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CLEAResult VP of Business Development in Chicago, Illinois

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Job Description Summary

As a Vice President of Business Development with CLEAResult, you will lead, mentor, oversee, and manage a group of Business Development Directors and/or Managers in your assigned region. Your team will be responsible for generating leads through contacts with existing and potential customers in assigned geographic territories. BD Directors and Managers, under the guidance and leadership of the BD VP, facilitate the sales process with the appropriate cross functional teams. You will be accountable for developing your BD team as they deliver on the revenue objectives for the Business Development team at CLEAResult. You will be accountable for securing all revenue-generating contracts with our clients—leading negotiations with the client, ensuring the contract negotiation process occurs internally and delivering the final contract for signature for all new programs, extensions, rebids, and program expansions. As a direct report to the SVP of Business Development, you will be expected to have an extensive knowledge of the energy efficiency industry, and to be well-versed in the dynamics of the industry, including awareness of the legislative and regulatory environment in your region.

Job Description

  • Leads, motivates, coaches and support BD Directors within an assigned region

  • Accountable for achieving annual regional growth objectives by working with BD Directors and Managers to secure new business opportunities with regionally targeted, enterprise-level accounts through consultative prospecting, networking, qualifying and closing techniques.

  • Identifies regional market trends for communication (through periodic regional review sessions) and planning with service line leaders for future product enhancement and development.

  • Develops, owns and drives execution of regional growth plans and regional enterprise-client strategies based on knowledge of applicable regulatory environments and client types (e.g., investor-owned utility, municipal, generation, retail, etc).

  • Responsible for prioritizing BD efforts within region to achieve revenue and bookings goals, as well as align with overarching CLEAResult strategic objectives

  • Develops sales plans unique to each BD Director’s assigned territory and leads their team through the BD process, working with delivery and various sales support organizations as needed.

  • Leads effective development and delivery of competitive client proposals by collaborating with Solutions, Operations and Sales Operations teams.

  • Responsible for identifying and communicating required design, pricing and delivery strategies (collectively, “win strategies”) to these internal teams and assessing proposals for their match to needed win strategies.

  • Participates in maintaining client relationships at executive levels and properly sets delivery expectations with clients as well as internal delivery teams.

  • Participates in ongoing client relationships as part of strategic account plans. Works with CPG teams to identify future strategies and new opportunities with those existing clients.

  • Secures all revenue-generating contracts with our clients—leading negotiations with the client, ensuring the contract negotiation process occurs internally, and delivering contracts for signature across all program types: new programs, extensions, rebids, and program expansions

  • Cultivates a culture of innovation and sales process excellence to ensure high client satisfaction and increased proposal win percentages. Applies sales best practices across all opportunities within assigned region.

  • Leads strategy for building a high-quality pipeline of new business opportunities.

  • Responsible for monthly forecasting of bookings.

  • Driving team performance

  • Assists in the recruitment, hiring and training of new Regional Sales Executives

  • Tracks, monitors and redirects team performance

  • Attends and/or assists in securing executive level sales meetings as needed

  • Communicates best practices and personal/professional development opportunities for team

EDUCATION, EXPERIENCE & SKILLS:

  • Must have experience within the energy efficiency industry

  • 14+ Years with BA; 12+ Years with MBA

  • Demonstrated Ability to drive the following:

  • Overall business development initiatives

  • Bring national insights to clients

  • Contribute to the national strategy

  • Develop advanced concepts, techniques, and standards

  • Design new applications based on professional principles and theories

  • Position yourself as an expert in the field and within the corporation.

Additional Job Description

Equal Opportunity Employer

As an Equal Opportunity Employer, we are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant’s race, color, religion, national origin, marital status, age, disability, protected veteran status, sexual orientation or any other protected status.

The above job description and job requirements are not intended to be all inclusive. CLEAResult retains the right to make changes or adjustment to job descriptions and/or job requirements at any time without notice.

© Copyright 2013 CLEAResult. All rights reserved.

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