Job Description

About Carrier

Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com(opens in new window)or follow on Carrier social media at @Carrier.

About Noresco

NORESCO, a part of Carrier Global Corporation, helps clients modernize aging building systems and upgrade energy and water infrastructure to meet the evolving demands of the 21st century. We implement innovative energy efficiency, distributed generation, energy storage, and renewable energy solutions that optimize the operational efficiency and improve resilience of buildings, campuses, military installations, and communities. To date, NORESCO has implemented solutions that provide more than $5 billion in guaranteed energy and operating cost savings at more than 10,000 facilities, while reducing customer CO2 emissions by more than 25 million metric tons – the equivalent of planting 1.4 million acres of forest.

The Director, Federal Business Development is a sales leader and member of the Federal Leadership Team. The Director, Federal Business Development will be responsible for maintaining NORESCO’s growth trajectory in the Federal energy solutions market by leveraging Federal Energy Savings Performance Contracts (ESPCs), Utility Energy Services Contracts (UESCs), and other contract vehicles, with a market focus covering the eastern US and Europe. This proven leader will develop, manage, and implement the Federal market business development strategy and will lead a team of Federal Account Executives to achieve business goals.

Responsibilities

• Identify and set strategic direction for the Federal sales team and sales support staff
• Conceive and assist the team to execute sales strategies using a consultative selling model
• Analyze and prioritize financial goals and strategic objectives
• Develop, manage and own relationships with key Federal Agency and utility company personnel
• Manage the Federal sales process internally and work with leaders across NORESCO functional areas to identify necessary resources and resource planning
• Act as a Trusted Advisor in the Federal marketplace, leveraging relationships with DoW and Federal civilian agency customers
• Expand NORESCO’s business footprint by evaluating teaming and partnering relationships
• Attend industry specific tradeshows and events such as Energy Exchange,
• Actively participate in industry associations and networks to assist in building the NORESCO brand and identity
• Assist with proposal development efforts, analysis of solicitations and competition analysis of opportunities
• Track and report on key Federal business results and trends
• Lead the Federal sales team to close business and meet annual sales goals
• Commit yourself to operate with the highest level of ethics and integrity with all colleagues and customers

REQUIRED QUALIFICATIONS

• Bachelor’s Degree in Engineering, Business, or Finance
• 10+ years of experience in an energy solutions business development or sales role for Federal customers
• 5+ years of experience with complex sale cycles that include complex financial arrangements as part of the sale
• Must be able and willing to travel 30% of the time

PREFERRED QUALIFICATIONS

• Master’s Degree – Business, Engineering, or War College programs
• Direct Federal energy solutions sales experience with preference for roles in the Federal ESCO (ESPC and/or UESC) industry
• Strong interpersonal communication skills and the ability to create and maintain relationships with industry and customers
• Excellent public speaking, presentation, oral and written communication skills
• Effective leadership skills, including the ability to influence others while building internal and external partnerships
• Able to achieve Security Clearance
• Prior US Military of other US Federal Government work experience