Vice President of Business Development

This is a remote position. Ideal candidates will be located in California and have significant experience in the energy efficiency space in California.

As a Business Development Vice President with CLEAResult, you will be responsible for proactively generating leads through contacts with existing and potential customers in California. You will be accountable for developing your BD strategy to deliver on the revenue objectives for CLEAResult's West Region, specifically California. 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 West Region SVP, you will be expected to have an extensive knowledge of the energy efficiency industry and be well-versed in the dynamics of the industry, including awareness of the legislative and regulatory environment.

Primary Responsibilities:

- Accountable for achieving annual regional growth objectives by working with BD Directors and Managers to secure new business opportunities with regionally targeted, enterprise-level accounts through consultative prospecting, networking, qualifying and closing techniques

- Identifies regional market trends for communication (through periodic regional review sessions) and planning with service line leaders for future product enhancement and development

- Develops, owns and drives execution of regional growth plans and regional enterprise-client strategies based on knowledge of applicable regulatory environments and client types (e.g., investor-owned utility, municipal, generation, retail, etc)

- Responsible for prioritizing BD efforts within region to achieve revenue and bookings goals, as well as align with overarching CLEAResult strategic objectives

- Develops sales plans unique to each BD Director’s assigned territory and leads their team through the BD process, working with delivery and various sales support organizations as needed

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

- 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

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

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

- Secures 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

- Cultivates 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

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

- Responsible for monthly forecasting of bookings.

- Driving team performance

- Assists in the recruitment, hiring and training of new Regional Sales Executives

- Tracks, monitors and redirects team performance

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

- Communicates best practices and personal/professional development opportunities for team

Education, Experience and Skills:

- Must have significant experience within the energy efficiency industry in California

- 14+ years with BA; 12+ years with MBA

- 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

Target Compensation:

$200,000 - $250,000 base + significant incentive plan + equity

(Total Target Cash: $350,000+)