ENERGY SYSTEMS GROUP^® is looking for a Senior Business Development Manager to join our Public Sector East team. This position will be based in the Northeast, specifically New York, and may require up to 50% local travel including overnight stays.

The Senior Business Development Manager is responsible for carrying ESG’s messaging, branding and value proposition into the New York market. This would include identifying and qualifying potential business targets and potential projects using a consultative sales approach to co-developing business solutions with potential clients. The Senior Business Development Manager is responsible for communicating client goals, objectives and success measurement criteria to development teams so potential project scopes are aligned with client objectives. Share market pressures with engineering leadership so emerging technologies can be evaluated for deployment in the market while driving orders for new business opportunities.

The essential functions of the position include:

• Developing solutions that illustrate ESG’s value to the process, driving value for the client(s)
• Refining ESG’s existing business strategy and value proposition creating a custom solution for all potential opportunities based on specific customer goals & objectives
• Build solutions that demonstrate the business and financial justification for potential projects - reprioritizing operational expenses and rethinking capital expenditures
• Developing solutions that balance competing business priorities and initiatives with budgets and available incentives/grants/rebates that are measurable and meet client benchmarks for project success
• Developing and maintaining an online presence highlighting corporate and personal capabilities

To be successful in this role you:

• Develop a complete understanding of ESG’s past project experiences, teammates capabilities (SME), core capabilities and value proposition and be able to articulate them to potential clients
• Integrate building electrification and impactful sustainability solutions into the engagement process, as valued by the client
• Refine a clear and concise ESG value statement outlining these capabilities in a conversational tone for initial contacts
• Identify a list of strategic target clients by:
  • Leveraging supplier and manufactures representative relationships and business intelligence
  • Working with regional engineering/consultant firms to identify possible opportunities to showcase ESG’s value
  • Attending and working trade shows and industry conferences & associations (be active)
  • Continual market research (via publications, CIP’s, the Web) and networking
• Utilize a consultative sales approach to:
  • Leverage effective business relationships enabling a robust funnel
  • Identify customer needs, priorities and financial requirements
  • Co-develop full scope of solutions to meet customer business goals
  • With your project development team, build effective and accurate cash flow analysis including comprehensive cost of solutions, energy/operational savings, and capital reprioritization
  • In conjunction with ESG financial team, provide support to financing solutions that could include alternatives such as Revenue Bonds, Capital lease, EaaS, P3 or other effective means to enable the buyer to realize the project
  • Achieve sales objectives, volume, and market share
• Maintain communication with customers to understand their needs, concerns and ensure that our solutions, differentiation, and solicitation requirements are in alignment with their goals
• Maintain customer contact throughout the installation period (& beyond), supporting the Project Management team, to identify any additional needs and/or sales opportunities
• Understanding and ability to develop ESPC, ESA/PPA contracting and design build projects with performance guarantees aligning to the customer objectives
• Meet identified activity targets and gross margin goals
• Prepare and present professional proposals that address all identified needs, concerns, and financial objectives

Your background includes:

• Bachelor degree in business, engineering, or a related field, preferred or equivalent combination of education and experience
• Five (5) or more years of consultative sales experience within energy services, sustainable infrastructure
• Excellent communication skills (verbal and written)
• Familiarity with state and federal legislation pertaining to procurement
  • Design-build, ESA, ESPC, Piggy Backing, Cooperative Purchasing, P3
• Proficiency with Microsoft Office programs
• Ability to interact senior leadership of ESG, external organizations and customers
• Ability to write proposals, reports, business correspondence and procedure manuals
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public
• Effective and successful consultative sales development, negotiation, and closing techniques
• Excellent organizational skills with ability to manage multiple priorities and business relationships
• Exercise discretion and independent judgment

What we bring to you:

• Professional growth and development programs including tuition reimbursement
• Comprehensive health, dental, vision insurance plans and wellness plans for employee and your family
• Life insurance, short-term disability, long-term disability, and supplemental benefits
• 401(k) Savings Plan
• Nine Paid Holidays
• Paid Vacation and Personal/Sick Leave
• Paid Parental Leave for the birth, adoption, or placement of a child/children
• Highly competitive salaries and incentive structure

We want you to know:

ESG is an Equal Employment Opportunity/Affirmative Action Employer dedicated to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We value talent and understand that our colleagues allow us the opportunity to deliver an exceptional customer experience. We achieve our goals through teamwork and conduct our business with integrity.

Join our world-class team to provide safe, reliable innovative energy efficiency and infrastructure solutions for K-12 schools and universities to local, state and federal government agencies and more.

This contractor and subcontractor shall abide by the requirements of 41 CFR §§ 60-1.4(a), 60-300.5(a), and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability.

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