Director, Federal Business Development

Carrier•West Palm Beach, FL

1d•Onsite

About The Position

The Director, Federal Business Development is a sales leader and member of the Federal Leadership Team. The Director, Federal Business Development will be responsible for maintaining NORESCO’s growth trajectory in the Federal energy solutions market by leveraging Federal Energy Savings Performance Contracts (ESPCs), Utility Energy Services Contracts (UESCs), and other contract vehicles, with a market focus covering the eastern US and Europe. This proven leader will develop, manage, and implement the Federal market business development strategy and will lead a team of Federal Account Executives to achieve business goals.

Requirements

Bachelor’s Degree in Engineering, Business, or Finance
10+ years of experience in an energy solutions business development or sales role for Federal customers
5+ years of experience with complex sale cycles that include complex financial arrangements as part of the sale
Must be able and willing to travel 30% of the time

Nice To Haves

Master’s Degree – Business, Engineering, or War College programs
Direct Federal energy solutions sales experience with preference for roles in the Federal ESCO (ESPC and/or UESC) industry
Strong interpersonal communication skills and the ability to create and maintain relationships with industry and customers
Excellent public speaking, presentation, oral and written communication skills
Effective leadership skills, including the ability to influence others while building internal and external partnerships
Able to achieve Security Clearance
Prior US Military of other US Federal Government work experience

Responsibilities

Identify and set strategic direction for the Federal sales team and sales support staff
Conceive and assist the team to execute sales strategies using a consultative selling model
Analyze and prioritize financial goals and strategic objectives
Develop, manage and own relationships with key Federal Agency and utility company personnel
Manage the Federal sales process internally and work with leaders across NORESCO functional areas to identify necessary resources and resource planning
Act as a Trusted Advisor in the Federal marketplace, leveraging relationships with DoW and Federal civilian agency customers
Expand NORESCO’s business footprint by evaluating teaming and partnering relationships
Attend industry specific tradeshows and events such as Energy Exchange
Actively participate in industry associations and networks to assist in building the NORESCO brand and identity
Assist with proposal development efforts, analysis of solicitations and competition analysis of opportunities
Track and report on key Federal business results and trends
Lead the Federal sales team to close business and meet annual sales goals
Commit yourself to operate with the highest level of ethics and integrity with all colleagues and customers