Director, Federal Programs

Country:

United States of America

Location:

CAV17: NOR Fairfax 2750 Prosperity Avenue Suite 130, Fairfax, VA, 22031 USA

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 services for central heating, cooling, and power-generation systems.

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.

About the role

The Director, Federal Programs will engage key strategic Federal and utility leaders, influencers, and decision makers to build relationships. This individual will identify key long-term requirements and emerging opportunities that align with NORESCO capabilities, and work to secure the contract vehicles to capitalize on those opportunities. The Director will develop market strategies for existing utility partners, identify and pursue new utility partners, support tactical and strategic market development and sales execution.

This position will work throughout the United States, reporting to the Senior Vice President for NORESCO’s Federal business. Occasional international travel may be required.

Key Responsibilities:

• Establishing, developing and maintaining high quality, executive-level relationships with Federal agencies and utilities nationwide in order to identify specific prospective targets and opportunities.
• Monitor Federal legislation, policy developments and funding opportunities that impact the Federal energy services market
• Leverage relationships, Federal policy, funding availability, and individual Federal Agency initiatives to uncover emerging opportunities. 
• Collaborate with executive leadership within NORESCO, Agencies, and utility partners to identify innovative approaches and business models to address decarbonization mandates, electrification initiatives and energy resilience requirements for Federal facilities.  Develop and execute medium-term (three to five years) market penetration strategies in close collaboration with internal and external stakeholders, including utility partners.
• Assist with application processes, proposals and approvals to secure contract vehicles required to execute the strategies.  Examples include GSA Multiple Award Schedules, Enhanced Use Lease, Utility Monitoring and Control System Contract, and Other Transaction Authority contracts.  
• Manage existing utility partner relationships and work with new utility partners to develop utility-specific market plans to target offerings, customer opportunities, and pursuit strategies.
• Understand Federal agency specific procurement processes of ESPC and UESC.  Understand specific Federal agency deliverables, Agency challenges and how NORESCO can mitigate those challenges.
• Work with Federal Account Executives in preparing Agency- or utility- specific presentations and proposals that reflect compelling value propositions.
• Work as a strategist to assist proposal development efforts, provide analysis of solicitations and competition, and critically review NORESCO proposals to identify improvement opportunities prior to submission.
• Maintain a database listing Federal Agencies, contacts, and status of NORESCO Agency engagements to identify Agency coverage gaps.  Assist with developing strategy for Agency coverage to promote NORESCO’s value proposition, and to support activities and approvals to advance