As a combined organization, Franklin Energy and AM Conservation Group is undertaking what is perhaps the central challenge of our times - to help drive the transition to net-zero carbon economies while ensuring that no working families, businesses, or local communities are left behind. To do that, we are the utility industry's top provider of turn-key energy efficiency and grid optimization programs and products, all of which contribute to reducing carbon and waste and, at the same time, free-up resources for creating more innovation investment and jobs. With over 26 years in business, we have more than 1,300 experts across the United States and Canada, with warehouses on both coasts. The organization's integrated in-house services provide deep personalization and insights, helping energy partners achieve their carbon-reduction and energy productivity goals.
We believe the organization's most "precious resources" are its people. We pledge a relentless pursuit to embody a culture that acknowledges, recognizes, and infinitely seeks to understand the unique differences of its people. We are committed to creating employee experiences that continually attract and embrace a multiracial, multicultural, and multigenerational workforce that promotes outstanding performance and mirrors our diverse partnerships, clients and communities we serve.
Position Summary
We provide our utility clients with a wide range of energy-saving and renewable energy solutions. From individual utility customers and construction contractors, to utilities, municipalities, and government bodies, our clients have come to depend on our customized energy efficiency programs to help them to meet their energy saving goals.
The Senior Director of Business Development is responsible for executing the business development strategy to obtain new utility clients and expand services within existing clients. They will be responsible for leading those on the business development team and themselves to achieve those objectives. They will cover a number of territories or national depending on the roles reporting to them as well as their own accounts.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
Develop, motivate and lead your team in achievement of objectives defined during annual goal process.
Development of strategic plans and coaching team members on selling techniques that result in achievement of plan
Personnel management decisions for direct reports including hiring, annual reviews and other guidance
Represent the company to existing and perspective utility clients, energy efficiency organizations, and other firms in our industry (partners and competitors).
Present company position at conferences or others external events
Create strong relationships with utility decision makers and engage them in discussions about their needs and the solutions provided by the company.
Ensure that our Business Development team is building relationships with potential clients through activity in organizations, trade shows, presentations at conferences, individual capability presentations to utilities, and other outreach to targeted states/utilities.
Leverage extensive network to build relationships with industry firms and technology partners for joint bidding opportunities.
Understand the energy efficiency markets on individual state and utility levels and use this knowledge to identify upcoming opportunities for the company's products and services.
Ensure that the company receives all applicable RFPs from utilities in the targeted states.
Score incoming RFPs and assist in making final decision of whether to bid on program or not.
Contribute significantly to proposal development - 1) the proposal champion who leads the whole effort, or 2) as a supporter of the champion who contribute the voice of the customer (what does the client want).
Utilize analytical insight and business savviness to construct a compelling strategy for your area of responsibility.
Ability to strategically define and lead cross functional teams to successfully deliver outcomes
Achieve annual goals/targets for number of new clients, revenue, and margin of proposal wins.
Responsible for servicing clients and the relationship management after the "sale"
Engage and monitor stakeholder meetings and regulatory proceedings in assigned states.
Serve as company representative in industry associations.
Education and Experience
Bachelor's degree accredited college or university; Advanced degree - Preferred
8-10 years of energy efficiency industry experience (or equivalent)
Direct selling and quota carrying experience for 5+ years with a track record of exceeding goals
Experience in managing and building multi-level utility, regulatory and partner relationships
Demonstrated success of leading and closing large, complex, multiprogram or portfolio opportunities
Required Skills, Knowledge and Abilities
Must be able to handle a wide work variety and work in a fast-paced environment
Must be a detail-oriented, organized, self-starter, and have an ability to prioritize workload
Proficient in Microsoft Office, specifically Word, Excel, PowerPoint and Outlook as well as Salesforce.com
Ability to use social media tools such as LinkedIn and Twitter
Ability to communicate effectively, both verbally and in writing with customers, clients and employees
Ability to analyze and interpret data and solve practical problems
Ability to work in team environment, leading and managing direct and cross functional teams
Licenses & Certifications
Valid driver's license
Travel Requirements
Willingness to travel less than 35% of the time
Note: Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of this position.
The above information describes the general duties and requirements necessary to perform the principle functions of the position. This shall not be construed as a detailed description of all the duties and requirements that may be necessary in this position.
