ENERGY SYSTEMS GROUP is looking for a Senior Business Development Manager to join our Public Sector East team. This position will be based in the Northeast, specifically New York, and may require up to 50% local travel including overnight stays.
The Senior Business Development Manager is responsible for carrying ESG's messaging, branding and value proposition into the New York market. This would include identifying and qualifying potential business targets and potential projects using a consultative sales approach to co-developing business solutions with potential clients. The Senior Business Development Manager is responsible for communicating client goals, objectives and success measurement criteria to development teams so potential project scopes are aligned with client objectives. Share market pressures with engineering leadership so emerging technologies can be evaluated for deployment in the market while driving orders for new business opportunities.
The essential functions of the position include :
- Developing solutions that illustrate ESG's value to the process, driving value for the client(s)
- Refining ESG's existing business strategy and value proposition creating a custom solution for all potential opportunities based on specific customer goals & objectives
- Build solutions that demonstrate the business and financial justification for potential projects - reprioritizing operational expenses and rethinking capital expenditures
- Developing solutions that balance competing business priorities and initiatives with budgets and available incentives / grants / rebates that are measurable and meet client benchmarks for project success
- Developing and maintaining an online presence highlighting corporate and personal capabilities
To be successful in this role you :
Develop a complete understanding of ESG's past project experiences, teammates capabilities (SME), core capabilities and value proposition and be able to articulate them to potential clientsIntegrate building electrification and impactful sustainability solutions into the engagement process, as valued by the clientRefine a clear and concise ESG value statement outlining these capabilities in a conversational tone for initial contactsIdentify a list of strategic target clients by :Leveraging supplier and manufactures representative relationships and business intelligence
Working with regional engineering / consultant firms to identify possible opportunities to showcase ESG's valueAttending and working trade shows and industry conferences & associations (be active)Continual market research (via publications, CIP's, the Web) and networkingUtilize a consultative sales approach to :Leverage effective business relationships enabling a robust funnel
Identify customer needs, priorities and financial requirementsCo-develop full scope of solutions to meet customer business goalsWith your project development team, build effective and accurate cash flow analysis including comprehensive cost of solutions, energy / operational savings, and capital reprioritizationIn conjunction with ESG financial team, provide support to financing solutions that could include alternatives such as Revenue Bonds, Capital lease, EaaS, P3 or other effective means to enable the buyer to realize the projectAchieve sales objectives, volume, and market shareMaintain communication with customers to understand their needs, concerns and ensure that our solutions, differentiation, and solicitation requirements are in alignment with their goalsMaintain customer contact throughout the installation period (& beyond), supporting the Project Management team, to identify any additional needs and / or sales opportunitiesUnderstanding and ability to develop ESPC, ESA / PPA contracting and design build projects with performance guarantees aligning to the customer objectivesMeet identified activity targets and gross margin goalsPrepare and present professional proposals that address all identified needs, concerns, and financial objectivesYour background includes :
Bachelor degree in business, engineering, or a related field, preferred or equivalent combination of education and experienceFive (5) or more years of consultative sales experience within energy services, sustainable infrastructureExcellent communication skills (verbal and written)Familiarity with state and federal legislation pertaining to procurementDesign-build, ESA, ESPC, Piggy Backing, Cooperative Purchasing, P3
Proficiency with Microsoft Office programsAbility to interact senior leadership of ESG, external organizations and customersAbility to write proposals, reports, business correspondence and procedure manualsAbility to effectively present information and respond to questions from groups of managers, clients, customers, and the publicEffective and successful consultative sales development, negotiation, and closing techniquesExcellent organizational skills with ability to manage multiple priorities and business relationshipsExercise discretion and independent judgmentWhat we bring to you :
Professional growth and development programs including tuition reimbursementComprehensive health, dental, vision insurance plans and wellness plans for employee and your familyLife insurance, short-term disability, long-term disability, and supplemental benefits401(k) Savings PlanNine Paid HolidaysPaid Vacation and Personal / Sick LeavePaid Parental Leave for the birth, adoption, or placement of a child / childrenHighly competitive salaries and incentive structureWe want you to know :
ESG is an Equal Employment Opportunity Employer. We value talent and understand that our colleagues allow us the opportunity to deliver an exceptional customer experience. We achieve our goals through teamwork and conduct our business with integrity. Join our world-class team to provide mission-critical infrastructure solutions for K-12 schools and universities to local, state and federal government agencies and more.
The Company shall abide by the requirements of 41 CFR
60-1.4(a), 60-300.5(a), and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability.#LI-Remote
