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Director of Business Development

2 months ago

New York, United States RED-ROCHESTER, LLC Full time

As a leading U.S. district energy & utility infrastructure provider, SEEIT District Energy is an industry leader that provides innovative, sustainable energy and infrastructure solutions. SEEIT District Energy owns and operates assets in New York state.

SEEIT District Energy delivers reliable, cost-effective, and sustainable energy infrastructure to customers across the U.S., providing critical low-carbon heating, cooling, electricity, process water, industrial wastewater, compressed air, and other service solutions to heavy industrial, manufacturing, pharmaceutical, food & beverage, research & development, semi-conductor, and commercial customers.

Our mission is through an unwavering commitment to safety, reliability, environmental stewardship, and community, is to strive to be a trusted utilities provider that drives sustainable development, powers progress and leads the way towards a greener and brighter future.

Summary:

Reporting to the CEO, the Director is accountable for identifying new energy & infrastructure opportunities for consistent and profitable growth in the Northeast market.

The successful candidate will have a minimum of 5 years’ experience, and is expected to bring a creative, collaborative, relational and a proactive sales approach to the market. The ideal candidate must have a strong technical background, a willingness to listen and learn, drive to continuously improve, and is team-centric with strong integrity.

The successful candidate will be a self-starter that enjoys working in a fast-paced environment, strong commitment to relationships, is sales oriented with a high sense of ownership in their work, possesses a high degree of intellectual curiosity, and has a superior business development foundation.

The successful candidate must have knowledge of and the ability to monitor, report on, and provide recommendations to mitigate state or federal regulatory programs impacting energy systems like RED Rochester. Assisting in mitigating the risk or turning it into a growth opportunity for the business.


Responsibilities:

The successful candidate will work with the CEO, RED Rochester Leadership team, project engineers, consultants, and the SEEIT District Energy management team to develop opportunities and relationships to negotiate and execute long term energy service agreements with the RED Rochester – Eastman Business Park system, identify and develop expansion of that system, and identify acquisition targets to grow the business in the Northeast US. In addition, the Director of Business Development will be accountable for:

Market Research

Create geographic target zones by priority – i.e. Zone 1 – Upstate NY Buffalo / Rochester, Zone 2 – Southern New England, Zone 3 – NY City / Hudson River Valley

Develop target list of potential acquisition district energy systems in the industrial, municipal, privately owned, healthcare campuses, or private higher education facilities

Expand target markets based on research

Develop method of evaluating and ranking target clients by strategic fit with SEEIT DE

Identification & Sourcing

Identify, research & Track client type, geography, short vs. long term

Identify and Source Decision Makers

Identify Differentiators & Value-Added services

Outreach & Qualification

Contact potential clients

Identify acquisition (sole source or competitive) or Contract O&M services

Quantify opportunities by priority, investment amount, and timing

Proposal & Contracting

Assemble pre-vetted project teams

Prepare LOI’s

LOI negotiations through approval

Due diligence & transaction structuring

Negotiate energy service agreements and term sheets

Client Services

Maintain client positive relationships

Routinely follow up and provide updates to SEEIT DE as conditions change

Leverage IDEA as a resource for information and networking

Regulatory

Monitor state and federal programs or regulations that could impact district energy systems, both negatively and positively

Assist in mitigating regulator impacts or turning them into a new growth opportunity for the business with new services or systems

Leverage regulatory changes to create business opportunities with customers


RED Rochester / Rochester Area Focus

Assist RED / Kodak in developing a strategy to increase the interest in Eastman Business Park (EBP) available parcels and market to potential customers.

Work with Kodak to market available parcels of land and develop a strong business case that shows savings to Kodak and growth for RED

Work with the Greater Rochester Enterprise and other state agencies for economic development to market Eastman Business Park & RED and create a pipeline of new customer opportunities.

Assist RED in developing marketing material to improve visibility, value, and marketability of EBP

Identify potential target systems in the greater Rochester area that could be “bolt on” systems to the RED Rochester EBP system


Client Strategies

Developing go-to-market strategies to reach key prospective customer targets with focus on investment grade or credit worthy customers to develop business development and growth plans for customers in the below markets and areas:

Portfolio Owners

Health Care Systems

Investment Companies/Funds

Data Center Operators

Hospitality/Entertainment/Sports


Campus Owners

Large industrial or manufacturing

Private Universities & Prep Schools

Corporations

Malls (redevelopment to mixed-use)


Campus Developments

Life Sciences/Biotech

Creative Office Parks

Movie Studios

Data Center/Industrial


Master Developments

Neighborhood Scale Urban/Infill

Base Conversions

Master Plan Communities


Governmental Entities

Unsolicited Bid Opportunities


Additional Responsibilities:

  • Sourcing new sales leads and project opportunities.
  • Being regularly active in the Northeast business community to establish and grow the SEEIT District Energy brand.
  • Maintaining sales management and administration.
  • Establishing relationships with existing and new customers.
  • Developing and delivering proposals, presentations, term sheets, and deal memos.
  • Closing new business that meets or exceeds investment parameters through commercial and legal negotiations.
  • Assist in developing, administering, and maintaining Customer Account Management Plans for key and strategic customers.
  • Providing weekly/monthly/quarterly sales reports.
  • Other growth and customer service-related activities that may be identified to aid in reaching company goals.
  • Identifying, developing, and negotiating acquisition of new district energy or industrial campus-based utility infrastructure systems.

Relationships (internal/external)

The Director of Business Development will focus on building strong working relationships with all respective operating groups within the company and with external stakeholder groups, including but not limited to:

  • All levels of government and relevant Agencies, Boards and Commissions that impact the business of SEEIT District Energy.
  • Eastman Business Park land & property owners – Kodak & others.
  • The Greater Rochester Enterprise, Greater Rochester Chamber of Commerce, Empire State Development,
  • Local contractors, equipment suppliers, architects, consultants, and engineering firms.
  • International District Energy Association (“IDEA”), Urban Land Institute (“ULI”), and other local and national trade organizations.

Qualifications & Experience:

  • Bachelor’s degree
  • Engineering degree is a plus but not required
  • Energy systems experience preferred but not required
  • Industry experience with one of the following:

~ Building Management Systems sales

~ P3 project development & sales

~ Real estate development

~ HVAC or industrial chiller services sales

~ Water treatment sales


Core Competencies:

Strong written and oral communication skills, including the ability to present technical and financial information to audiences outside those disciplines.

Ability to engage with a wide range of corporate roles, including operations staff, property management, and C-suite executives.

Ability to analyze energy data and make recommended solutions to solve customer challenges.

Financial experience with a solid understanding of pricing strategies to ensure revenue, gross margin, and profit growth.

Strong decision-making skills, problem solving capabilities, extremely well-organized

Strong multi-tasking abilities.

High level of initiative with an ability to work independently.

Flexibility for travel up to 50%.


Conditions of Employment:

  • Completion of Criminal Background Check and Drug Test
  • Valid Driver’s License
  • Valid Passport