Sr. Account Executive - West Coast

Carrier Corporation • Costa Mesa, CA

125d • $118,000 - $165,000

About The Position

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 Lead Sr. Account Executive to join our growing team in the West Coast territory!

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 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

• Consultative sale and marketing of energy infrastructure solutions to agency executives in MUSH market sector through long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
• Educate customers through consultative selling to identify new business opportunities and cultivate new customer prospects.
• Understand and influence customers in the buying process, offering unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies.
• 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 opportunities.
• Communicate rationale and recommendations in discussions with NORESCO management and executive leadership team.
• Lead authorship of highly competitive RFP/RFQ responses, ensuring a cohesive and compelling response.
• Capture and manage detailed information from specific non-federal installations, campuses, sites, buildings, and facilities.
• Develop relationships and partnerships with sub-contractors at specific non-federal facilities.
• Coordinate internal strategy sessions to drive the development of new government opportunities.
• 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 internal project development teams to ensure customer expectations are met.
• Communicate internally for collaboration on strategies, presentations, and customer deliverables.
• Continue with account management to maintain relationships with existing customers and drive new business.

Benefits

• Competitive compensation and benefits packages.

What This Job Offers

• Industry: Machinery Manufacturing
• Education Level: High school or GED