Title:  Business Developer/Account Executive - Noresco

Hiring Company Overview

NORESCO is looking for an Account Executive who will be responsible for expanding new business in the New York Metro Area. You will be able to demonstrate a high degree of entrepreneurship, possess a growth mindset and eagerness to win work that best fits the objectives of NORESCO’s Sustainability Services team. You have a track record of achieving or exceeding your individual-sales targets and are intimately familiar with all phases of the Professional Services sales cycle. You thrive at developing relationships with key decision-makers at new and existing facilities and clients. You have deep rooted industry relationships and are active in different industry associations, community organizations and boards. You bring experience identifying and executing services or projects as or alongside a technical consultant and understand the stages of a project lifecycle. You’ve established yourself as a leader and go-to resource within the broader sustainability and decarbonization industry. You’ve maintained status a trusted advisor who solves client challenges by identifying and presenting NORESCO’s end-to-end solution to solve their sustainability and decarbonization goals.

Job Description

As an Account Executive for our Sustainability Services consulting team, you will be accountable for growing our market share in New York City, and the surrounding region, maintaining client interaction, ensuring satisfaction, and a serving as a critical component to our long-term success. You will have the opportunity to drive the process to acquire new clients and engagements, grow existing client base, and maintain a strong relationship with our client’s decision-making team. You’ll be able to leverage our internal technical experience and expertise to identify, sell and promote sustainability and decarbonization solutions to solve our client’s complex problems.

NORESCO’s Sustainability Services team provides third-party consulting services that influence many levels of the built environment — from optimizing new and existing buildings, to developing national energy codes and standards. Our high-performance building consulting solutions draw on cutting-edge innovations and proven technologies.

Noresco is a part of the Carrier Corporation. NORESCO, a part of Carrier Global Corporation, helps clients adapt to and mitigate the impacts of climate change by decarbonizing, modernizing and electrifying aging infrastructure to be more sustainable and resilient. By deploying innovative distributed energy, storage and renewable energy solutions, NORESCO improves the health and efficiency of existing campuses, buildings and communities. To date, NORESCO has guaranteed more than $5 billion in energy and operating cost savings at more than 10,000 facilities while reducing customer CO2 emissions by more than 25 million metric tons – the equivalent to planting 1.4 million acres of forest.

Key Responsibilities

• Gain and share a deep understanding of clients' and key account's organization, processes, business strategies, product or service offerings and decision-making personnel and structures
• Develop and cultivate a well-qualified sales pipeline, maintain key accounts and effectively identifying and articulating value proposition of NORESCO solutions and service offerings to clients
• Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses
• Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities
• Understand and influence customers in the buying process, offering novel and unique solutions to help clients achieve compliance with energy and decarbonization policies, goals, and standards.
• Work with management and technical staff to pursue new project opportunities, strengthen current business ties and client relationships, and formulate business development strategies to expand NORESCO’s primary markets
• Interact with senior management at NORESCO to determine pursuit strategies, client messaging plans and develop relationship maps
• Communicate the status of opportunities to senior management team, clearly articulate next steps and discuss potential risks with the wider sales and account management team in regular meetings
• Drive market awareness to existing and new clients
• Monitor industry trends and collect market intelligence on clients and competitors.
• Leverage in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with NORESCO
• Maintain an active and visible presence in various industry groups/associations
• Independently, and in collaboration with subject matter experts, develop abstracts and provide presentations for industry conferences, seminars, workshops, and other similar events promoting NORESCO’s messages, research, project outcomes, lessons learned, trends, etc.
• Actively utilize NORESCO’s Customer Relationship Management (CRM) system
• Ability to communicate and conduct briefings with executive leadership regarding matters of strategic importance to advancing sales opportunities to profitable contract award
• Develop proactive client account plans and winning opportunity strategies as appropriate.
• Contribute to project pricing discussions and decisions.
• Develop rich relationships with leaders at clients and partner organizations.
• After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet ongoing needs

Basic Qualifications

• Bachelor’s Degree
• 5+ years of professional experience in sales, business development or consulting role with a professional services or energy engineering firm

Preferred Qualifications

• Experience in engaging with a wide range of stakeholders at senior level, internally and within client organization structures
• Knowledge of market trends, state and local ordinances/laws (LL84, LL87 and LL97), and incentives.
• Ability to continually analyze and provide feedback necessary to inform strategic sales decisions, including competitive information, customer expectations and industry trends for sustainability services
• Ability to work in a collaborative manner with facility staff, executive leadership, sales and business development personnel and technical subject matter experts as well as disseminate and communicate information between the various audiences
• Skilled at developing and delivering public-facing technical and non-technical presentations, as well as representing NORESCO at tradeshows and association events.  
• Exceptional public speaking, presentation, and writing skills with the ability to communicate and present ideas in a clear, concise and professional manner both verbally and in writing