.

Highly competitive salary and uncapped commission structure and benefits package.


Please send us your resume for confidential consideration. Information will not be released without prior approval!


Specialties Desired:

C-level
Fortune 1000
National accounts
Solution selling
Sales
Lighting retrofit
Turnkey
Energy Intelligence
Energy Analytics
Controls
System Integration
Value Engineering
Retrofit
Energy efficiency
Energy conservation
Building Automation
Building Management System
Controls

Click here to apply online

ID: BDM - SE

Atlanta, GA

CONSULTANT / SALES ENGINEER / BDM
Southeastern US
This position can be based anywhere in NC, SC, GA, FL, LA, MS, AL, or TN

Our client is one of the top Energy Service Companies in the US working in the energy optimization arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

They are seeking a Consultant / Sales Engineer in the South East region (NC, SC, GA, FL, LA, MS, AL, TN). This executive will work on developing and selling large energy savings projects to local government, municipalities, utilities and waste water authorities. They will succeed by effectively illustrating how financial and technical value is created for the entity, through establishing a business strategy and executing initiatives to deliver the desired financial results and metrics.

RESPONSIBILITIES:

  • Prospect for new potential utility, municipal and wastewater authorities. Identify potential opportunities through leverage of supplier, manufactures representative and regional engineering firm relationships as well as engagement in working groups, professional organizations and participation in trade shows and community organizations.
  • Develop thorough knowledge of wastewater market and performance contracting. Demonstrate expertise specific to the industry and targeted customers, energy industry standards, capital and maintenance planning, financial decision making governance and structure, as well as regional trends in the performance contracting business.
  • Utilize a consultative sales approach to cultivate effective business relationships. Identify customer needs, communicate the full scope of solutions to meet the customers business goals, achieve the sales objectives and work with their financial team to provide the supporting financial solutions to realize the project.
  • Provide excellent communication with the client through the sale and project implementation to ensure the client’s needs and requirements are met. Maintain post project relationship to ensure customer satisfaction and to solidify company reputation within the community.
  • Meet identified activity targets and gross margin goals
  • Prepare and present professional proposals that address all identified needs, concerns and financial objectives.
  • Maintain proper documentation and required reports

QUALIFICATIONS:

  • Bachelor’s degree in engineering or a related field
  • 10 or more years of engineering or consultative selling experience in water / waste water and energy services sectors
  • master's degree or MBA preferred
  • PE a plus
  • Effective sales development, negotiation and closing techniques
  • Excellent communication, organizational, presentation and interpersonal skills
  • Experience with state and federal legislation pertaining to procurement within design build, P3, energy service performance contracts, energy service agreements and energy solutions
  • Proficiency with Microsoft Office programs


Estimated regional travel is approximately 50%

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

Please send us your resume for confidential consideration. Information will not be released without your prior approval!

SPECIALTIES DESIRED

BS or BA degree
MBA+
Solution Sales
Consultative Sales
Energy Solutions
C-level Sales
Performance Contract

Click here to apply online

ID: AE PC NEW ENG

Boston, MA

Senior Business Development Manager – Energy Performance Contracting

This position can be located in either the Boston, MA or Hartford, CT region

Our client is one of the top Energy Service Companies in the US working in the energy optimization / performance contracting arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

They are seeking a Senior Business Development Manager to join their northeast regional team. This professional will be responsible for the sale of large, bundled cost justified energy conservation and/or facility infrastructure projects primarily to local schools and municipalities. These projects are usually financed by a third party, and result in guaranteed operational and financial performance. Sales of this type of solution includes multiple levels of the target client’s organization (e g; Executive, Financial, Legal, Operational, Procurement, etc.) over an average sales cycle of 6-18 months.

RESPONSIBILITIES:

  • Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations such as: Rotary; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; making cold calls and more
  • Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
  • Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
  • Maintains proper documentation and produces required reports
  • Monitor account plan progress, including market conditions, customer needs, and competitive activity
  • Coordinate with state and federal government regulatory agencies when required
  • Occasionally help analyze customer’s infrastructure
  • Achieve or exceed annual sales goals, at or above target profit levels;
  • Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction;
  • Leverage external network relationships and internal team to maximize the size and scope of each sales opportunity to provide the maximum benefit to each customer stakeholder.
  • Provide strong team leadership and communications with management, development teams and customer targets

QUALIFICATIONS:

  • Bachelor’s degree in business or related field and 5+ years energy services related sales preferred .
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred
  • Excellent communication skills (verbal and written)
  • Highly effective and successful sales negotiation and closing techniques
  • Proficiency with Microsoft Office programs
  • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
  • Excellent organizational skills with ability to manage multiple priorities and business relationships

Regional Travel: approximately 30%, including overnight and weekend travel.


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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Performance Contract
MUSH
Schools
Municipalities

Click here to apply online

ID: AE ES DAL TX

Dallas, TX

Sr. Account Executive- Energy Solution Sales - Performance Contracting

This position is located in the Dallas, TX area.


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.

Our client is seeking a qualified applicant for a Sr. Account Executive - Energy Solution Sales, to sell to a direct owner focused sales force with vertical market focus in public and private higher education and some state government markets. Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.


PRINCIPAL DUTIES:

  1. Sells, with minimal supervision, the companies offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.

  1. Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of companies offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.

  1. Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Qualifies and assesses potential customers. Refers leads to other business segments.

  1. Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates the company's offerings from the competitors based on business benefits and knowledge of the competitor's business strategies.

  1. Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.

  1. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.

  1. Leads the sales team by building and fostering team relationships when selling Performance Contracting initiatives.

REQUIREMENTS:

  • Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
  • Experience selling Energy Savings and Performance Contracting Market.
  • A minimum of 5 years of PROVEN field sales experience at the C-level. Must have experience of selling a complex, sale which can range from 3 million to 10 million.
  • Preferred focus in the higher education and some state government vertical markets selling complex, bundled offerings.
  • Excellent initiative, and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel 50% within an assigned geography.

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. Information will not be released without prior approval!!


Specialties Desired:

BS Degree
Performance Contract Sales
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

Click here to apply online

ID: SR AE ES NASH

Nashville, TN

Sr. Account Executive – Energy Performance Contracting

This position is located in Nashville, TN

Our client is one of the top Energy Service Companies in the US working in the energy optimization / performance contracting arena. This company works to help customers identify, integrate and implement comprehensive energy, technology and infrastructure solutions that drive revenue, reduce costs and promote security and sustainability.

They are seeking a Sr. Account Executive to join their southeastern regional team. This professional will be responsible for the sale of large, bundled cost justified energy conservation and/or facility infrastructure projects primarily to local government, K-12 schools, universities, and health care. These projects are usually financed by a third party, and result in guaranteed operational and financial performance. Sales of this type of solution includes multiple levels of the target client’s organization (e g; Executive, Financial, Legal, Operational, Procurement, etc.) over an average sales cycle of 6-18 months.

RESPONSIBILITIES:

  • Prospect for new business, including working trade shows, researching via publications and the Web, involvement with numerous organizations or agencies which could include Community organizations; Associations of School Board Officials and/or School Superintendents; Associations of Counties; Organizations of Cities and Towns; Hospital Boards; Higher Education Administrative bodies; making cold calls and more
  • Develop thorough knowledge of renewable energy industry, structure, opportunities, trends, and issues
  • Cultivate effective business relationships and communicate full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share
  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals
  • Analyze all operational costs incurred by the customer that can be eliminated by implementing a Strategic Energy Master Plan
  • Meet standards for activities and results, including number of first calls, number of letters of authorization or intent, amount of sales and, ultimately, gross margin dollar goals
  • Prepare and present professional proposals addressing all of the customers’ needs and concerns, including a financial proposal
  • Maintains customer contact throughout installation period to resolve any additional needs and concerns that may arise
  • Maintains proper documentation and produces required reports
  • Monitor account plan progress, including market conditions, customer needs, and competitive activity
  • Coordinate with state and federal government regulatory agencies when required
  • Achieve or exceed annual sales goals, at or above target profit levels;
  • Establish, execute and maintain strategic account plans for each assigned account to generate profitable sales, revenue and client satisfaction;

QUALIFICATIONS:

  • Bachelor’s degree in business or related field and 6+ years energy services related sales preferred.
  • Experience with energy performance contracting
  • Familiarity with engineering/building trades and/or mechanical aptitude preferred
  • Excellent communication skills (verbal and written)
  • Highly effective and successful sales negotiation and closing techniques
  • Proficiency with Microsoft Office programs
  • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations
  • Ability to compose and write proposals, reports, business correspondence and procedure manuals
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
  • Excellent organizational skills with ability to manage multiple priorities and business relationships

Regional Travel: approximately 30% - 50%, including overnight and weekend travel.


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

Please send us your resume for confidential consideration. Information will not be released without prior approval!


SPECIALTIES DESIRED:

BS degree
Energy Savings
Energy Services
Bundled Solutions
Building Solutions
Business Development
Sales
Performance Contract
MUSH
Schools
Municipalities
Hospitals
Higher Education

Click here to apply online

ID: SAE ES TPFL

Tampa, FL

Sr. Account Executive- Energy Solution Sales - Performance Contracting - Healthcare - FL

This position can be located anywhere in Florida

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.

Our Client is seeking a qualified applicant for a Sr. Account Executive - Energy Solution Sales, to sell to a direct owner focused sales force with vertical market focus in the public and private health care markets. Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.

DUTIES INCLUDE:

  1. Sells, with minimal supervision, the companies offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
  1. Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of companies offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs.
  1. Seeks out, targets and initiates contact with prospective customers. Develops network of contacts.
  1. Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges.
  1. Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
  1. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.
  1. Leads the sales team by building and fostering team relationships when selling Performance Contracting initiatives.

REQUIREMENTS:

  • Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
  • A minimum of 5 years of PROVEN field sales experience at the C-level. Must have experience of selling a complex, sale which can range from 3 million to 10 million.
  • MUST have focus in the healthcare vertical markets selling complex, bundled offerings.
  • Experience selling Energy Savings and Performance Contracting Market is a plus but NOT REQUIRED
  • Excellent initiative, and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel 50% within an assigned geography.

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. Information will not be released without prior approval!!


Specialties Desired:

BS Degree
Performance Contract Sales
PC Sales
Bundled Solutions
C Level Sales
Consultative Sales
Energy Savings
Building Solutions
Energy Solutions
Healthcare
Hospitals

Click here to apply online

Click here to apply online

ID: SAE ES - SE WA

Seattle, WA

Sr. Account Executive- Energy Solution Sales - Performance Contracting

This position is located in the Seattle, WA area

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.


Our Client is a seeking a qualified applicant for an Account Executive - Energy Solution Sales, to sell large bundled solution infrastructure projects with guaranteed savings to K-12 (public & private), Higher Education (public & private) and other public sector agencies at the C-level. Gain access to and establish sales calls with School District Superintendents & CFO’s and College Presidents & CFO’s, elected officials and council/board members.

PRINCIPAL DUTIES:

Sells, with minimal supervision, the companies offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.

Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of companies offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs.

Seeks out, targets and initiates contact with prospective customers. Develops network of contacts.

Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges.

Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.

Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.

Leads the sales team by building and fostering team relationships when selling Performance Contracting initiatives.

REQUIREMENTS:

Bachelor's degree in business, engineering, or related discipline required.
Experience selling Energy Saving and Performance Contracting Market, and MBA preferred.

A minimum of 5 years of PROVEN field sales experience at the C-level. Must have experience of selling a complex, sale which can range from 5 million to 30 million.

Preferred focus in the K- 12 schools or local government, municipalities vertical markets selling complex, bundled offerings.

Excellent initiative, and interpersonal communications skills.

Demonstrated ability to influence the market at key levels.

Ability to travel 50% within an assigned geography.


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
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

Click here to apply online

Click here to apply online

ID: BDM-US-Lighting

Anywhere, Any State


Business Development Manager - Lighting

Our client is a highly successful national lighting upgrade services company that provides enterprise-wide, multi-site turnkey upgrade solutions for its clients across the U.S.

Due to recent growth and expansion they are seeking an additional Business Development Manager (BDM) with solid C-level sales experience and a demonstrated track record.

The BDM will develop multi-site national, ESCO, and local company prospects across North America into customers by working with C- and D-level decision-makers. The position requires a minimum of three years of experience selling solution-oriented services, preferably related to energy efficiency, and an understanding of and ability to communicate key financial concepts to clients. The BDM can be based anywhere in the U.S. and must be able to work effectively with the functional teams within the company in the development of opportunities and proposals. Importantly, the BDM will consistently develop professional credibility, loyalty, trust, and commitment by modeling the Company values.

Highly competitive compensation (uncapped) and benefits package.


Please send us your resume for confidential consideration. Information will not be released without prior approval!

Specialties Desired:

Solution selling
Sales
Sales Management
Lighting solutions
Energy efficiency