The role of "Business Development Manager - Energy" must be filled by someone who is a self-starter. The ideal candidate must deliver when directed to execute. They must self-manage their own tasks and triage the use of their time continuously. When given direction, or committing to getting something done, the BDM must deliver each and every time. A BDM must be a positive individual, inspiring the engineering team to execute at a high level. More than anything, the BDM must be focused on results, produce high quality deliverable, be an excellent communicator, and not require management or oversight of their tasks.
The ideal candidate is one who has his or her ear to the ground on the energy and incentive market in NYC and nationally. You must understand how energy is used on the demand side of the meter - particularly in terms of where opportunity exists. An intimate understanding of the synergies between energy and operations is critical. The concepts driving the commodity and delivery cost on the supply side of the meter and the cost-sensitivity of consumption and demand must be understood.
Understanding of the sales process for engineered solutions is a must. Knowing how to gap sell to create opportunity, then drive it through the sales process using strategic methodology is the key to success. The ideal candidate understands the fundamentals of these processes, had had experience succeeding and failing using them, and knows how to use data to pivot on approach. Additionally, experience using a CRM platform is both beneficial and a testament to having experience in sales.
The ideal candidate has a mix of experience in the following technical areas:
Overview of the Role
Enica is searching for a candidate to fill the role of Business Development Manager for Energy Projects. At Enica Engineering, the BDM role is that of a problem solver. In fact, it is the most challenging technical position in the company. You will have to identify the highest value path forward for customers to resolve their complex automation, energy, and operational issues. You will be selling bleeding-edge services in the building industry that will require you to educate our clients about their own infrastructure, energy profile, and operational circumstance as well as what our services are and what they can do for our them. This is a high-touch role where you will be dealing with Directors of Energy, Operations, and Capital Projects at $1B+ institutions on a daily basis.
You will be expected to operate successfully within Enica’s account management structure - a commitment-based program. This includes regular sales collaboration where we, as a team, uncover deal blockers and strategize account deal-flow, feeding the top of the funnel, and account strategy. You will meet weekly with account Principals-in-Charge to define, review and pivot account roadmaps. You will formalize entertainment and education plans for our customers. And you will use salesforce to track all of this.
New Business Development
It is unlikely that you will be assigned as lead BDM on many existing accounts, if any at all. Your tenure at Enica will begin with sales support, which is intended to immerse you in the company's culture, services, sales practices, and go-to-market strategy. This period of employment should be expedited so your own deals can materialize, and you can create accounts to later manage. This all starts with outreach and new business development. Based on an existing book of accounts you may bring in, or a list of target accounts, you will get meetings to introduce Enica to new customers. With support from the principals, we will meet prospective clients and find the fit between their needs and our services - with the hopes of closing a first deal. Then we will create strategy to get more market within these clients using a land and expand tactics.
At Enica, marketing is all about messaging to individuals with the objective of reducing he education burden in order to shorten the time to close a deal. Since you will be collecting feedback from customers, you will play a key part if formulating and evolving the messaging based on what the market responds to. You will be working with a digital marketing company who's focus is on marketing-the-funnel.
Comp structure is base + escalating commission – positioned for company growth. The mix is based on the risk appetite of the candidate. The expectation once a salesperson is up to speed is in the range of $1.5M - $3M in annual sales.
Most importantly, you will be joining a sales team. We work together for shared success. We do not operate in silos; we operate as one team.
Enica is an equal opportunity employer
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