Energy Sales Manager

John W Danforth Company • Tonawanda, NY

6d • $125,000 - $170,000

About The Position

Come join John W. Danforth Company, one of the largest mechanical contractors in the Northeast! We are looking for a driven, strategic leader who is passionate about delivering innovative energy solutions and building high-performing sales teams.

As an Energy Sales Manager, you will be responsible for leading and developing a team of sales professionals focused on Energy Performance Contracting (EPC) and energy solutions. This role centers on three key areas: sales leadership and team development, ensuring strong performance and growth; market and business development, expanding our presence across public-sector and strategic accounts; and cross-functional collaboration, partnering with engineering, operations, and delivery teams to successfully bring complex energy projects from concept to contract.

Are you a relationship-builder with a strong understanding of energy solutions and a passion for coaching others? Do you enjoy driving strategy, developing new markets, and leading complex sales efforts? If so, we invite you to join our team as an Energy Sales Manager!

Requirements

• Bachelor’s degree in a related field preferred, or equivalent industry experience
• Significant experience in energy solutions, EPC, ESCO, or complex technical sales environments
• Proven success in sales leadership, executive-level selling, or managing high-performing sales teams
• Strong understanding of EPC regulations, procurement processes, funding mechanisms, and energy financing models
• Strategic mindset with the ability to develop new markets and expand service offerings
• Excellent communication, negotiation, and relationship-building skills
• Ability to manage complex sales involving financial, technical, political, and procurement considerations
• Willingness to travel throughout the Northeast as needed

Responsibilities

• Lead, coach, and mentor a team of sales professionals focused on Energy Performance Contracting and energy solutions
• Establish clear sales goals, performance metrics, and accountability standards
• Drive sales efforts across public-sector markets including K–12, higher education, municipalities, and government entities
• Guide EPC opportunities from initial prospecting through contract execution
• Collaborate with engineering, operations, and project delivery teams to ensure accurate scope development, pricing, and risk management
• Develop and execute sales strategies to achieve revenue, margin, and backlog targets
• Identify new markets, customer segments, and service offerings within energy efficiency, HVAC, and sustainability
• Build and maintain strong relationships with key decision-makers, partners, and industry stakeholders
• Monitor market trends, competitive activity, and emerging technologies to inform growth strategies
• Support proposal development, contract negotiations, forecasting, and pipeline management
• Foster a collaborative, high-performance sales culture aligned with company values

Benefits

• Danforth invests in you and your future through leadership development, mentoring, and career growth opportunities
• The opportunity to lead a growing energy solutions business with strong operational and engineering support
• A collaborative, team-driven culture focused on innovation, sustainability, and long-term customer partnerships
• Danforth offers a competitive benefits package for eligible employees, including medical, dental, vision, life, disability, paid time off, and a 401(k) with company match.
• The estimated compensation range for this role is $125,000–$170,000, based on individual experience, qualifications, and location.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 1,001-5,000 employees