Job Description

Exciting Things are Happening at NORESCO!

NORESCO, a part of Carrier Global Corporation, helps clients adapt to and mitigate the impacts of climate change by decarbonizing, modernizing and electrifying aging infrastructure to be more sustainable and resilient. By deploying innovative distributed energy, storage and renewable energy solutions, NORESCO improves the health and efficiency of existing campuses, buildings and communities. To date, NORESCO has guaranteed more than $5 billion in 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 to planting 1.4 million acres of forest. For more information, visit www.noresco.com

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 build, own, operate and maintain (BOOM) 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.

Full Job Description

The Sales Business Development Representative is mainly responsible for promoting and selling Energy Efficiency as a Service (EEaaS), Decarbonization as a Service (DaaS), and Electrification products and solutions to Commercial and Industrial customers. The position is responsible for implementing a sales strategy encompassing region, market segment, and account objectives which will strengthen existing relationships with key customers and capture new customers, establishing relationships with local Trade, manufacturers, Utilities, and vertical market SMEs, ultimately achieving sales objectives.

RESPONSIBILITIES

• Lead all business development and sales efforts within a specified region, establishing NORESCO as a leader in the EEaaS market.
• Manage multiple Business Developers within strategic geographic regions
• Participate in the development and implementation of the sales strategy plan to ultimately achieve sales objectives.
• Coordinate with company executives and sales & marketing professionals to analyze market trends.
• Carry out sales forecasts and analysis.
• Interface directly with Developers, IPPs, Utilities, EPCs, Contractors, System Integrators, and EE Manufacturers.
• Conduct numerous face-to-face meetings and strategic conference calls with customers.
• Identify and establish new customers and strengthen existing customer relationships.
• Identify, support, and influence key decision-makers.
• Help negotiate and execute Master Performance Agreements.
• Help provide sales and basic technical support to customers, including best matching between project spec’s/constraints/compliance and EE products.
• To lead the common Sales Life Cycle of order, starting from identification of an opportunity, proposal generation, and submittals thru contract negotiation and final approval of a purchase order.
• To support other team members (mainly engineering management/project management) throughout the whole process of logistics, delivery, and successful commissioning/acceptance to ensure full customer satisfaction.
• To help identify the business unit's internal strengths and weaknesses, as well as its external opportunities and threats.
• To stay well informed about the policies and business of the EEaaS market status in each of the assigned regions under his/her responsibility.
• To work with product development and product management/marketing to ensure products support customer requirements. To collect information about competitors’ products and strategies.
• Manage and prioritize daily workload.
• Participate during internal sales calls and monthly meetings and communicate results.
• Attend and support industry events and tradeshows.
• To follow the company’s core values including its mission and vision, and to stay aligned with its strategic business plan on a corporate level and business unit level.
• Ensure tasks are performed in compliance and according to organizational requirements for quality management and environmental, health, and safety standards, policies, and procedures.
• Improve his/her skills with summits, tradeshows, workshops, and training.

WORK EXPERIENCE REQUIREMENTS

• Minimum 10-year experience in sales and business development related to Commercial and Industrial complex energy efficiency solution selling
• Sales territory and account management
• Provide consultative selling, negotiate, and close large opportunities
• Experience working with C-Suite
• Proven ability to work with multiple functional areas and interdepartmental teams, domestically and globally
• Understanding of the Clean Energy market, including performance contracts, renewables, P3, and decarbonization/electrification solutions
• Proven ability to multi-task, manage multiple projects and effectively determine priorities
• Exceptional written and spoken communication skills are a must
• Strong communication and presentation skills
• Competent in assessing customer needs and identifying sales opportunities
• Proactive and results-oriented to work in a rapidly growing industry
• Strong problem-solving, strategic thinking, and analytical skills required
• Strong team-oriented, foster teamwork with improved ideas and resolution to problems
• Extremely organized
• Customer Relationship Management (CRM) skills
• Ability to work autonomy and in a fast-paced environment
• Ability to effectively work remotely
• Extensive travel is required in response to customer calls.

ACADEMIC REQUIREMENTS

• Bachelor's degree or higher from an accredited college or university (Electrical, Electronic, Mechanical, Industrial Engineering or equivalent degree is valued)
• Knowledge of CRM tools is a plus
• Strong computer skills essential – thorough knowledge of Word, Excel, PowerPoint, and web-based applications.
• Valid driver’s license