Director, Growth Management and Strategy (Remote - US) - Energy Solutions - USA
Oakland, CA
About the Job
Interested in joining a growing company where you will work with talented colleagues, enhance a supportive and energetic culture, and be part of the climate solution? At Energy Solutions, we focus on the big impacts. And we believe that market-based programs can be a powerful force to deliver large-scale energy, carbon, and water-use savings. Since 1995, we've harnessed that power to offer proven, performance-based solutions for our utility, government, and institutional customers.
Energy Solutions is seeking a full-time Business Development Director to join our Growth Management & Strategy team. In this role, you will lead the development of competitive proposals for a range of clients, lead intentional business growth, and work closely with consultants on pipeline forecasting. You will drive sales pipelines from lead to contract. We are seeking a Director with a proven track record of increasing sales and revenue, who values and demonstrates Energy Solutions' mission to deliver large-scale environmental impacts.
Our turnkey products accelerate decarbonization; enable distributed energy resources; transform markets to accelerate technologies with beneficial societal impacts; and provide technical and policy support to set smart energy standards at the local, state, and national levels. Simply put, our market-based products deliver environmental and resource solutions that are better for business and better for society.
Responsibilities include but are not limited to:
- Manage and grow team of four proposal managers and one business analyst
- Lead competitively bid proposals with a range of clients including investor-owned utilities, municipal, state, and federal agencies, etc.
- Track and manage upcoming proposals
- Manage and plan workload for proposal team
- Work closely with Client Services consultants to plan and prepare for upcoming proposals including win theme development, partnerships, competitive advantages, program design, etc.
- Ensure all proposals are submitted on time
- Ensure internal stakeholders such as Marketing, Information Systems, Contracts, Finance, and C-Suite are involved in key decisions to avoid risks and non-compliance
- Develop and manage execution of intentional business development plans for decarb work including Codes and Standards, Distributed Energy Resources, Building Electrification, and Clean Heat work:
- Drive Salesforce metrics on average conversion rate and average period of time for opportunities to advance from leads to proposals to won work
- Develop statistical forecasts for future revenue yield for each product domain based on sales pipelines
- Identify shortfalls in goals based on state of pipeline and prioritize opportunity development where needed
- Maintain and track market share information for each major established product line
- Understand competitor share of market
- Collaborate with the consultants to:
- Develop joint, comprehensive capture strategies for all products and services
- Develop cross-selling opportunities and work with consultants to execute on them
- Work jointly to iterate and implement business development operations such as sales strategy meetings and account management
- Collaborate with internal subject matter experts to develop targeted and compelling decarb solutions and identify market trends and market leads for future products
Minimum Qualifications:
- Bachelor's degree in a business-related, STEM, or Environmental discipline
- Minimum of 10 years work experience in consulting or energy industry
- Minimum of 5 years in business development, account management, or industry related sales experience
- Record of success developing new business and strong relationships with utilities
- Established national network of utility and regulatory contacts
- Demonstrated experience managing complex energy efficiency or Distributed Energy Resources (DERs) delivery projects
- Effectively worked with and/or managed operational teams in order to provide the necessary outcome to a client
- Excellent interpersonal skills and the ability to gain support and establish working relationships with program and project managers, technical leads, subject matter experts, peers and all levels of internal staff
- Ability to work in a team-oriented collegial and collaborative, but fast-paced and dynamic environment
- Ability to provide strategic account management and have negotiated large contracts with clients
- Strong business and financial acumen
- Ability to effectively communicate both written and verbally
- Demonstrated organizational skills
- Salary commensurate with experience with bonus metrics tied to pipeline development and sales
Salary DOE: $140,000 to $160,000/Annually
Compensation is commensurate with experience and includes a generous retirement package. Energy Solutions provides an excellent benefits package including medical, dental and vision insurance, other pre-tax contribution plans and an Employee Stock Ownership Plan (ESOP).
Office Locations and a Remote Workforce
Energy Solutions is a predominantly remote workforce with offices in six different locations. At this time, we are not accepting applications from the following states (Alaska, Delaware, Kentucky, Mississippi, Montana, Nebraska, North Dakota, Wyoming).
Inclusion, Diversity, Equity, Accessibility
We live out our mission day in and day out by helping our clients and communities generate clean energy solutions the world needs. Our success is dependent on developing a team of creative thinkers, innovators, and a workforce that reflects the diversity of our world. To that end, we're committed to hiring, promoting, and retaining a diversity of talent, and infusing inclusion, diversity, equity, and accessibility (IDEA) throughout our business. We encourage people from underrepresented backgrounds and all walks of life to apply. Come grow with us at Energy Solutions!
Background Check Information
Information will be requested to perform the compulsory background check. A drug screen and authorization to work in the U.S. indefinitely are preconditions of employment. Energy Solutions is an equal opportunity employer.
Reasonable Accommodations
Energy Solutions is committed to providing access and reasonable accommodation for individuals with disabilities. If you require accommodations in completing this application, interviewing, and/or completing any pre-employment testing, or otherwise participating in the employee selection process, please email accommodation@energy-solution.com.
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