Mgr, Outside Sales

$112,828 - $157,959/Yr

Carrier Corporation - San Diego, CA

Full-time - Mid Level

Remote - San Diego, CA

Specialty Trade Contractors

About the position

NORESCO, one of the largest energy services companies in the U.S., is seeking an experienced Lead Sr. Account Executive to join our growing team. This position is pivotal in the consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector, particularly through long-term, complex contracts such as Energy Savings Performance Contracts (ESPC). The successful candidate will possess expert knowledge of government ESPC and other contract vehicles, enabling them to educate customers through consultative selling techniques to identify new business opportunities and cultivate new customer prospects. In this role, you will be responsible for understanding and influencing customers in their buying process, offering innovative solutions that help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards. You will actively participate in relevant conferences and trade associations, engaging in industry events as a recognized leader in the ESCO field. Managing the sales funnel effectively to achieve business goals and strategic objectives will be a key aspect of your responsibilities. You will demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities. Your ability to persuasively communicate rationale and recommendations will be essential in discussions with NORESCO management and executive leadership. Additionally, you will lead the authorship of highly competitive RFP/RFQ responses, ensuring a cohesive and compelling response by communicating capture win themes with contributing authors. Building relationships and partnerships with sub-contractors who have a significant presence at specific federal facilities will be crucial. You will coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection. As a mentor to junior Account Executives, you will also serve as a customer advocate, ensuring that customer expectations and requirements are met throughout the sales, development, and implementation phases. After the sale, you will continue with account management to maintain relationships with existing customers and drive new business to help them meet State and Local goals or implement unfunded site infrastructure requirements.

Responsibilities

• Consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector.
• Educate customers through consultative selling to identify new business opportunities and cultivate new customer prospects.
• Understand and influence customers in the buying process, offering unique solutions for compliance with energy and decarbonization policies.
• Participate in relevant conferences and trade associations as a recognized leader in the ESCO field.
• Manage sales funnel to achieve business goals and strategic objectives.
• Demonstrate sound business judgment and critical thinking skills when qualifying and disqualifying opportunities.
• Communicate rationale and recommendations in discussions with NORESCO management and executive leadership.
• Lead authorship of highly competitive RFP/RFQ responses, ensuring cohesive and compelling communication.
• Capture and manage detailed information from specific federal installations and facilities.
• Develop relationships and partnerships with sub-contractors at federal facilities.
• Coordinate internal strategy sessions to drive the development of new government opportunities.
• Mentor junior Account Executives as needed.
• Serve as a customer advocate, ensuring customer expectations are met throughout the sales and implementation phases.
• Continue account management to maintain relationships with existing customers and drive new business.

Requirements

• Must live in Northern California.
• 7+ years of professional experience in the MUSH ESPC, Energy Management Consulting, and/or Design-Build market.
• C-Level experience and connections are required.
• Experience selling into MUSH in California is necessary.
• Must have presented and sold to city councils, school boards, and public forums.
• Solution selling experience at the C-Suite level is required.

Nice-to-haves

• Bachelor's Degree preferred.
• 10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets.
• Understanding of California public procurement for the energy services market.
• Knowledge of standard building conservation measures (solar, lighting, HVAC, etc.).
• Knowledge of Water and Wastewater market.
• Knowledge of Commercial and Industrial markets.
• Experience mentoring sales reps.

Benefits

• Competitive compensation and benefits packages.