Director of Business Development - Utilities West

Cascade Energy • Utah, USA • 2d ago

About This Opportunity
The Director of Business Development - Utilities is a director-level business development and sales role tasked with building strong relationships with electric and gas utility clients and industry partners in the Western region of the United States. This person will gauge customer needs, formulate proposals for services, form teaming partnerships with peer companies, close sales, engage in contracting, and execute a successful handoff of these sales to appropriate staff within Cascade for delivery of energy efficiency, DR, load management and decarbonization products and services for various Utilities.

What You Will Be Doing:

Sell energy efficiency, load management, demand response, and decarbonization demand side management (DSM) services to electric and natural gas utilities.
Leverage existing relationships and build new relationships with key clients and partners
Prospect and qualify prospects for interest in Cascade products and services.
Partner with Cascade’s leadership team to prioritize opportunities for business growth and innovation in the Northeast region of the United States
Represent Cascade as a subject matter expert at industry conferences, association events, and participate as a speaker as required.
Manage the sales cycle: discovery calls, product demonstrations, program design, proposal development and presentation, negotiations and close.
Lead and being accountable for the planning and delivery of proposals, presentations, and negotiations in the acquisition of new work, both where Cascade is positioned as the prime contractor as well as a subcontractor.
Collaborate with Strategy, Operations, Marketing and Software teams in the proposal process.
Achieve or exceed quarterly and annual sales targets and KPIs.

This is a full-time, exempt position with preference for those residing in the Mountain West U.S (Colorado, Idaho, Utah, Arizona) and close to a major airport. Travel is anticipated to be up to 25% per year for in-person visitation with key business and association contacts and participation in industry events, conferences, and meetings.

Qualifications
Applicants for this role are required to have:

8 years of related experience, or equivalent combination of education and experience
3+ years of business development experience selling complex energy efficiency services to industrial customers
Proven track record working in a successful business development role, with previous experience and knowledge of Energy Efficiency and/or Demand Response and/or Electrification / Load Management.
Project management experience, preferably in energy efficiency or related industry
Demonstrated ability in problem solving and negotiation with special emphasis on closing the sale
Experience with developing and managing budgets

A successful candidate should also demonstrate these preferred characteristics and/or skills:

A strong grasp of utility and regulatory careabouts of Western region utilities and utility commissions.
Prior Sales Training, or experience using a sales methodology to achieve results.
Strong verbal and written communication skills, comfortable with people at all levels of an organization, from Program Coordinators to Executive Leaders at Utilities.
Presentation skills before both small and large groups and engagement with clients
A strong grasp of utility and regulatory metrics used for assessing DSM programs and the use of these metrics to sell programs to key decision makers
Existing network of relevant contacts in the North American utility demand side management areas such as EE, DR, Electrification, Load Management and Decarbonization.
Proficiency in any of the following: decarbonization strategies, energy management services,
Exceptional relationship-building ability with clients, partners, and internal teams
Proficiency in MS Office, CRM platforms, and the ability to quickly learn other software programs
Ability to work independently and be a strong team player.

For candidates whose experience may not align perfectly with all these preferred skills but can see themselves adding value in this role, we encourage you to still apply. Cascade is dedicated to building an inclusive and authentic workplace and places strong import on learning and development. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

Compensation & Benefits
Our total rewards include competitive pay and excellent benefits. These include health, vision, FSA or HSA options with an employer contribution, life insurance, short- and long-term disability insurance, paid parental leave, 401k retirement plan with a guaranteed 3% contribution, Employee Stock Ownership Program (ESOP), annual cash performance bonus, paid vacation, sick time, and an inclusive, flexible paid holiday policy, wellbeing contribution of $500 for HSA, FSA, or LSA (Lifestyle Spending Account).

The salary range for this position at a national level is:
$137,500 - $172,000 - $206,000*/year. *Offers are typically made between the minimum and midpoint to support pay equity and to ensure fairness and growth potential. However, the final salary offered may vary depending on non-discriminatory factors such as job-related knowledge, skills and experiences, and geographical location.

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