Director of Local Sales, On-Pipe Growth & Account Management

Director Of Local Sales, On-Pipe Growth & Account ManagementThe Director of Local Sales, On-Pipe Growth & Account Management is responsible for driving customer acquisition, revenue growth, and customer retention across the company's district energy portfolio. This leadership role focuses on expanding thermal energy sales through new customer connections, increasing utilization within existing service territories, and building long-term strategic relationships with key customers, developers, municipalities, institutions, and utility stakeholders.The Director will lead local business development initiatives, identify and execute on-pipe growth opportunities, oversee key account management activities, and collaborate cross-functionally to support the expansion of district energy systems. This position serves as a critical link between commercial strategy, operations, engineering, and customer success.Key ResponsibilitiesSales & Business DevelopmentDevelop and execute local market sales strategies to drive customer growth and revenue within existing district energy networks.Identify and secure new customer connections, including commercial, healthcare, higher education, residential, and mixed-use developments.Establish strong relationships with developers, engineering firms, architects, real estate owners, building operators, municipalities, and energy consultants.Create and manage a robust sales pipeline and accurately forecast revenue opportunities.Negotiate commercial agreements, new energy service contracts, and renewal of existing energy service contracts.On-Pipe Growth StrategyIdentify opportunities to increase thermal load and revenue within existing service territories.Work with planning and engineering teams to evaluate network expansion opportunities and customer economics.Develop business cases for system extensions, capacity optimization, and new service offerings.Track key growth metrics, including connected load, thermal energy sales, customer penetration, and revenue growth.Account Management & Customer SuccessLead the team responsible for account managementProvide training, coaching and mentorship to team members to foster professional development and growth.Over see the relationships management and customer success program for strategic customer accounts.Develop long-term customer engagement strategies focused on retention, satisfaction, and account growth.Oversee contract renewals, account reviews, and customer performance discussions.Work with operations leadership to address customer concerns proactively and coordinate solutions across internal departments.Identify opportunities for additional services, increased profitability, and sustainability initiatives.Market Development & Regulatory EngagementMonitor local market trends, utility developments, sustainability regulations, and competitive activity.Represent the company at industry conferences, community meetings, and stakeholder events.Support municipal and regulatory engagement efforts related to district energy expansion.Advocate for district energy solutions as a decarbonization and resiliency strategy.Leadership & Team ManagementLead and mentor local sales and account management professionals.Establish performance objectives, sales targets, and customer retention goals.Foster a high-performance, customer-focused culture.Partner with finance, operations, engineering, and legal teams to ensure effective project execution and customer satisfaction.QualificationsEducationBachelor's degree in Business, Engineering, Energy Management, Marketing, Finance, or a related field.MBA or advanced degree preferred.Experience10+ years of progressive experience in energy, utilities, district energy, infrastructure, commercial real estate, or related industries.5+ years of leadership experience managing sales, business development, or account management teams.Demonstrated success in developing major customer relationships and closing complex energy service agreements.Experience working with municipalities, universities, hospitals, industrial facilities, or large commercial customers preferred.Knowledge of district energy systems, CHP, thermal energy networks, renewable energy, or utility infrastructure highly desirable.Skills & CompetenciesStrategic sales leadershipKey account managementUtility and infrastructure business developmentContract negotiationFinancial and commercial analysisStakeholder managementExecutive presentation skillsTeam leadership and coachingCustomer-focused mindsetCross-functional collaborationCRM and pipeline managementKey Performance Indicators (KPIs)New customer connectionsAnnual revenue growthConnected thermal load growth (MMBtu/hr or MWth)Customer retention and renewal ratesGross margin performanceSales pipeline developmentCustomer satisfaction scoresNetwork utilization growthStrategic account expansionReporting RelationshipReports To: Chief Commercial OfficerDirect Reports: Include local Sales and Business Development Managers, Account Managers, Customer Success PersonnelIdeal Candidate Profile: A commercially driven energy industry leader who combines strategic business development expertise with operational understanding of district energy systems, possesses strong customer relationship skills, and has a proven track record of delivering growth through both new customer acquisition and expansion of existing energy networks.Compensation & BenefitsSalary Range: The anticipated base salary range for this position is $170,000 - $210,000 annually, commensurate with experience, qualifications, geographic location, and demonstrated performance.Financial BenefitsCompetitive 401(k) retirement savings plan with company matchAnnual incentive bonus opportunityProfessional DevelopmentTuition reimbursement and continuing education supportIndustry certifications and professional membershipsLeadership development and executive coaching opportunitiesAttendance at industry conferences and trade associationsLocationCandidates must maintain residence in the continental US.Priority will be given to candidates located in or near the following cities:Phoenix, AZSan Diego, CASan Francisco, CAMinneapolis, MNOmaha, NEPittsburgh, PATravelCandidates must be willing to travel to Cordia operations with some regularity (10%-25% Travel expected)Additional BenefitsHybrid or flexible work arrangements, where business needs permitCompany-provided technology and communication toolsMileage reimbursement or vehicle allowance, as applicableTravel and entertainment expense reimbursementOpportunities to participate in high-impact sustainability, decarbonization, and energy transition initiativesPosition LevelThis role is considered a senior commercial leadership position and is expected to influence the company's growth strategy, customer retention efforts, and expansion of district energy infrastructure across assigned markets. The position may serve as a successor candidate for future Vice President leadership opportunities.