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Design Build Business Development Leader in Portland, OR at CLEAResult

Date Posted: 9/22/2018

Job Snapshot

Job Description

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Job Description Summary

The Design Build Business Development Leader will report to the SVP, Business Development, and will lead sales and market development for the Design Build business line. The individual will sell exclusively for Design-Build and will have a “dotted line” reporting to the Design-Build leader. While a key member of the overall BD team, this individual will be dedicated on selling DBU solutions and thus will operate as a part of the core DBU team. Design-Build is a CLEAResult business that designs and installs energy saving upgrades at commercial and industrial facilities to achieve large energy savings and cost reductions. Most clients are data centers and industrials, but the BU is likely to expand into retrofits at hospital facilities. The Design-Build team is very technical and includes technical sales staff, expert engineers, and experienced construction project managers.
This leader is responsible for delivering and exceeding annual sales targets and building a future pipeline. The successful candidate will be a self-driven business builder focused on ensuring success for all customers. This individual will have exceptional sales and client management skills as well as strong abilities in mentoring team members. Experience selling custom energy retrofit solutions for commercial applications such as chilled water cooling systems for data centers, industrial facilities and hospitals will be a vital skill as well. He / she will build strong internal relationships as well and above all will ensure that DBU meets or exceeds annual revenue and sales targets.

Job Description

Primary Responsibilities

  • Serve as the primary owner of sales responsibility for both new and existing DBU clients
  • Set BD strategy for DBU
    • Analyze market, identify top targets, qualify opportunities and ensure high quality sales experience for all customers.
    • Create and manage key account plans for all “portfolio” clients (multi-site, multi-year clients) 
    • Ensure rigorous qualifications of all potential deals and focus on most attractive opportunities (high revenue & margin, high win probability, strategically important accounts)
  • Sell
    • Develop trusted relationships with customers, utilities, partners and industry organizations, through face-to-face meetings, knowledge of targeted energy market and regulatory drivers, market engagement trends and technical capabilities of vendors and partners.
    • Serve as the primary relationship manager with all new customers
    • Build and maintain high quality sales support materials to promote DBU
    • In collaboration with CLEAResult’s marketing department prioritize and directly support DBU Business Line marketing.  Serve as a thought leader supporting DBU offers.
    • Support customer management, crisis management and customer satisfaction
    • Work with customers to document successful case studies
  • Propose & Contract for DBU
    • Understand customer needs and work with team to ensure timely, high quality proposals are provided to qualified customers
    • Take ownership and coordination opportunities for all DBU sales activity; make clear requests of all inputting team members
    • Drive contract negotiations between CLEAResult and customers. Support contract negotiations with partners and subcontractors that are part of delivery for DBU contracts.
    • Ensure all proposals and associated contracts are deliverable with CR capabilities and compliant with all relevant laws and regulations
  • Monitor, optimize and report on pipeline
    • Oversee and report on the development of DBU sales pipeline (in Salesforce.com tool) from discovery through the RFP, proposal development, interview and launch processes in collaboration with internal teams as needed.  
    • Highlight BD risks & opportunities vs. plan and drive associated actions.
    • Ensure that pipeline supports strong DBU financials with attractive project economics, partner & subcontractor pricing and gross revenue acquisition compared to annual goal.
    • Highlight risks & opportunities vs. plan and drive associated actions

Additional Job Description

Education, Experience, Skills

  • Bachelor’s Degree in environmental sciences, business, engineering, or related discipline.
  • Exceptional sales and customer management skills
  • Eight years or more of direct sales experience in energy efficiency, construction, building retrofits and/or demand management.
  • Previous experience at a Design Build firm
  • Strong business management and business development acumen.
  • Five or more years energy industry experience.
  • Ability to effectively prioritize and execute tasks in a high-pressure environment. Can conform to shifting priorities, demands and time-lines.
  • Experience working both independently and in a team-oriented, collaborative, matrixed environment is essential.
  • Ability to elicit cooperation from a wide variety of sources, including colleagues and staff in CLEAResult regions across North America, upper management, clients, and other functional departments.
  • Excellent problem-solving capabilities with the ability to leverage both your industry experience and creative approach to overcoming barriers.
  • Exceptional partner management capabilities.
  • Strong verbal, written communication and negotiation skills.
  • Public speaking experience and ability to travel to client meetings and conferences in North America.
  • Understanding of construction management at project sites
  • Understanding of energy efficiency upgrades
  • Strong preference for existing data center and hospital relationships

Equal Opportunity Employer                       

As an Equal Opportunity Employer, we are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant’s race, color, religion, national origin, marital status, age, disability, protected veteran status, sexual orientation or any other protected status. 
 

The above job description and job requirements are not intended to be all inclusive. CLEAResult retains the right to make changes or adjustment to job descriptions and/or job requirements at any time without notice. 

© Copyright 2013 CLEAResult.   All rights reserved.   



As an Equal Opportunity Employer, we are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant’s race, color, religion, national origin, marital status, age, disability, protected veteran status, sexual orientation or any other protected status.

The above job description and job requirements are not intended to be all inclusive. CLEAResult retains the right to make changes or adjustment to job descriptions and/or job requirements at any time without notice.

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