The Account Executive will sell energy efficiency projects in a designated territory by identifying, assessing and structuring technical and financial solutions for customers in the Higher Education markets.The Account Executive will require a strong technical background and the
communication/business skills to translate customer needs into a strategic approach for our development and implementation teams.
Identify potential customers for design build energy efficiency solutions in higher-ed markets (Public & Private Universities)
Call on customer base and develop sales strategy to successfully close project sales
Work with a cross‐functional team consisting of Engineering, Project Management, and Project Development team members
Oversee the development and delivery of projects which promote customer service and lead to long term relationships with clients
Responsible for development of proposals, reports and presentations.
Review and discuss findings of reports with customers.
Participate in and guide the preparation of project technical write‐ups and detailed project costing.
Work with Management to develop market growth plans.
Understand competitors within designated regional market in order to position Company's unique approach, capabilities and offerings
Negotiate both small and large comprehensive energy projects with clients at the executive level and facilities staff level within their organization.
Guide clients through energy efficiency project financing and performance contracting process
Cultivate and foster customer relationships.
Network within industry.
Bachelor’s Degree in Engineering, Construction Management, Business or a related field, preferred.
High School diploma or equivalent, required.
Valid Driver’s License
At least 3 years of work experience selling to higher-ed clients
Experience in identifying leads, closing sales and working with a project development team specifically for Energy Conservation projects is preferred
Past experience and an up‐to‐date knowledge of best practices as they relate to upgrading and reducing energy consumption in building mechanical, electrical and plumbing (MEP) system is preferred
Knowledge, Skills and Abilities
Excellent oral and written communication; ability to provide clear and concise communication with a variety of individuals (executives, peers, staff, customers, etc.)
Solutions‐oriented; passionately, persistently and proactively pursues solutions
Customer‐Focused; passionate about ensuring that customers are happy and has a genuine concern for their needs
Team player; cooperative and collaborates with others to achieve collective goals and deliverables
Results driven; persistently works to meet or exceed goals and does not allow barriers to stand in the way; highly self‐motivated, passionate and ambitious
Team‐Building; ability to inspire, motivate, and guide others toward goals and success; promotes cooperation and builds an environment of trust, support and respect
Entrepreneurial spirit; able to identify opportunities to develop services; initiates actions and takes risks
Business acumen; demonstrates a broad understanding of the principles of financial management and planning; ability to prepare, justify and administer a budget; monitors expenses and identifies cost‐effective approaches
Strong interpersonal skills; establishes and maintains effective working relationships with others, responds appropriately to others, treats others with respect and is tactful and compassionate
Effective presentation skills; ability to speak in front of groups
Selling skills; able to initiate various strategies (e.g. cold calls, marketing events, networking, etc.) to increase customer base. Able to create and implement a lead generation strategy.
External awareness; informed about market conditions and competitive information, stays up‐to‐date on trends, able to develop networks and build alliances. Has a thorough and comprehensive understanding of competitors and potential customers.
Demonstrated ability to be detail‐oriented along with strong organizational skills
Strong computer skills and proficiency with the Microsoft Office Suite
Frequency: Occasionally (25% ‐ 50% of the time)
Type: Day and Overnight Travel
Possible Duration: Varies
Travel is typically regional and driving within 300‐400 miles (one‐way) is common.
The individual is required to go to designated jobsites and/or customer locations with their own vehicle.