Senior Account Executive - Indiana / Michigan

Carrier; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Carrier is looking for a Lead Sr. Account Executive to join the NORESCO team, focused on consultative sales in energy infrastructure solutions across the Michigan/Indiana territory. Ideal candidates will have extensive experience in the Municipal, University, Schools, and Hospital sectors, with a proven track record in achieving sales goals and developing strong client relationships.

Qualifications

• 7+ years selling solutions in the MUSH sectors.
• Experience selling to C-Level targets a must.
• 10+ years preferred in MUSH ESPC and Energy Management.

Responsibilities

• Consultative sales and marketing of energy infrastructure solutions.
• Manage sales funnel and achieve business goals.
• Mentor junior AEs as needed.

Skills

Sales Skills

Customer Relationship Management

Negotiation

Communication Skills

Critical Thinking

Education

High School Diploma or GED

Bachelor's Degree

Job description

Country:

United States of America

Location:

CAINO: Carrier-Home Indiana Remote Location, Remote City, IN, 46001 USA

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 design, build, own, operate and maintain (DBOOM) 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. NORESCO is looking for an experienced Lead Sr. Account Executive to join our growing team in the Michigan/Indiana territory!

Key Responsibilities:

• The consultative sale and marketing of energy infrastructure solutions to agency executives in MUSH market sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
• With expert and mastery-level knowledge of government ESPC and other contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospects.
• Understand and influence customers in the buying process, offering novel and unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards.
• Actively participate in relevant conferences and trade associations
• Engage in industry events as a recognized leader in the ESCO field
• Manage sales funnel to achieve business goals and strategic objectives
• Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities
• Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team
• With expert knowledge of diverse Municipals, Universities, K-12 Schools and Hospitals (MUSH) and commercial and industrial customers and internal NORESCO disciplines, lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling response
• Capture and manage detailed information from specific non-federal installations, campuses, sites, buildings, and facilities
• Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific non-federal facilities
• With site information, coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection
• Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses
• Mentor junior AEs as needed
• Serve as a customer advocate, coordinating with and influencing the internal project development team and decision-makers at all leadership levels throughout the sales, development, and implementation phases to ensure customer expectations and requirements are met
• Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally Government executive leaders
• Successfully closed business in compliance with an annual sales goal
• Participate on internal process improvement teams as needed
• After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet State and Local goals or implement unfunded site infrastructure requirements

Required Qualifications

• High School Diploma or GED
• 7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets
• 5+ years of experience selling to C-Level targets

Preferred Qualifications

• Bachelor's Degree highly preferred
• 10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets
• Experience presenting and selling to city councils, school boards and public forums highly preferred
• Understanding of public procurement for the energy services market
• Understanding of standard building conservation measures (solar, lighting, HVAC, etc.)
• Knowledge of Water and Wastewater market
• Knowledge of Commercial and Industrial markets
• Experience mentoring sales reps

This role is a base plus commission compensation structure and Sales incentive factor is not reflected in the posted pay transparency.

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RSRCAR

Carrier is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified Individuals with a Disability and Protected Veterans in compliance with Section 503 of the Rehabilitation Act and the Vietnam Era Veterans’ Readjustment Assistance Act.

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