TX or DC area pref., FPL Group
FPL Energy Services, Inc., a growing Energy Service Company with two federal contracts, and a subsidiary of FPL Group – the US leader in energy from wind and solar systems.
The Federal Sales Executive will have the following responsibilities: Develop and execute strategic and tactical sales plans to drive profitable revenue growth while meeting operating targets for Federal performance contracting sales. Collaborate with marketing, operations, legal, finance, and other key stakeholders to improve customer acquisition, service, and retention. Develop Federal segment account management plans and build and expand customer relationships to maximize long term account growth. Monitor the market and territory and proactively prospect to develop new business opportunities and a strong pipeline. Understand new technologies and products/services and sell a full portfolio of FPLES ESCO (Energy Services Company) solutions. Maintain an accurate and updated opportunity pipeline, and provide accurate forecasting information by utilizing CRM system. Consistently execute the Performance Contracting sales process, and fully apply consultative sales methodologies and techniques to drive competitive differentiation and deal closure. Monitor external environment, competitive trends, and Voice of the Customer info to communicate to marketing about new product/services. Lead and develop RFP response drawing from technical writers, engineering, construction, purchasing, business development and management ensuring that the voice of the customer and requirements are incorporated and having primary accountability for accuracy and delivery of the response. Ensure proper controls and compliance in accordance with corporate policy and procedures. Needs experience in negotiating ESCO sales with the federal government. This position requires extensive travel. Flexible on position location.
*Bachelors degree in engineering, business or a similar field. MBA preferred
*Minimum of six years of related commercial or governmental work experience, or an equivalent combination of education and work experience.
*Technical and financial expertise to effectively and independently qualify and sell energy solutions and service product lines.
*Related professional certifications preferred (e.g. CEM, LEED AP, etc.).
*A proven relationship-builder with C-level executives.
*Technical consultative sales.
*Practical knowledge of state and federal energy regulations.
*Strong interpersonal and negotiation skills, ability to liaise with colleagues and customers at all levels.
*Proven history of develop/deliver presentations
*Proficiency with MS Office Suite