Director, Growth Management and Strategy

Interested in joining a growing company where you will work with talented colleagues, enhance a supportive and energetic culture, and be part of the climate solution? At Energy Solutions, we focus on the big impacts. And we believe that market-based programs can be a powerful force to deliver large-scale energy, carbon, and water-use savings. Since 1995, we’ve harnessed that power to offer proven, performance-based solutions for our utility, government, and institutional customers.

Energy Solutions is seeking a full-time Business Development Director to join our Growth Management & Strategy team. In this role, you will lead the development of competitive proposals for a range of clients, lead intentional business growth, and work closely with consultants on pipeline forecasting. You will drive sales pipelines from lead to contract. We are seeking a Director with a proven track record of increasing sales and revenue, who values and demonstrates Energy Solutions’ mission to deliver large-scale environmental impacts.

Our turnkey products accelerate decarbonization; enable distributed energy resources; transform markets to accelerate technologies with beneficial societal impacts; and provide technical and policy support to set smart energy standards at the local, state, and national levels.  Simply put, our market-based products deliver environmental and resource solutions that are better for business and better for society.

Responsibilities include but are not limited to: 

• Manage and grow team of four proposal managers and one business analyst.
• Lead competitively bid proposals with a range of clients including investor-owned utilities, municipal, state, and federal agencies, etc.
  • Track and manage upcoming proposals
  • Manage and plan workload for proposal team
  • Work closely with Client Services consultants to plan and prepare for upcoming proposals including win theme development, partnerships, competitive advantages, program design, etc.
  • Ensure all proposals are submitted on time
  • Ensure internal stakeholders such as Marketing, Information Systems, Contracts, Finance, and C-Suite are involved in key decisions to avoid risks and non-compliance
• Develop and manage execution of intentional business development plans for decarb work including Codes and Standards, Distributed Energy Resources, Building Electrification, and Clean Heat work:
  • Drive Salesforce metrics on average conversion rate and average period of time for opportunities to advance from leads à proposals à won work
  • Develop statistical forecasts for future revenue yield for each product domain based on sales pipelines
  • Identify shortfalls in goals based on state of pipeline and prioritize opportunity development where needed
  • Maintain and track market share information for each major established product line
  • Understand competitor share of market
• Collaborate with the consultants to:
  • Develop joint, comprehensive capture strategies for all products and services
  • Develop cross-selling opportunities and work with consultants to execute on them
  • Work jointly to iterate and implement business development operations such as sales strategy meetings and account management
  • Collaborate with internal subject matter experts to develop targeted and compelling decarb solutions and identify market trends and market leads for future products

Minimum Qualifications: 

• Bachelor’s degree in a business-related, STEM, or Environmental discipline
• Minimum of 10 years’ work experience in consulting or energy industry
• Minimum of 5 years in business development, account management, or industry related sales experience
• Record of success developing new business and strong relationships with utilities
• Established national network of utility and regulatory contacts

• Demonstrated experience managing complex energy efficiency or Distributed Energy Resources (DERs) delivery projects
• Effectively worked with and/or managed operational teams in order to provide the necessary outcome to a client
• Excellent interpersonal skills and the ability to gain support and establish working relationships with program and project managers, technical leads, subject matter experts, peers and all levels of internal staff
• Ability to work in a team-oriented collegial and collaborative, but fast-paced and dynamic environment
• Ability to provide strategic account management and have negotiated large contracts with clients
• Strong business and financial acumen
• Ability to effectively communicate both written and verbally
• Demonstrated organizational skills
• Salary commensurate with