Mgr, Outside Sales

$112,828 - $157,959/Yr

Carrier Corporation

Full-time - Mid Level

Remote

Specialty Trade Contractors

About the position

As a Lead Sr. Account Executive at NORESCO, you will play a pivotal role in the consultative sale and marketing of energy infrastructure solutions specifically tailored for agency executives in the federal sector. This position requires a deep understanding of long-term, complex contracts, particularly Energy Savings Performance Contracts (ESPC), and will focus on the northern geography of California. Your expertise in government ESPC and other contract vehicles will be essential as you educate customers through consultative selling, identifying new business opportunities and cultivating relationships with potential clients. In this role, you will be responsible for influencing customers in their buying process by offering innovative solutions that help them achieve compliance with energy and decarbonization policies. You will actively participate in relevant conferences and industry events, establishing yourself as a recognized leader in the ESCO field. Managing the sales funnel effectively to meet business goals and strategic objectives will be a key aspect of your responsibilities. You will need to demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying opportunities. Your role will also involve leading the authorship of competitive RFP/RFQ responses, ensuring that the capture win themes are communicated effectively among contributing authors. You will develop relationships with sub-contractors who have a strong presence in federal facilities and coordinate internal strategy sessions to drive the development of new government opportunities. After securing business, you will continue to manage accounts, maintaining relationships with existing customers and driving new business to help them meet their goals. Additionally, you will be expected to communicate effectively with executive leadership regarding strategic sales opportunities, work independently, and meet both short- and long-term deadlines. Exceptional public speaking, presentation, and writing skills are required, as you will be presenting to school boards, city councils, and other public forums. The position requires approximately 50% travel, including consecutive overnights, to attend customer meetings outside of normal business hours.

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 opportunities.
• Communicate rationale and recommendations to NORESCO management and executive leadership team.
• Lead authorship of competitive RFP/RFQ responses, ensuring cohesive and compelling communication of capture win themes.
• Capture and manage detailed information from federal installations and facilities.
• Develop relationships with sub-contractors at federal facilities.
• Coordinate internal strategy sessions to drive new government opportunities.
• Develop and implement strategies to win opportunities through successful solicitation responses.
• Mentor junior Account Executives as needed.
• Serve as a customer advocate, ensuring customer expectations are met throughout the sales and implementation phases.
• Communicate internally for collaboration on strategies and customer deliverables, and externally with government executive leaders.
• Maintain relationships with existing customers and drive new business post-sale.

Requirements

• Must live in Northern California.
• 7+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build market.
• C-Level experience and connections are required.
• Experience selling into MUSH in California is essential.
• 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.
• 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 representatives.

Benefits

• Competitive compensation and benefits packages.