Principal Technical Sales Manager - Hybrid

About the position

The Principal Construction Technical Sales Manager (TSM) provides building-systems knowledge & development/design expertise in support of sales efforts for Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects. The Principal TSM will lead identification and development of Energy Conservation Measures. This role will act as a Project Developer / Sale Engineer, managing the technical aspects of project development from qualification/conception to contract award. The Principal TSM plays a critical role in supporting the early-stage qualification & development of energy efficiency project opportunities, balancing customer engagement with technical expertise to achieve business objectives.

Responsibilities

• Act as technical subject matter expert on building systems & systems interactions, mechanical & engineering design/performance, and energy rates/tariffs throughout initial project development and sales process.
• Collaborate with the Business Development Manager and cross functional teams to assess and qualify the technical and financial feasibility of each project engagement.
• Provide technical support for all Business Development Manager led customer presentations.
• Coordinate activities related to legal review of documentation and financing procurement.
• Evaluate the customer's utility profiles and facility infrastructure to establish and summarize the technical direction, proposed scope, and financial elements for each project engagement.
• Assess facilities and systems, identifying infrastructure related improvements and quantifying the corresponding energy, operational and financial benefits.
• Perform initial facility and infrastructure assessments; identify potential Energy Conservation Measures while in turn quantifying the projected savings and investment.
• Lead a cross-functional team(s) in the development of all required project deliverables from initial qualification through contract award.
• Identify, qualify, and align the appropriate resources to develop the potential project scope, associated cost and savings models and all other project related deliverables.
• Negotiate scope of work and associated pricing with subcontractors.
• In collaboration with cross functional teams, develop and proactively manage all established deliverable, project budgets, and project schedules, ensuring completion timelines are achieved.
• Proactively manage resource allocation and associated expenditures.
• Throughout the sales cycle, coordinate across cross-functional teams to secure all required project approvals.
• Responsible for the development and accuracy of the financial project pro forma and associated technical scope of work, obtaining data inputs from other cross functional teams as required.
• Complete quality control reviews on all project deliverables and/or supporting work products.

Requirements

• Bachelor's degree in Mechanical Engineering and 8+ years of project development or sales engineering experience developing facilities-based or building infrastructure projects; or equivalent combination of education and relevant experience.
• Strong technical knowledge and understanding of building systems and technologies, and the interaction of building systems.
• Experience performing cost savings analysis and leveraging customers' operational data to gauge value of potential project engagement opportunities.
• Strong technical writing skills accompanied by a strong financial/business acumen - ability to create project pro forma and scope-of-work documents.
• Superior interpersonal and communication skills, including the ability to present complex solutions to both technical and non-technical audiences.
• Ability to develop, cultivate, maintain and leverage contact networks and business relationships, including engineering firms and contractors.
• Experience managing project teams and internal peer groups, to meet project deliverable goals.
• Demonstrated proficiency with Microsoft Office, Adobe Acrobat and related computer software.
• Candidate must have the ability to speak, read and write English.
• Ability to obtain all required security clearances.

Nice-to-haves

• Prior experience developing energy efficiency projects under Energy Savings Performance Contract (ESPC), Energy as a Service (EaaS), Utility Energy Savings Contract, and/or GSA Schedule 84 Contract programs, highly preferred.
• Experience with cost estimating and building modeling software - RSMeans, eProject Builder, Trane TRACE & Energy Star strongly preferred.
• Certified Energy Manager (CEM) LEED accredited professional Certified Energy Auditor (CEA).

Benefits

• Highly competitive salaries.
• Bonus program.
• 401(k) with company match.
• Employee stock purchase program.
• Comprehensive medical, dental and vision benefits.
• Robust wellness program.
• Paid time off for vacation, holidays and sick days.