Job Description

Job Description
Job Summary
This national Account Executive will be responsible for developing business development strategies and executing on the tactics required to drive ESPC and UESC awards within specific Federal agencies. Account Executives are expected to have strong existing relationships with key Federal decision makers and deep knowledge of the procurement and energy development process. Account Executives will have primary responsibility to manage the proposal development process and guide solutions to meet client expectations. The ability to lead a team with multiple disciplines in pursuit of implementation of complex energy solutions is a must have.

Drive sales process from start to finish
Initiate contact .
Develop sales strategy.
Quarterback the solution development team .
Initiate, build and maintain executive level relationships.
Job Duties
Prospect for new utility and federal business, including presenting white papers and business briefings; participating in federal energy working groups and professional organizations; working trade shows, researching via publications and the Web; making cold calls and more.
Strong familiarity with and ability to develop ESPC, UESC, and ESA/PPA contracting.
Develop thorough knowledge of federal energy requirements; energy and renewable energy goals and strategy; structure, opportunities, trends, and issues.
Utilize a consultative sales approach to cultivate effective business relationships, identify customer needs, and communicate full scope of solutions to meet utility and/or federal customer business goals and achieve sales objectives, volume, and market share.
Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals.
Ability to communicate, council, and present at all levels of the organization but with extensive acumen with the senior leadership at facility and regional levels.
Meet standards for activities and results, including gross margin dollar goals.
Prepare and present professional proposals addressing all of the customers needs and concerns, including a financial proposal.
Maintains customer contact throughout the installation period to resolve any additional needs and concerns that may arise.
Maintains proper documentation and produces required reports.
Monitor account plan progress, including market conditions, customer needs, and competitive activity.
Coordinate with government regulatory agencies when required.
Occasionally help analyze customers infrastructure.
Minimum Requirements

Essential Requirements

8+ years of a proven stable track record selling to senior Federal leaders.
Knowledge of proactive prospecting at the financial decision-making level.
Four-year degree but experience in the Energy industry can be a substitute.
Must have strong written and oral communication skills, presentation skills, and computer skills.
Superior Excel workbook and PowerPoint skills.
Must be comfortable with speaking to large audiences.
Ability to understand operating budgets.
Ability to multitask and manage multiple projects at multiple stages of the process.
Ability to meet firm deadlines and quarterback the team so they do the same.
Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
Must be an outstanding presenter and therefore possess a complete understanding of MS PowerPoint.
Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFPs, RFQs, contracts, and all other forms of written communication to the client. Must have exemplary MS Word skills.
Work as a team player with Business Development team.
Consistently implement Salesforce.com as the primary means of managing sales pipeline and activity.
Is THE advocate for 100% referenceable clients relating to this value proposition.