Job Description

Carrier Job Profile: Senior Manager, Sales Business Development

Carrier Job Title: Senior Manager, Sales Business Development

External Business Title: Regional Manager, Cooling/Energy as a Service

Location: Remote – Western States

Exciting Things are Happening at CARRIER and NORESCO!

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 develops energy infrastructure and efficiency solutions to meet each customer’s individual financial, technical, operational, and sustainability objectives through a variety of project delivery methods and contract structures including Public-Private Partnerships (P3), Cooling/Energy/Efficiency as a Service (CaaS) and Energy Savings Performance Contracts (ESPC). In many cases these design-build projects are fully or partially funded through a combination of reduced operating costs and capital expenditures. It takes a unique combination of curiosity, creativity, collaboration, and technical ability to identify, develop, and implement solutions that include reliable sources of energy, resiliency, efficiency, decarbonization, renewable energy, and sustainability.

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 hiring the best people and providing an environment where those people can do their best work to impact energy efficiency and slowing climate change. That is why NORESCO is a leader in the energy industry.

NORESCO is a Carrier Company. We offer competitive compensation and benefits packages.

We have an immediate need for a Regional Manager, Cooling/Energy as a Service.

About this role

NORESCO has a new opportunity for a Regional Manager to market and promote Cooling/Energy as a Service (CaaS) and Design, Build, Operate and Maintain (DBOM) solutions in the municipal, university, schools, higher education, industrial and commercial markets.

Key Responsibilities

• Develop a sales plan that cultivates and targets direct business relationships with the financial leadership (CFO, Vice Chancellor, SVP Finance & Administration, Business Manager and Owners).
• Analyze publicly available data to develop an opportunity targeting strategy for the Cooling/Energy as a Service markets.
• Call on customers directly and engage in prospecting, qualification, customer meetings, proposals, contract negotiations, etc.
• Identify and qualify potential CaaS opportunities and successfully position NORESCO with the customer’s buying influences in advance of a CaaS procurement.
• Develop and cultivate relationships with CaaS channel partners including equity investors/developers, financial and engineering firms.
• Work with NORESCO’s proposal team to draft responses to RFQ’s and RFP’s.
• Work with channel partners to develop strategies for a successful Statement of Qualifications (SOQ) including win themes and differentiators.
• Support qualifying and developing Carrier, NORESCO and channel partner leads and project opportunities
• Build and communicate marketplace feedback, including competitive information, customer expectations, and industry trends.

REQUIRED QUALIFICATIONS

• Bachelor’s degree in Business or Engineering
• 15+ years of successful project development experience
• 15+ years of experience selling complex solutions calling on C-suite decision-makers

PREFERRED QUALIFICATIONS

• Strong financial background and ability to call on and engage with the C suite to collaborate on comprehensive long-term financial solutions.
• Ability to understand and articulate complex contractual and finance structures.
• Experience developing and managing channel partner relationships.
• Energy infrastructure and efficiency experience is preferred.
• Innovative deal-maker that is familiar with complex financial, contractual, and technical solutions.
• Highly motivated and customer focused
• Travel requirement up to 50%

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