Business Development Director - C&I

Please note - this role supports our West Region, so candidates must live in the Western US and expect frequent travel to be successful in this position.

We are looking for a talented individual to join our team as a Business Development Director in our Western Region!

As a Business Development Director with CLEAResult, you will be responsible for mentoring, overseeing, and managing a group of Business Development Directors and/or Managers in your assigned region. You will be responsible for generating leads through contacts with existing and potential customers in assigned geographic territories. Under the guidance of the Vice President and General Manager, facilitate the sales process with the appropriate cross functional teams. You will utilize internal and external resources they deliver on the revenue objectives. You will be accountable for securing all revenue-generating contracts with our clients—leading negotiations with the client, ensuring the contract negotiation process occurs internally and delivering the final contract for signature for all new programs, extensions, rebids, and program expansions. As a direct report to the VP and GM of the Energy Sustainability Services practice, you will be expected to have an extensive knowledge of the energy efficiency industry, and to be well-versed in the dynamics of the industry, including awareness of the legislative and regulatory environment in your market.

Here at CLEAResult, you will fit right in with our energetic team if you are resourceful, resilient, and kind.

For this opportunity, you’re a great fit if you can…

- Lead, develop, and engage large industrial clients in multi-site energy efficiency and decarbonization projects in the U.S. Accountable for achieving annual growth objectives secure new business opportunities with targeted, enterprise-level accounts through consultative prospecting, networking, qualifying, and closing techniques.

- Identify market trends for communication (through periodic review sessions) with Carbon, Strategic Energy Management and US Regional CLEAResult teams for future product enhancement and development.

- Develop, own, and drive execution of program growth plans and client strategies based on knowledge of applicable regulatory environments and client types (e.g., investor-owned utility, municipal, generation, retail, etc.)

- Be responsible to achieve revenue and bookings goals, as well as align with overarching CLEAResult strategic objectives

- Develop sales plans unique to each customer engagement, working with delivery and various sales support organizations as needed.

- Lead effective development and delivery of competitive client proposals by collaborating with Solutions, Operations and Sales Operations teams.

- Be responsible for identifying and communicating required design, pricing, and delivery strategies (collectively, “win strategies”) to these internal teams and assessing proposals for their match to needed win strategies.

- Participate in maintaining client relationships at executive levels and properly sets delivery expectations with clients as well as internal delivery teams.

- Participate in ongoing client relationships as part of strategic account plans. Works with Practice and Regional teams to identify future strategies and new opportunities with those existing clients.

- Secure all revenue-generating contracts with our clients—leading negotiations with the client, ensuring the contract negotiation process occurs internally, and delivering contracts for signature across all program types: new programs, extensions, rebids, and program expansions

- Cultivate a culture of innovation and sales process excellence to ensure high client satisfaction and increased proposal win percentages. Applies sales best practices across all opportunities within assigned region.

- Lead strategy for building a high-quality pipeline of new business opportunities.

- Be responsible for monthly forecasting of bookings.

- Assist leadership in strategy and factors important to driving team performance

- Track, monitor and redirect team performance if projects are not satisfactory to clients’ needs, goals, and outcomes.

- Attend and/or assists in securing executive level sales meetings as needed

- Communicate best practices and personal/professional development opportunities for team to grow to meet demand of new solutions you will create (or help to create).

In this exciting career opportunity, you will have…

- Must have experience within the energy efficiency industry - specifically on the commercial & industrial side

- 14+ years with BA; 12+ years with MBA - Engineering degree preferred

Demonstrated ability to drive the following:

- Overall business development initiatives

- Bring national insights to clients

- Contribute to the national strategy

- Develop advanced concepts, techniques, and standards

- Design new applications based on professional principles and theories

- Position yourself as an expert in the field and within the corporation.

Approximate Target Compensation

~ $150,000 base, 20% Performance Incentive, Uncapped Commission