Director, Growth Management and Strategy

Energy Solutions is seeking a full-time Director to join our Growth Management & Strategy (GMS) team. In this role, you will report to the GMS VP, and you will help lead intentional business growth, oversee the development of competitive proposals for a range of clients, and collaborate closely with consultants on pipeline forecasting. You will drive oversee and manage pipelines from lead to contract across all areas of our business. We are seeking a candidate with a proven record of director-level leadership in a 500+ and growing staff company and experience of increasing sales and revenue who strongly values and demonstrates Energy Solutions’ mission to deliver large-scale environmental impacts.

Our turnkey products accelerate decarbonization of our economy working with energy utility, state energy agency, and energy and environmental advocacy clients; enable distributed energy resources; transform markets to accelerate technologies with beneficial societal impacts; and provide technical and policy support to set smart energy standards at the local, state, and national levels. Simply put, our market-based products deliver environmental and resource solutions that are better for business and better for society.

Energy Solutions operates as a predominantly remote workforce with offices in  six different locations. Employees who reside within 40 miles of an office (except New York) will be assigned to that location, though in-office attendance requirements may vary by team. At this time, we are not accepting applications from candidates residing in the following states: Alaska, Delaware, Kentucky, Mississippi, Montana, Nebraska, North Dakota, and Wyoming.

Responsibilities include but are not limited to: 

• Direct and grow Growth Management and Strategy team composed of proposal managers, proposal writers, and a Research and Analysis team.
• Oversee the development and final review of competitive bid proposals with a range of clients including energy utilities, municipal and state agencies, CBOs, and others.
• Oversee the work of the Research and Analysis team in individual research projects identifying trends and insights, as well as internal company metrics organization and analyses projects, which enables the team’s impact on account level planning and strategy.
• Ensure C-Suite and Executive level approved processes are in place and provide appropriate two-way communication between the company-wide business development team and senior leadership.
• Develop and manage execution of intentional business development plans for our business areas including Energy Efficiency, Demand Management, Codes and Standards, Distributed Energy Resources, Clean Transportation, Building Electrification, and Clean Heating work.
• Drive strategy development to ensure that Salesforce and interconnected platforms support business growth.
• Manage pipeline in Salesforce diligently to ensure accurate and up-to-date forecasts are in place for revenue and resource planning management.
• Leverage a variety of internal modeling from Salesforce and other platforms to:
• Develop statistical forecasts for future revenue yield for each product domain based on sales pipelines.
  • Identify shortfalls in goals based on state of pipeline and prioritize opportunity development where needed.
  • Maintain and track market share information for each major established product line.
  • Understand competitor share of market.
• Coordinate business development staff throughout the company to:
  • Develop joint, comprehensive capture strategies for all products and services.
  • Develop cross-selling opportunities and generate plans to execute them.
  • Work to iterate and implement business development operations such as sales strategy meetings and account management.
• Collaborate closely with and support the Business Unit VPs in strategy and companywide communication with C Suite, senior leadership, on intradepartmental operations. Provide support and backup as needed in Business Unit operations and functions

Minimum Qualifications: 

• Minimum of a bachelor’s degree required; a master’s degree is a plus. Degree in business-related, STEM, or environmental discipline preferred.
• 12 years’ work experience in consulting or energy industry.
• Minimum of 5 years in business development, account management, or industry related sales experience and strong business and financial acumen.
• Record of success developing new business and strong relationships with utilities.
• Established national network of utility and regulatory contacts.
• Proven track record of strategic account management.
• Proven track record leading proposal teams and providing strategic oversight and input on program design, partner strategy, budget, and overseeing proposals that lead to an overall high win rate for the company that includes a combination of existing clients and new clients.
• Demonstrated experience managing and implementing utility or other client IDSM delivery projects or programs.
• Expertise managing and collaborating with operational teams to provide the necessary outcome to a client.
• Expertise in Salesforce. Proficient in the use of digital collaboration tools, specifically Microsoft 365 (Excel, and PowerPoint). Experience with Slack is a plus. 
• Excellent interpersonal skills and the ability to gain support and establish working relationships with program and project managers, technical leads, subject matter experts, peers, and all levels of internal staff.
• Exceptionally adept at working in a team-oriented, collegial, and highly collaborative, but fast-paced and dynamic environment.
• Proven record of strategic account management and negotiating large contracts with clients.
• Strong business and financial acumen.
• Exceptional verbal and written communication skills and the ability to leverage these both in person and across a variety of platforms.

The salary range for this role is $145,000 to $180,000/annually, with a target compensation of $145,000 to $171,000 based on experience and qualifications.