Account Executive - Services

Job Number: 2814

External Description:

Exciting Things are happening at NORESCO

As one of the largest energy services companies in the U.S., NORESCO utilizes design-build and performance-based contracting vehicles to deliver energy and maintenance savings and significant infrastructure upgrades to existing facilities. NORESCO also provides build, own, operate, and maintain services for central heating, cooling, and power-generation systems. NORESCO’s Sustainability Services group offers a full suite of sustainable design consulting services, including energy auditing, commissioning and retro-commissioning, energy & daylighting analysis, LEED® certification consulting, and sustainability master planning.

What makes NORESCO unique is our ability to engineer and implement turnkey energy solutions that meet each customer’s individual needs. At NORESCO, we pride ourselves on the excellent relationships we maintain with our customers. We earn their trust and respect through listening and timely response to their needs and concerns. These relationships, along with pursuing and hiring the best people, are truly why NORESCO is a leader in the energy industry.

Key Responsibilities:

• Sell the full portfolio of NORESCO facility services (i.e. Central Plants, Solar PV, Wastewater, Biosolids, Energy Storage, and Renewable Energy markets including, but not limited to; O&M service agreements, technical support programs, technology platform maintenance test & balance services, commissioning services, retro-commissioning, sustainability and decarbonization consulting services, repairs and modernizations) in the MUSH market
• Target, prospecting, appointment setting, and meeting with decision makers to understand their needs and discuss NORESCO’s technical solutions that will save them money on their owning and operating costs.
• Build financial and life cycle analyses to quantify value from the customer's perspective.
• Develop pricing and proposal options for service and planned maintenance agreements and assist the partners in budgeting for future.
• Create and maintain Sales Territory and Account plans where necessary to meet NORESCO’s growth expectations
• Develops an annual sales budget; tracks sales, costs, and variations to forecast.  
• Follows the NORESCO standardize processes for marketing, sales, and finalizing/closing new agreements.
• Promote NORESCO value proposition linking customer objectives to NORESCO solutions
• Present at customer seminars to develop new and existing customer relationships and opportunities
• Utilize our CRM to manage customer interactions, activities, and opportunity pipeline
• Establishing and building credibility with knowledge of NORESCO & Carrier products/solutions as well as competitors, market activities and industry trends
• Perform site surveying and pricing to determine service needs
• Produce marketing and sales presentations and present the results from the site survey to review with potential client key stakeholders for approval
• Clearly articulate the value of NORESCO’s value offerings and how they map to the customers’ needs in a consultative approach
• Prioritize on best opportunities
• Pursue new accounts as well as add service agreements with existing customers
• Responding to the customer requirements in a timely manner
• Gaining the booking/order in a timely manner
• Consistently achieve sales metrics and annual targets
• Effectively negotiate service agreement renewals when required
• Works as part of a multi-discipline team of sales, O&M, development, engineering, HR, finance, and construction professionals.

Required Qualifications

• High school diploma or GED
• 5+ years of sales experience in the HVAC industry and/or building infrastructure
• 3+ years selling services in a consultative approach
• Valid Driver’s license is required to perform travel by car to meetings and customer sites
• Ability to travel 50%+, based near large airport

Preferred Qualifications

• Bachelor’s degree
• Demonstrated ability to seek out and access new O&M and other service agreement opportunities both with existing customers and new prospect customers
• The candidate must have experience and market knowledge and create a successful plan to win new service business for NORESCO.
• Understand Market and have existing industry contacts.
• Ability to sell directly to end user customer starting with Financial and C-Suite
• Experienced seller in attracting new customers as well as building shared value with existing customers
• Strong ability to develop and sustain customer relationships
• Strong analytical/problem solving skills
• Demonstrated ability to detect the Customer’s buying stage and adjust selling accordingly
• Effective presentation, communication, organizational and time management skills
• Extremely comfortable operating in a technical and financial environment utilizing Microsoft based computer software
• Outstanding sales/negotiation skills and goal-orientated with strong time management and organizational skills
• Demonstrated strong written, verbal and presentation skills to effectively develop expectations and relationships with internal and external customers with a wide variety of people with diverse backgrounds
• Previous experience in selling O&M and service agreements
• Demonstrated ability to introduce others in NORESCO to cross sell and upsell within their base of customers
• Demonstrated ability to work in a highly team-oriented and dynamic environment
• Demonstrated ability to identify opportunities to proactively sell preventative repair / upgrade packages
• Self-motivated and able to manage many simultaneous projects and responsibilities
• Strong sales management and negotiation skills

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Job Number: 30115558

Community / Marketing Title: Account Executive - Services

Location_formattedLocationLong: Maryland, US