Account Executive

Business Development Manager
PRIMARY RESPONSIBILITY:
The Business Development Manager is responsible for cultivating and overseeing a portfolio of accounts in Missouri and Kansas. Achieving success in this role will help our client solidify its position as a leader in the Energy Performance Contracting sector.
This role involves formulating and executing long-term account strategies for acquiring and maintaining key accounts. Responsibilities include conducting needs assessments, managing solution development, and devising contracting and financing strategies that align with clients' key priorities. The position requires proficiency in presenting integrated solutions that incorporate engineering, financial strategies, deal structuring, and technology-based innovations, along with foundational knowledge of energy, financial, engineering, and construction principles.

KEY RESPONSIBILITIES % of Time Responsibility 25% Drive and lead the sales process within the designated market segment. Identify, generate, and qualify leads. 10% Collaborate with marketing to refine offerings, generate leads, and develop sales tools that enhance order volume and profit margins. 20% Establish, manage, and nurture relationships with key stakeholders, including decision-makers, influencers, and suppliers. 10% Assess project opportunities, oversee solution development, secure company approval, and facilitate deal closures. 10% Coordinate a team of engineers to develop projects, create proposals, and meet company financial objectives. 5% Maintain oversight of the sales pipeline and track sales metrics through Salesforce. 10% Manage customer relationships throughout project implementation and savings verification. 10% Provide overall business and engineering support. 100% Total

DECISION-MAKING & AUTONOMY:

• Prioritize sales opportunities to maximize revenue and profitability.
• Effectively manage time and resources to achieve optimal sales outcomes.

KEY CONTACTS: Title Purpose Frequency Customer Account Stakeholders Engage with decision-makers to understand needs, tailor proposals, and ensure follow-up. Daily Engineering & Marketing Teams Collaborate to align proposals with client needs and company objectives. Daily Spheres of Influence Connect with external partners and service providers to enhance sales efforts. Daily Director of Business Development Report on sales activities and proposal progress. Weekly

QUALIFICATIONS:
Education:

• Bachelor's degree (4-year) required.

Experience:

• Minimum of 5 years of direct sales and marketing experience in energy, solutions-based services, or financial services for government (federal, state, local) and commercial markets, preferably in Missouri and/or Kansas.
• Proven expertise in identifying new business opportunities and managing sales relationships across multiple accounts.
• Experience developing and executing sales strategies aligned with key business objectives.
• Familiarity with complex technical products, services, and financial deal structures.
• Demonstrated success in implementing marketing strategies that drive immediate results while fostering long-term business growth.
• Strong problem-solving skills with a track record of navigating competitive markets effectively.
• Ability to leverage industry shifts driven by regulations and market evolution to create new opportunities.
• Leadership experience in managing technical and project support teams.
• Consistent track record of meeting or exceeding sales targets.

Skills & Competencies:

• Exceptional negotiation and communication skills.
• Expertise in complex deal structuring, engineering, and financing principles.
• Ability to conduct in-depth needs analyses and identify client pain and challenges.
• Strategic sales planning tailored to key accounts.
• Highly motivated, professional, and results-oriented approach.
• Strong business acumen encompassing financial, technical, and client relationship management.
• Excellent verbal, written, analytical, and computer proficiency.
• Established industry connections and understanding of key metrics, regulations, and best practices.
• Team-oriented mindset with the ability to collaborate across departments.

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