Description

PRIMARY PURPOSE (Summary of major reasons this job exists)

The CMC Market Development Director will be responsible for utility client relationship management and building a portfolio of viable growth options for the company through RFP channel tracking, partnering, and creating and closing on new business opportunities. Additionally, they will contribute to the development and implementation of innovative go-to-market strategies and programs, will assist Senior and Extended Leadership in the creation and communication of a compelling vision and growth strategy for CMC, and successfully support others in that direction.

ESSENTIAL FUNCTIONS (Majority of duties performed, but not to be all-inclusive or to prevent other duties from being assigned)

1. Establish new business opportunities for energy efficiency and decarbonization contracts within CMC’s market footprint and other new targeted geographies. Engage utilities, trade associations, government agencies or other energy services accounts through prospecting, networking, qualifying and consultative- selling techniques.
2. Identify and cultivate strategic relationships with partners, stakeholders, or clients, positioning CMC for high percentage win-opportunities and growth.
3. Establish buying influences, budgets, RFP timing and scope and refine purchasing criteria for utility clients, both new and existing. (Alos, support the company’s contract renewal process)
4. Responsible for conducting thorough market research to understand current trends, opportunities, and challenges in the energy efficiency and emerging building-decarbonization sector. Identify opportunities for CMC to be Out in Front in the energy industry as technologies and services evolve.
5. Contribute and assist in crafting strategic direction for senior management using informal and formal communication channels.
6. Design and model solutions for product and service innovations based on internal ideation and external market information.
7. Evaluate customer/client needs, regulatory environments, and competitive landscapes to devise effective market development strategies. Engage with utility customers directly, gathering feedback to understand customer needs and improve CMC’s products or services accordingly.
8.  Increase level of CMC’s contacts within utility organizations to allow for selling of new opportunities.
9. Maintain and present accurate/current information in customer relationship management system (CRM). This will include: a sales opportunity pipeline and prospect pipeline, updating status, projected budgets, probability of award, other key elements to ensure proper priority setting and senior leadership visibility.
10. Work closely across teams within CMC, including program delivery, sales, marketing, finance, and information technology, to ensure alignment of strategies and goals. Utilize these resources to build, develop and support CMC’s new client/new opportunity pipeline.
11. Track and monitor the regulatory environment in existing and targeted growth states and ensure the company's offerings are compliant with relevant laws and regulations and advise on current trends and future energy policy.
12. Participate in regional and national energy conferences. Conduct trade group presentations and represent the company in the broader energy efficiency industry.
13. Perform other duties as assigned.

Qualifications

JOB REQUIREMENTS (Experience, education, knowledge, skills & abilities required for competent performance in the job)

1. Bachelor's degree or equivalent energy-related sales experience required.
2. 5-10 years' experience in energy sales or marketing required.
3. Strong oral and written communication skills and a demonstrated ability to create and participate in the management of complex proposal documents.
4. Proficient user of Microsoft Office and other presentation software.
5. Able to maintain consistent customer follow-up and manage multiple sales opportunities simultaneously, including the ability to prioritize and communicate resource needs internally.
6. Energy efficiency, conservation, sustainability, or utility industry experience preferred.
7. Valid driver’s license, reliable transportation, and ability to work independently. Up to 40% of travel required within the covered territory.
8. Perform the essential functions and physical demands of the position with or without accommodation.

PHYSICAL REQUIREMENTS (The physical demands of the job)

1. Consistently spending time sitting, typing, talking, walking, and using repetitive motion.
2. Frequent use of eye, hand, and finger coordination enabling the use of automated office machinery, such as a computer.
3. Oral and auditory capacity enabling interpersonal communication as well as communication through automated devices such as the telephone.
4. Visual capacity enabling frequent use of computer equipment.
5. Light work: ability to exert up to twenty pounds of force occasionally, and/or up to ten pounds of force frequently to lift, carry, push, pull or otherwise move objects.

WORK ENVIRONMENT

1. The employee is not substantially exposed to adverse environmental conditions.

CMC Energy Services, Inc. provides equal employment opportunities to all qualified individuals without regard to race, creed, color, religion, national origin, age, sex, marital status, sexual orientation or non-disqualifying physical or mental handicap or disability in each aspect of the human resources function.