Principal Sales Manager

2 days ago

Kennett Square, Pennsylvania, United States Constellation Full time
About Constellation

Constellation is a leading provider of energy solutions, committed to advancing diversity, equity, and inclusion. We believe in attracting, retaining, and advancing employees who will best serve and represent our customers, partners, and communities.

Job Summary

We are seeking a Principal Sales Manager - Energy Efficiency to join our team. This role will be responsible for identifying and developing energy efficiency project opportunities, collaborating with cross-functional teams to assess and qualify technical and financial feasibility, and establishing the technical direction and proposed scope for each project engagement.

Key Responsibilities
  • Assume the role of technical subject matter expert throughout the sales process.
  • Focus on expanding project scopes beyond traditional measures, striving to integrate the Energy Efficiency, Sustainability & Resiliency product suite and/or commodity supply into the final project scope.
  • Establish and summarize the technical needs and engagement requirements of the customer, identifying potential solutions.
  • Collaborate with the Business Development Manager and cross-functional teams to assess and qualify the technical and financial feasibility of each project engagement.
  • Establish the technical direction, proposed scope, and financial elements for each project engagement.
  • Assess facilities and systems, identifying infrastructure-related improvements and quantifying the corresponding energy, operational, and financial benefits.
  • Coordinate activities related to legal review of documentation and financing procurement.
  • Perform initial facility and infrastructure assessments, identifying potential Energy Conservation Measures while quantifying the projected savings and investment.
  • Lead a cross-functional team in the development of all required project deliverables from initial qualification through contract award.
  • Identify and align the appropriate resources to develop the potential project scope, associated cost, and savings models, and all other project-related deliverables.
  • Initiate the identification and internal qualification effort of potential strategic partners.
  • In collaboration with cross-functional teams, establish the necessary at-risk budget for all project engagements and associated deliverables throughout the sales cycle.
  • Develop and proactively manage all established deliverable and project schedules, ensuring completion timelines are achieved.
  • Proactively manage resource allocation and associated at-risk expenditure.
  • Throughout the sales cycle, coordinate across cross-functional teams to secure all required project approvals.
  • Provide technical support for all Business Development Manager-led customer presentations.
  • Responsible for the development and accuracy of the financial project pro forma, obtaining data inputs from other cross-functional teams as required.
  • Complete quality control reviews on all project deliverables and/or supporting work product.
  • Evaluate utility profiles and facility infrastructure to quantify the estimated magnitude and feasibility of a given pursuit.
Requirements
  • Bachelor's Degree in Engineering or an equivalent technical degree.
  • 3+ years of experience identifying and quantifying energy efficiency project opportunities, such as Sales Engineer or Project Developer experience.
  • Demonstrated proficiency with Microsoft Office, Adobe Acrobat, and related computer software.
  • Ability to obtain all required security clearances.
Preferred Qualifications
  • Prior experience developing energy efficiency projects under Energy Savings Performance Contract (ESPC), Energy as a Service (EaaS), Utility Energy Savings Contract, and/or GSA Schedule 84 Contract programs.
  • 3+ years of experience in a Technical Sales and/or Sales Engineer role.
  • Experience with cost estimating and building modeling software – RSMeans, eProject Bulider, Trane TRACE & Energy Star.
  • Certified Energy Manager (CEM).
  • LEED accredited professional.
  • Certified Energy Auditor (CEA).
About the Role

This is a territory-based field sales role covering defined territories and vertical markets within the state of Pennsylvania. This role offers hybrid flexibility, but the candidate must reside within the commonwealth of Pennsylvania. Our ideal candidate will live within the Philadelphia metropolitan area and cover the eastern part of the state.

This position requires up to 50% travel, locally within the geographic territory. Travel expenses, including mileage, are covered by Constellation's standard travel policy.

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