NORESCO Senior Account Executive - West Coast

Carrier

About The Position

About Carrier: Carrier, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure the safe transport of food, life-saving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow Carrier on social media at @Carrier. Exciting Things are Happening at NORESCO! As one of the largest energy services companies in the U.S., NORESCO utilizes design-build and performance-based contracting vehicles to deliver energy and maintenance savings and significant infrastructure upgrades to existing facilities. NORESCO also provides design, build, own, operate and maintain (DBOOM) services for central heating, cooling, and power-generation systems. NORESCO’s Sustainability Services group offers a full suite of sustainable design consulting services, including energy auditing, commissioning, and retro-commissioning, energy & daylighting analysis, LEED® certification consulting, and sustainability master planning. What makes NORESCO unique is our ability to engineer and implement turnkey energy solutions that meet each customer’s individual needs. At NORESCO, we pride ourselves on the excellent relationships we maintain with our customers. We earn their trust and respect through listening and timely response to their needs and concerns. These relationships, along with pursuing and hiring the best people, are truly why NORESCO is a leader in the energy industry. NORESCO is a Carrier company. We offer competitive compensation and benefits packages. NORESCO is looking for an experienced Sr. Account Executive to join our growing team covering the West Coast Region.

Requirements

High School Diploma or GED
7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets
5+ years of experience selling to C-Level targets

Nice To Haves

Bachelor's Degree highly preferred
10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets
Experience presenting and selling to city councils, school boards and public forums highly preferred
Understanding of public procurement for the energy services market
Understanding of standard building conservation measures (solar, lighting, HVAC, etc.)
Knowledge of Water and Wastewater market
Knowledge of Commercial and Industrial markets
Experience mentoring sales reps

Responsibilities

The consultative sale and marketing of energy infrastructure solutions to agency executives in the MUSH sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
With expert and mastery-level knowledge of government ESPC and other contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospects.
Understand and influence customers in the buying process, offering novel and unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards.
Actively participate in relevant conferences and trade associations.
Engage in industry events 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 to balance risk and reward when qualifying and disqualifying opportunities.
Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team.
With expert knowledge of diverse Municipals, Universities, K-12 Schools and Hospitals (MUSH) and commercial and industrial customers and internal NORESCO disciplines, lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling response.
Capture and manage detailed information from specific federal installations, campuses, sites, buildings, and facilities.
Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific federal facilities.
With site information, coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection.
Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses.
Mentor junior AEs as needed.
Serve as a customer advocate, coordinating with and influencing the internal project development team and decision-makers at all leadership levels throughout the sales, development, and implementation phases to ensure customer expectations and requirements are met.
Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally to Government executive leaders.
Successfully closed business in compliance with an annual sales goal.
Participate in internal process improvement teams as needed.
After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet State and Local goals or implement unfunded site infrastructure requirements.

Benefits

Employees are eligible for benefits, including:
Health Care benefits: Medical, Dental, Vision; wellness incentives
Retirement benefits
Time Off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty; military leave; purchased vacation
Disability: Short-term and long-term disability
Life Insurance and Accidental Death and Dismemberment
Tax-Advantaged Accounts: Health Savings Account; Healthcare Spending Account; Dependent Care Spending Account
Tuition Assistance
To learn more about our benefits offering, please click here: Work With Us | Carrier Corporate
The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.
This position is entitled to short-term cash incentives, subject to plan requirements.