30183282 Senior Account Executive - Indiana/Michigan

As one of the largest energy services companies in the U.S., NORESCO utilizes design-build and performance-based contracting vehicles to deliver energy and maintenance savings and significant infrastructure upgrades to existing facilities. NORESCO also provides design, build, own, operate and maintain (DBOOM) services for central heating, cooling, and power-generation systems. NORESCO’s Sustainability Services group offers a full suite of sustainable design consulting services, including energy auditing, commissioning, and retro-commissioning, energy & daylighting analysis, LEED® certification consulting, and sustainability master planning.

What makes NORESCO unique is our ability to engineer and implement turnkey energy solutions that meet each customer’s individual needs. At NORESCO, we pride ourselves on the excellent relationships we maintain with our customers. We earn their trust and respect through listening and timely response to their needs and concerns. These relationships, along with pursuing and hiring the best people, are truly why NORESCO is a leader in the energy industry.

NORESCO is a Carrier company. We offer competitive compensation and benefits packages. NORESCO is looking for an experienced Lead Sr. Account Executive to join our growing team in the Michigan/Indiana territory!

Key Responsibilities:

• The consultative sale and marketing of energy infrastructure solutions to agency executives in MUSH market sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
• 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 non-federal installations, campuses, sites, buildings, and facilities.
• Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific non-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.

Required Qualifications:

• High School Diploma or GED.
• 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 Qualifications:

• 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 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.

This role is a base plus commission compensation structure and Sales incentive factor is not reflected in the posted pay transparency.