Business Development Manager

Description Calpine Corporation is America's largest generator of electricity from natural gas and geothermal resources with operations in competitive power markets. Its fleet of 77 power plants in operation represents over 27,000 megawatts of generation capacity. Through wholesale power operations and its retail businesses, Calpine serves customers in 22 states and Canada. Its clean, efficient, modern and flexible fleet uses advanced technologies to generate power in a low-carbon and environmentally responsible manner. The company was established on the premise that a strong commitment to the environment is inextricably linked to excellence in power generation and corporate responsibility. Since its founding in 1984, Calpine has led the power industry in its unwavering commitment to environmental stewardship. In addition, its renewable geothermal plants use steam generated deep below the earth's surface to produce clean, renewable electricity. Calpine Energy Solutions, LLC, ("Solutions") is a wholly owned subsidiary of Calpine Corporation and a licensed retail energy provider in every deregulated state in the U.S. Most of our clients are large commercial & industrial entities that view the management of energy and carbon as an important strategic initiative and seek to leverage our devotion to quality and risk management expertise. Everything we do is about helping businesses transform their energy and carbon management programs from a traditional, transactional approach to a data-driven, sustainable business process. Job Summary (includes but is not limited to the following, other duties may be assigned) Want to leverage your experience leading deal teams focused on solving complex problems for large, strategic clients? Want to gain knowledge and expertise about an already huge power market that is about to get much bigger due to the electrification of everything? With some supervision, the Business Development Manager develops strategic relationships with targeted commercial & industrial companies in need of our expertise, products and services to enhance profitability for Solutions. Job Responsibilities Develop and Grow - You will have the opportunity to leverage existing mentoring and training resources to gain a clear understanding of markets, products, services, systems and skills. Must stay current with market and regulatory changes and convey likely implications to clients in a timely, clear and concise manner. Customer Relationship Development / Prospecting - Identify, contact, and develop personal relationships with key buying influences within targeted accounts to facilitate business acquisition and retention. Customer Needs Clarification - Consult with buying influences at multiple levels of client / prospect organization to identify the strategic outcomes they are seeking to achieve. Sell Customer Value Propositions - Lead and collaborate with cross-functional internal teams (for example, technical, commercial, and legal) to configure a process, product and service solution that connects with each customer's needs. Promote Customer Focus - Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships. Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Document plans and actions in enterprise CRM software. Gross Margin Generation - Qualify, negotiate, document and close business with targeted Accounts consistent with documented sales processes that results in the creation of gross margin commensurate with objectives. BEHAVIORAL COMPETENCIES / IMPORTANT SUCCESS FACTORS Action Oriented - Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. Resilient - Rebounds from setbacks and adversity when facing difficult situations with composure and professionalism. Has the grit to bounce back from tough outcomes and keep going. Collaborates - Builds partnerships and works collaboratively with others to meet shared For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input. Communicates Effectively - Communicates clearly and concisely, while conveying a clear understanding of the unique needs of different audiences and skillfully summarizes to confirm understanding. Decision Quality - Makes good and timely decisions that keep the organization moving forward. Takes smart, independent action in urgent and non-routine situations, knows when to escalate for others' involvement. Drives Results - Consistently achieves results, even under tough circumstances. Shows great tenacity to complete goals/initiatives in a timely way. Nimble Learning - Learns through experimentation when tackling new problems, using both successes and failures as learning fodder. Self-Development - Actively seeks new ways to grow and be challenged by regularly practicing and applying new knowledge and skills; is quick to share new learning with others. Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. by using customer feedback and data to drive continuous improvement Interpersonal Savvy - Relates openly and comfortably with diverse groups of people by staying attuned to group interpersonal dynamics to resolves difficult interpersonal situations. Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems by asking good questions and encouraging others to think creatively about complex situations. Plans and Aligns - Plans and prioritizes work to meet commitments aligned with organizational goals Aligns own work with relevant workgroups. Takes some steps to reduce bottlenecks and speed up the work. Business Insight - Applies knowledge of business and the marketplace to advance the organization's goals. Gives strong messages about how people's efforts make a difference to the broader organization. Manages Ambiguity - Operates effectively, even when things are not certain, or the way forward is not clear. Seeks guidance on how to adapt to changes, responds with appropriate composure and effectiveness. Persuades - Uses compelling arguments to gain the support and commitment of others. Uses strong logic and compelling evidence. Works with others to find creative win-win solutions; achieves consensus through Strategic Mindset - Sees ahead to future possibilities and translates them into breakthrough strategies. Clearly identifies and prioritizes efforts and initiatives to have the greatest strategic impact on the Job Requirements Greater than 7 years of general work experience and a minimum of 5 years business development experience. Bachelor's degree Sales Methodology Expertise - Must possess knowledge and exhibit practice of using a sales methodology such as Miller Heiman, Challenger, SPIN, etc. Communication - Strong listening, speaking, presenting and writing capabilities. Coachable - Willing and able to take constructive criticism and incorporate changes into approach. Systems - Must have strong working knowledge of Microsoft Office suite and CRM systems. Negotiates Strategically/Tactically - Uses comprehensive knowledge and skills to act independently to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Tenacious Prospecting - Applies a disciplined approach to identifying and pursuing new potential clients. Builds and utilizes a "multi-touch" cadence and systematically tracks activities with prospects to stay on track. Qualifying - Applies expertise to spend the appropriate time for the size and potential of each opportunity. Invests appropriate effort given the competitive landscape, budget and timing. Sitting and standing for long periods of time Additional Calpine Information Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities. Please view Equal Employment Opportunity Posters provided by OFCCP here Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c) Calpine is committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment and need special assistance or an accommodation to use our website or to apply for a position, please send an e-mail with your request to hrrecruitment@calpine.com. Determination on requests for reasonable accommodation are made on case-by-case basis.