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This key Executive Team Member will drive PECI’s regional and national expansion efforts including client recruitment and retention. This senior strategic business development leader will organize and coordinate PECI’s business development system including; organization-wide sales approach, development and management of relationships with existing and prospective clients, internal systems development and delivery, implementation and evangelism of a successful solutions selling model to achieve long and short term objectives, and development of the greater team competencies. This role is pivotal in building PECI’s future footprint including national expansion, regional development and internal optimization. This position reports to PECI's Executive Director.
Key Responsibilities:
- Builds, leads, and manages regional teams
- Leverages current team of regional directors and business development leads to set impeccable standards for geographic success and to drive business growth
- Brings visibility and credibility for PECI to our customers and clients and within the energy efficiency industry
- Formulates, executes and manages a geographic focused business development strategy and plan that ensures achievement of significant financial targets in support of our overarching mission
- Researches and drives all business opportunities for clients
- Spearheads business development initiatives consistent with PECI’s overall strategy
- Collaborates with PECI Practice Leaders regarding client opportunities, client specifications and scope, contract negotiations, and pricing
- Communicates with PECI Practice Leaders on cross-functional project and client/potential client status
- Oversees development of sales presentations, proposals, budgets, and contracts, and enhances existing client programs
Critical Success Characteristics:
- Exceptional analytical and problem solving abilities
- Impeccable client management skills
- Excellent verbal, written and presentation skills
- Confidence and skill in leading and directing teams
- Mastery of change and adaptive management and leadership
- Proven business and financial acumen
- Deep experience in development of the leadership bench in the organization
- Tolerance for ambiguity and risk
- Strong communicator and steward or PECI’s vision
- Demonstrated ability to balance strategic and operational functions
- Ability to prioritize and manage multiple initiatives and projects to drive and produce business goals and objectives
- Demonstrates an opportunistic, creative approach
Required Skills and Experience:
- Minimum 7 years of successful selling while exceeding quotas and meeting deadlines
- Demonstrated selling of professional services
- Strong understanding of sales fundamentals including forecasting and pipeline management
- Strong experience building strategic existing and potential client relationships, and selling to customers within utilities and within the energy efficiency industry
- Demonstrated experience managing complex sales and negotiations in a solutions selling environment
- Demonstrated experience working in a structured and disciplined sales environment (process-oriented and metrics driven)
- Track record of closing contractual engagements with regulatory organizations
- Ability to communicate thought leadership
- Proven success in building and leading a best in class sales organization in a dynamic organization and rapidly changing industry
PECI is an Affirmative Action / Equal Opportunity Employer and supports Diversity in the workplace. All employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, marital or family status, sexual orientation, gender identity, or genetic information.
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