Regularly lead routine pipeline reviews with sales team for validity, review and assist with team’s proposals and sales presentations and provide sales executives support during customer meetings.
Guide BDMs by demonstrating effective personal attitude, leadership and professional conduct.
The Senior Manager will have responsibility for administratively governing the team, including performance reviews, salary planning, interviewing, hiring / firing and general administration.
Reporting and Analysis- Create and manage sales forecasts and performance to forecast. Track and monitor team and individual pipeline metrics. Prepare regular reports on sales performance and other key metrics. Present findings and recommendations to Sr leadership team. Leverage CRM system to pull insights and compile data & analytics to identify opportunities for improvement or growth.
Develop and implement enhanced sales strategies in alignment with a consultative sales model.
Directly partners with Project Development, Engineering, & Construction Project Management Leadership to ensure technical proposal and presentation details are aligned to customers needs and delivered in a timely manner. Post, contract award, collaborates with internal partners to ensure ongoing customer needs are satisfied and project installations are being completed on-time, within budget, and to the customer’s satisfaction.
Manages/leads the following aspects of new business development:
Provide general management, oversight and guidance to a team of BDMs.
Assure adequate support and resources are available to sales team.
Drive BDM’s sales performance, pipeline development, and relationship management within the team’s defined geographic territories
Manages a professional team of diverse Business Development Managers that focus primarily on the prospecting, cultivation, and acquisition of new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects.
Drive team to enhance their visibility within their territory through cultivation of a network of prospects, clients, and business contacts in their geography.
Requirements
dynamics 365
crm
ms office
bachelor's
consultative sales
leadership
Experience utilizing Microsoft Dynamics 365, or similar CRM system
Coaches and mentors a team consisting of various levels of knowledge and ability. Training and education of the team is essential - Ensures team is stays abreast of industry and market trends, regulatory changes, and other evets that impact the business.
Bachelor's degree and a minimum of 10 years of consultative, solutions-based sales experience in one of the following industries:
Proven history of success in a solutions-based, consultative sales role, including:
Candidate must have the ability to speak, read and write English.
Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and/or federal, state, or local governments (S.L.E.D/ M.U.S.H. markets)
Proven ability to develop, cultivate, maintain and leverage contact networks and business relationships, including C-suite level executives
In depth understanding of building and mechanical infrastructure, technologies and systems
Prior Sales Management experience in a solutions-based or consultative sales environment, required.
Superior interpersonal and group presentation skills are essential for success in this role.
Experience in handling high demand situations where tact and cooperation are crucial to cost-effective operations
Experience utilizing a CRM platform
Effective written and oral communication skills and the ability to write reports, business correspondence and customer presentations
Possess conceptual selling skills accompanied by a strong financial/business acumen
Excellent planning and organizational skills
Or equivalent combination of education and relevant experience
Proficiency with MS Office Suite
Successful track record of effectively developing and managing a defined sales territory and meeting and/or exceeding annual sales quotas
Formalized sales training program via Sandler, Miller Heiman or similar program
4+ years of Sales Management experience, highly preferred
Strong leadership, coaching, and professional development skills with track record for cultivating high-performing teams. Experience in leading, directing, supervising, training employees, assigning and directing work, conducting performance appraisals, disciplining employees, and addressing complaints and resolving personnel problems
Demonstrated success in originating, negotiating and closing complex sales transactions
Strong analytical skills with the ability to interpret sales data and market trends
Ability to develop and execute sales forecasts and strategic sales plans
Sales experience in the areas of Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, Energy Efficiency, Energy as a Service, Renewable Energy Technologies, and Sustainability Initiatives, preferred
Benefits
Information not given or found
Training + Development
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Interview process
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Visa Sponsorship
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Security clearance
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Company
Overview
32 GW capacity
Energy Generation Capacity
Operates across nuclear, wind, solar, gas, and hydro power sources.
$26.6B deal
Calpine Acquisition
Significant investment to expand geographic reach and energy capacity.
10% carbon-free power
Clean Energy Contribution
Supplies a substantial portion of reliable, low-carbon energy in the U.S.
450% share growth
Stock Performance
Shares have seen remarkable growth since the spin-out in 2022.
Reclaimed independence in 2022 to focus on clean-energy goals.
Powers over 20 million U.S. homes and businesses with diverse energy sources.
Restarted Three Mile Island Unit 1 with Microsoft's 20-year energy agreement.
Provides retail energy services to ~2 million customers, including Fortune 100 companies.
Culture + Values
Safety and operational excellence are prioritized in every operation, ensuring reliable service 24/7, 365 days a year.
Committed to continuous improvement and innovation, striving to be the best operators and deliver cutting-edge technology.
Acting with integrity and accountability, valuing respect and trust in all interactions with colleagues, customers, and communities.
Fostering a culture of respect, belonging, diversity, and inclusion, where all voices are heard and valued.
Investing in education and training to drive positive change across America.
Leading the transition to cleaner energy, championing resilient climate solutions for a sustainable future.
Environment + Sustainability
95% and 100% by 2030 and 2040
Carbon-Free electricity production
A commitment to achieving 95% carbon-free electricity generation by 2030 and fully carbon-free by 2040.
65% by 2030
Emissions reduction target
Aiming to reduce operations-driven emissions by 65% by 2030, with full elimination by 2040 through offsets.
30% by 2030
Methane emissions reduction
Targeting a 30% reduction in methane emissions by 2030, contributing to broader climate goals.
32,400 MW
Carbon-free energy capacity
A production capacity of 32,400 MW, capable of powering approximately 15 million homes annually.
Produced 163 TWh zero-emission nuclear generation in 2021 (enough for ~14.9 million homes).
As of end-2022, 100% of C&I customers received hourly, customer-specific GHG impact information.
Developing roadmap with KPIs covering all Scope 1 and Scope 2 emissions.
Commitment to engage key energy suppliers on GHG and climate adaptation strategies.
Inclusion & Diversity
>5,000 members
Employee Resource Groups
The company has over 5,000 members across nine Employee Resource Groups (ERGs) with 67 chapters globally.
71% growth
ERG Summit Attendance
Employee Resource Group Summit attendance has increased by 71% year-over-year.
$1.25M grants
Powering Change Initiative
$1.25 million in grants provided to seven nonprofits for workforce development and upskilling in energy sectors.
15 universities
PowerEd Mentorship Program
Collaboration with 15 universities to build an early-career talent pipeline through mentorship initiatives.
DEI mission centered on: respecting one another and creating belonging; attracting, retaining and advancing employees; integrating diversity as a core business imperative.
Supplier Development & Engagement: inclusive supply chain with equal opportunity to small and local businesses.
Equal-opportunity employer; non-discriminatory practices in recruitment and advancement.
DEI Center of Excellence established to strengthen DEI commitments and employee/customer support.