Business Development Manager - Solar and Distributed Energy Solutions

Ameresco   •  

Phoenix, AZ

Industry: Energy & Utilities

  •  

5 - 7 years

Posted 63 days ago

This job is no longer available.

Overview

Fueled by a dedicated workforce, Ameresco is an innovative technology company specializing in energy solutions. Customers benefit from our ability to design, develop, finance and construct solutions to increase energy efficiency, optimize operations, leverage renewable energy assets, and plan for a resilient future. Our unique position enables us to deliver objective solutions for measurable cost savings and sustainable roadmaps for energy generation. Drawing from decades of experience, Ameresco develops tailored energy projects for the commercial, industrial, government, education, healthcare and public housing sectors.

Ameresco is looking for an experienced individual to advance solar and distributed energy initiatives for this fast-moving and evolving offering. The Southwest based Business Development Manager will be responsible for the origination and leading the development to prospect, qualify and secure renewable energy, energy storage and microgrid projects for healthcare, commercial and industrial clients. This individual will work closely with leadership, finance, legal and development teams to successfully secure and deliver high quality projects in a fast-paced environment.

Responsibilities

Strategically identify, pre-qualify, and acquire prospects for the sale of energy saving performance contracts, turnkey construction projects, design/build, and alternative financed solutions;

Formulate successful strategies to increase sales activities and ensure annual goals are attained;

Successfully develop, organize, strategically position, prepare and issue winning proposals and presentations;

Identify and make a personal connection at the C-level with qualified prospects in a form that encourages open dialogue about their facility and infrastructure-related issues; asset and portfolio needs; financial management needs, energy and environmental needs and goals;

Deepen and broaden the level of personal engagement at the C-level with qualified prospects in a form that encourages them to explore alternative financial and capital investment models for meeting the facility-related needs, aging infrastructure needs; asset sustainability needs and financial needs;

Proven advancement of the selling process from initial outreach to presentation to proposal development to contract negotiation is required. Excellence with proposal writing and communication (oral and written) is a prerequisite;

Assess the closing probability and closing timeframe of each prospect and establish annual business development goals; forecast sales closures; and determine business development strategies;

Represent the company at selected conferences; tradeshows; events; and in the public forum; advancing the market awareness of the Ameresco value proposition;

Advance positive dialogue with prospects and client through one-on-one meetings; the design and facilitation of workshops; consultative activities; financial analysis; business models; and other communication activities as needed to create the market momentum needed to achieve annual territory performance goals;

Lead the contract and price dialogue with new prospects and repeat clients in a way that expedites the contract process and minimizes cost resistance;

Identify and connect with government; trade groups; public interest groups; and other market sector influence contact as needed to advance the company's interests in the market space; Connect with key government leaders, CEO’s, CFO’s to foster relationships to advance corporate goals and sales objectives;

Collaborate with the Operations staff in moving individual projects into implementation phase and engaging operations and client resources as needed to measure and celebrate performance and project outcomes;

Contribute toward the development of the organizations overall strategic planning and management reporting processes;

Perform other duties as required.

Qualifications

MINIMUM QUALIFICATIONS:

Bachelor’s or Associates Degree or equivalent industry experience.

5 years’ successful leadership experience driving business development teams to develop and secure multi-million-dollar renewable energy, or related, projects.Demonstrated success building qualified funnel and securing project contracts.

ADDITIONAL PREFERRED QUALIFICATIONS:

Proven track record of securing sales of complex offerings from top-level management.

Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.

Solid understanding of structured finance concepts and vehicles such as; ROI, NPV, financial proformas, PPA’s, TELP’s etc. Experience selling financial benefit and structure to CBOs, CFOs and financial advisors.

Success in the healthcare, commercial and industrial sector, working with staff, management and Boards to secure business.

Excellent verbal, written, computer communication, and technical presentation skills.

Proven ability to effectively manage multiple priorities and positive business relationships.

Valid Drivers’ License in good standing, issued by resident state required.

Travel required.

2019-1490