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Company

Carrier Refrigeration · 5 hours ago

Sr. Account Executive

Sacramento, CA

Full-time

Remote

Senior Level

$113K/yr - $158K/yr

7+ years exp

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Responsibilities

The consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC), in the northern geography of California

With expert and mastery-level knowledge of government ESPC and other contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospects.

Understand and influence customers in the buying process, offering novel and unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards.

Actively participate in relevant conferences and trade associations

Engage in industry events as a recognized leader in the ESCO field

Manage sales funnel to achieve business goals and strategic objectives

Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities

Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team

With expert knowledge of diverse Municipals, Universities, K-12 Schools and Hospitals (MUSH) and commercial and industrial customers and internal NORESCO disciplines, lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling response

Capture and manage detailed information from specific federal installations, campuses, sites, buildings, and facilities

Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific federal facilities

With site information, coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection

Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses

Mentor junior AEs as needed

Serve as a customer advocate, coordinating with and influencing the internal project development team and decision-makers at all leadership levels throughout the sales, development, and implementation phases to ensure customer expectations and requirements are met

Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally Government executive leaders

Successfully closed business in compliance with an annual sales goal

Participate on internal process improvement teams as needed

After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet State and Local goals or implement unfunded site infrastructure requirements

Qualification

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Energy Savings Performance ContractsEnergy Management ConsultingDesign-Build MarketsSales to C-Level TargetsPublic ProcurementStandard Building Conservation MeasuresWastewater MarketIndustrial MarketsMentoring Sales RepsPresenting to City CouncilsMUSH Sector

Required

High School Diploma

7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets

5+ years of experience selling to C-Level targets

Preferred

Bachelor's Degree highly preferred

10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets

Experience presenting and selling to city councils, school boards and public forums highly preferred

Understanding of California public procurement for the energy services market

Understanding of standard building conservation measures (solar, lighting, HVAC, etc.)

Knowledge of Water and Wastewater market

Knowledge of Commercial and Industrial markets

Experience mentoring sales reps