Thermal - Business Development Manager

Minneapolis, MN, USA Req #12
Wednesday, May 11, 2022

Reporting to the Vice President & Regional General Manager, the Business Development Manager is responsible for identifying, proposing, and closing district / community energy development opportunities in the Greater Minneapolis / St. Paul area and other areas as assigned.  Responsible for establishing strong, long-term relationships with community stakeholders to include economic development and governmental organizations, community leaders, commercial developers, architects, engineers, contractors, and existing district energy customers. 
Principle Responsibilities/Key Results Areas 
 ·        Establish relationships with building owners and operators, developers, engineering and architectural firms, and government agencies to identify early phase project development opportunities.

·        Establish business relationships with existing customers and develop working relationships, continuing to educate them on benefits of district heating and cooling, and resolve any business issues. 

·        Profitably sell energy solutions, offerings, and services to targeted end-use markets.  Identify and qualify sales prospects, including cold calling, make effective presentations, and close sales within an acceptable time frame.

·        Build and maintain customer pipeline; eliminate unviable candidates. Maintain accurate and timely forecast that is kept up to date as the opportunity progresses through the sales cycle.

·        Perform energy and economic analysis, pricing and proposal preparation and presentations.

·        Lead negotiations with clients, including preparation of contracts and possible structuring of financing solutions.

·        Create client proposals demonstrating the economic and operating value propositions of the company.

·        Give or coordinate presentations to individuals and groups of decision makers on advantages of partnering with the company.

·        Manage entire development process from project identification, proposal, gaining client and internal approvals, engineering design, contracting structure, legal contracts, and finally through construction and operation.

·        Identify, implement, and manage marketing strategy to develop brand awareness and increase opportunities.

·        Actively seek out and recommend new products and services that increase profitability of existing and new customers.

·        Develop and execute customer outreach functions.

·        Participate in various community, municipal, professional, and social organizations for the purpose of building of relevant relationships and promoting company goals and objectives.

·        Provide excellence in customer service; supervise customer service and technical support staff, as needed.

Knowledge & Skills

·        Bachelor’s degree in finance, business, real estate, industrial construction or related field and 5 or more years related experience. Experience in the energy or industrial / commercial construction related industry preferred.

·        Display a basic understanding of building heating, air conditioning and ventilating systems.

·        Knowledge of industry technology and policy trends related to sustainability and decarbonization.

·        Ability to work with various customer industries including hotel, medical, educational, commercial real estate, residential properties, and public-use buildings.

·        Proven track record of developing and closing new customer sales.

·        Strong negotiating skills and superior interpersonal skills.

·        Knowledge of governmental, legal, and environmental regulations as well as community and political implications that impact new business development.  Knowledge of buildings, customers, or developers in target markets beneficial.

·        Excellent verbal and written communication skills, including the ability to write proposals and give presentations appropriate for various organizational levels as well as ability to effectively perform within a matrix organizational environment.

·        Strong business and financial savvy with the ability to support a high-performance organization that will deliver operational excellence and meet or exceed financial targets.

·        Proven planning and organizational skills.

·        Uses discretion concerning confidential and sensitive company information.

·        Team player; able to work with all levels of the organization.

·        Successful candidate should be strong user of MS Excel, Word and PowerPoint.  Have an aptitude to navigate proprietary database programs maintained by the company as well as a strong user of CRM systems.

· Ability to travel across Greater Minneapolis / St. Paul with occasional travel to other company locations nationwide or prospective cities and to various professional meetings.  

Other details

  • Job Family Senior Manager
  • Pay Type Salary
Location on Google Maps
  • Minneapolis, MN, USA