Federal Program Manager - Utility Energy Service Contracts

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NORESCO is looking for a highly motivated professional to join our team as Program Manager, Utility Energy Service Contracts (UESC).   The UESC Program Manager will develop and execute an overall strategy to grow NORESCO’s business with utilities using UESC and other contract mechanisms to drive increasing long term value for NORESCO.

The UESC Program Manager leads business development activities, with support from Account Executives and other business and technical leadership, targeting utilities and their customers to pursue, market, and capture Master Service Agreements (MSAs), and drive UESC project development. He or she will work throughout the United States to build relationships with key strategic utility leaders, influencers, and decision makers. This individual will identify key long-term requirements and emerging opportunities that align with NORESCO capabilities, develop market strategies for assigned existing utility partners, identify, qualify, and pursue new utility partners, support tactical and strategic market development, and collaborate with Account Executives to execute UESC sales.

Responsibilities:

• Develop / execute pursuit strategy to establish new utility partnerships.
• Create a cohesive Go-To-Market strategy for establishing utility relationships and capturing UESC projects.
• Provide overall strategic engagement with utility partners to obtain information and insights that will support NORESCO’s strategy to acquire, maintain, and grow utility partnerships.
• Engage key utility partner personnel and utility organizations to help identify market trends and niches including innovative new business pathways to support growth of our UESC business.
• Develop and maintain a database to include utilities, contacts, potential customers, geographic coverage, and status of agreements, and track UESC metrics to measure NORESCO’s market penetration.
• Assess NORESCO’s position, capabilities and priorities related to supporting current and potential utility partnerships based on market trends, utility, and key customer requirements.
• Engage and evaluate new and existing utility partners to identify key customers, requirements, and market potential.
• Work with Federal Sales team members to develop marketing plans and business cases for new and existing utility partners.
• Work with utility partners to develop strategic market planning for their key customers.
• Work with new and existing partner utilities and other organizations to develop utility specific market plans to target offerings, customer opportunities, and pursuit strategies.
• Establish / expand NORESCO’s brand recognition with key decision makers and leaders within utility partner groups and industry organizations.
• Understand Agency specific UESC procurement process and assist Federal Account Executives in developing a successful path forward.
• Attend industry specific tradeshows and events such as Energy Exchange, FUPWG, etc.
• Actively participate in associations and networks which will assist in building the corporate brand and identity.
• Assist proposal development efforts, analysis of solicitations and competition analysis of opportunities.
• Expand NORESCO footprint by evaluating teaming and partner relationships.

Position Requirements include:

• Strong knowledge of the investor owned, municipal, and rural utility markets complemented by a network of associated relationships.
• Ability to work independently, regularly, and dependably.
• Ability to meet short- and long-term deadlines.
• Strong interpersonal and communication skills, with demonstrated ability to develop and maintain relationships with technical and business representatives at all organizational levels.
• Demonstrated ability to cope with stress and maintain a pleasant and cooperative temperament with internal and external customers.
• Commitment to operate with the highest level of ethics and integrity with colleagues and clients.
• Excellent public speaking, presentation, and writing skills.

REQUIRED QUALIFICATIONS:

• Bachelor’s Degree
• 10+ years of experience conducting business with utilities and/or the Federal Government within the energy efficiency industry
• Travel up to 25%

PREFERRED QUALIFICATIONS

• 5+ years of business development experience in the Utilities Energy Service Contracts space

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Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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