Director Customer Business Development

Summary

Applies knowledge of market needs, business development, and customer service to provide compelling products, value propositions and excellent service to NYPA customers. Engages in customer strategy planning and retention strategies. Develops new products to meet customer needs, aligns with the organization for implementation, and manages P&L. Leverages technical sales expertise to forge strategic business relationship with NYPA customers to promote organizational awareness, profitable business, and clean energy solutions. Translates knowledge of energy industry and market trends to position NYPA as trusted energy advisor to enable customers to make informed decisions, anticipate their needs, manage intake screening, and provide optimal solutions. Uses data analytics to review/report on customer retention, enhance relationships with high value clients and identify new business opportunities.

Develops medium to long-range sales plans and prepares strategies to protect, grow, and diversify the relationship with a defined group of existing customers. Identifies and manages interactions with assigned groups of existing customers to identify cross/up and repeat sales opportunities. Resolves problems and ensures customers receive high quality customer service and develops client retention and growth plans and strategies for developing profitable business with assigned accounts. Reviews and reports on customer retention, business opportunity and market trends. #Li-VB1

Responsibilities

• Directs team on managing NYPA’s various power supply and grant programs that help various customers throughout the state.  
• Works with team to ensure that customers are meeting all contractual requirements such as energy efficiency audits, job/capital investment commitments, contract extension process, etc. 
• Representation of NYPA at meetings with local and state government customers and interagency meetings.
• Develop executive to executive level interations that build NYPA’s status as a trusted energy advisor.
• Direct staff on managing and maintaining key accounts throughout the state of New York. 
• Provide leadership and guidance to the Key Account Management team by linking professional development and performance to key performance indicators that support NYPA’s VISION2030 goals.
• Manage the Key Account Management team’s advancement of NYPA’s and State goals around renewable energy to meet  objectives.
• As applicable, work with internal and external stakeholder to advance renewable energy efficiency projects and electric transportation solutions to targeted customers in support of  energy reduction goals. 
• Manage alignment between customers and NYPA project development to assure that customers receive products and services that they need and NYPA is successful in delivering those products and services.
• Directs experienced managers and professionals by focusing on the professional development of team members through coaching and mentoring.  
• As applicable, exercises independent judgment  in business development by formulating strategies and plans to support and grow sales goals and key performance indicators.
• Responisbile for Key Account Management team leveraging resources offered by NYSERDA, local utilities, and many other public and private resources to complement NYPA’s programs. 
• Manages staff including performance reviews, salary administration, succession planning and resource balancing.

Knowledge, Skills and Abilities

• Has expert level knowledge within key accounts.
• Requires strong management and leadership knowledge to lead team.
• Understand labor contracts and/or employee relation practices.
• Focuses on policy and strategy implementation for short-term results (1 year or less).
• Knowledge of various recurring revenue models based on services is required.
• Knowledge and perspective for the full energy services marketing, development, and delivery functions.
• Influences others outside of own team regarding policies, practices, and procedures.

Education, Experience and Certifications

• Bachelor’s Degree required.
• Bachelor’s Degree in Business Administration, Marketing, Finance, Engineering is preferred.
• Masters Degree is preferred.
• Minimum of 7 years energy experience with specific emphasis on customer engagement/account management is required. 
• Minimum of 3 years direct management experience. New economic business development experience is required.

Physical Requirements

Ability and willingness to travel up to 25% within the state of New York.