CLEAResult - Corporate Office

Business Development Director - Western Canada

Job ID
2017-5284
Physical Job Location
Calgary, Alberta

Overview

The Business Development Director is responsible for successfully positioning the company as a premier energy solutions consultancy, increasing demand for its portfolio of services, and securing new business to achieve annual revenue targets for our Western Canada territory.

 

This position can be based in Vancouver, B.C., or Calgary, Alberta office, as well from a home office within the Western Canada territory. 

Responsibilities

NEW SALES

  • Achieve annual sales quota goals
  • Secure revenue from new and existing clients
  • Increase revenue through the expansion of energy efficiency services to electric gas, and water utilities in target geographic areas
  • Coordinate sales activities with business unit staff and national practices to achieve sales goals

 

PROPOSALS AND PROGRAM LAUNCHES

  • Position and influence RFPs prior to release through client meetings and presentations of capabilities
  • Lead and support proposal planning efforts in coordination with proposal development team prior to RFP release
  • Lead and support proposal development process by providing proposal team with insight on key market and client drivers and strategic guidance on competitive positions, approach, and pricing
  • Manage client expectations and interactions throughout the proposal process
  • Conduct and report on win/loss analyses through debrief interviews with clients
  • Coordinate and track individual business development opportunities within CLEAResult BD systems. Report regularly to business management on status and progress to goals
  • Negotiate contractual terms and pricing with clients
  • Support project launch and ensure smooth transition of clients to project implementation teams

MANAGE CLIENT ACCOUNTS

  • Develop and implement integrated marketing and business development strategies including sales and client account plans
  • Establish and maintain relationships with key clients, strategic partners, and contractors
  • Meet with every IOU and large municipal utility within assigned sales service territory in a given calendar year
  • Provide excellent customer service and business development opportunities for business units
  • Serve as a CLEAResult client advocate on program teams to ensure fulfillment of brand promise including customer satisfaction and experience. Serve, where required, as a point of escalation for mitigating client issues on new and existing programs.
  • Represent CLEAResult at conferences and client events
  • Serve, where required, as a point of escalation for mitigating client issues on new and existing programs.

MARKET DEVELOPMENT

  • Support and provide input to regulatory activities as they relate to business development opportunities.
  • Engage in strategic initiatives and projects within regulatory proceedings to represent CLEAResult brand and thought leadership
  • Identify key partnerships within business regions to support strategic positioning and opportunity win plans.

PRODUCT AND SOLUTION DEVELOPMENT

  • Actively identify client and market needs through collaboration with Sector Leads, Regional Leads, and Business Unit Vice Presidents to create new solutions and product offerings
  • Partner with business unit leads, subject matter experts, and national support service teams to develop customized solutions to achieve potential or existing client needs
  • Drive process improvements where needed to improve quality, creativity, sales and account management processes, and customer service

Qualifications

 

  • Bachelor's degree (B. A.) from four-year college or university
  • Ten or more years of proven experience driving revenue growth for a professional services company
  • Deep electric, gas & water utility experience
  • Experience with local utility regulatory issues
  • Entrepreneurial drive with proven success growing business
  • Analytical skills specifically in marketing and sales analysis
  • Astute project management skills including planning, budgeting, resource allocation, workflow management and quality improvement
  • Strong influence-management, negotiation, leadership and assertiveness skills
  • Persuasive communication, presentation, and interpersonal skills
  • Strong commitment to external and internal customer service and satisfaction
  • Proven success negotiating contracts
  • Must have the ability to travel domestically up to 80% of the time
  • Excellent computer skills and understanding of email, operating systems and the Internet

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