Job Description

COMPANY OVERVIEW

As the nation's largest producer of clean, carbon-free energy, Constellation is a company purposely-built to meet the challenges of the climate crisis. Constellation has been the leader in clean energy production for more than a decade and we are growing our company and capabilities. Now, we're accelerating, speeding our low-carbon or no-carbon power to more people in more places, day and night, providing our customers and communities with options to buy, manage and use energy as part of their decarbonization mission. The race is on to confront the climate crisis and Constellation is ready to meet the challenge. Come join us as we lead energy, together.

***********This Business Development Manager (BDM) role can be filled at the BDM level or  Senior BDM level. Please see minimum qualifications listed below for each level ***************

TOTAL REWARDS

Constellation offers a wide range of benefits and rewards, designed to help our employees thrive professionally and personally. In addition to highly competitive salaries, we offer a competitive commission program, 401(k) with company match, employee stock purchase program; comprehensive medical, dental and vision benefits, including a robust wellness program; paid time off for vacation, holidays and sick days; and much more.

BDM Level: Expected salary range of $100,800 to $112,000, varies based on experience, along with comprehensive benefits package that includes commission and 401(k).

Senior BDM Level: Expected salary range of $127,800 to $142,000, varies based on experience, along with comprehensive benefits package that includes commission and 401(k).

LOCATION

This is a territory-based, field sales role supporting customers and prospects within the state of Michigan. This role offers the flexibility to work from home but requires weekly, sometimes daily, travel within the geographic territory. Due to travel requirements, the candidate must reside within the state of Michigan. Our ideal candidate will live near Lansing, MI or Ann Arbor, MI or within the Southern Michigan area.   

This position requires up 75% travel, locally within the geographic territory. Travel expenses, including mileage, are covered by Constellation’s standard travel policy.

PRIMARY PURPOSE OF POSITION

Business Development Managers (BDMs)/ Senior BDMs are responsible for closing new Energy Efficiency focused Infrastructure Renewal and Building Upgrade & Improvement projects. This consultative sales role is focused on the proactive identification, development and closing of integrated, construction-project-based solutions designed to address the Efficiency, Resiliency and Sustainability goals of the customer.   

PRIMARY DUTIES AND ACCOUNTABILITIES (Both levels) 

• Drive annual sales results for Energy Efficiency, Resiliency and Sustainability-based facilities project solutions, delivering signed project implementation contracts to achieve annual sales quota.
• Proactively manage designated sales territory, focused on securing new business within sales territory.
• Establish and maintain a viable sales pipeline of qualified opportunities to achieve annual sales quota.
• Facilitate in person, customer meetings focused on identifying the needs, challenges and compelling events of customers.
• Horizontal management of all internal functional teams, ensuring all project deliverables aligned with the established sales strategy, and addressing the needs and expectations of the customer.
• Establish and expand your professional brand within your sales territory through participation in key trade shows, conferences, seminars, trade associations and networking events.
• Leverage existing market contacts and relationships to drive prospecting and business development activities.
• Develop and submit accurate sales forecasts to sales leadership.
• Timely and accurate reporting as required by sales leader.
• Active participation in all team meetings and events.
• Senior BDM Level : Lead role for all project interviews, presentations, and stakeholder engagements.

Qualifications:

MINIMUM QUALIFICATIONS - BDM level

• Bachelor's degree and a minimum of 4 years of consultative, solutions-based sales experience in one of the following industries:
• Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, commercial construction, Energy as a Service, Mechanical Contracting (design/build), Energy Efficiency Solutions, Sustainability-based Infrastructure Projects, Facility-based Sustainability Projects, and/or Original Equipment Manufacturers.

OR

• Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and/or federal, state, or local governments (S.L.E.D/ M.U.S.H. markets)
• or equivalent combination of education and relevant experience 
• Successful track record of effectively developing and managing a defined sales territory
• Possess conceptual selling skills accompanied by a demonstrated financial/business acumen
• Demonstrated success in originating, negotiating and closing sales transactions
• Track record of success meeting and/or exceeding annual sales quotas
• Ability to develop, cultivate, maintain and leverage contact networks and business relationships
• Strong interpersonal and group presentation skills
• Candidate must have the ability to speak, read and write English.
• Experience utilizing a CRM platform
• Proficiency with MS Office Suite

MINIMUM QUALIFICATIONS - SENIOR BDM level

• Bachelor's degree and a minimum of 8 years of consultative, solutions-based sales experience in one of the following industries:
• Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, commercial construction, Energy as a Service, Mechanical Contracting (design/build), Energy Efficiency Solutions, Sustainability-based Infrastructure Projects, Facility-based Sustainability Projects, and/or Original Equipment Manufacturers.

OR

• Experience selling in other industries but possesses an established executive level contact base (rolodex) within school districts, higher education, healthcare, and/or federal, state, or local governments (S.L.E.D/ M.U.S.H. markets)
• or equivalent combination of education and relevant experience 
• Successful track record of effectively developing and managing a defined sales territory
• Possess conceptual selling skills accompanied by a strong financial/business acumen
• Demonstrated success in originating, negotiating and closing complex sales transactions
• Track record of success meeting and/or exceeding annual sales quotas
• Ability to develop, cultivate, maintain and leverage contact networks and business relationships, including C-suite level executives
• Superior interpersonal and group presentation skills
• Candidate must have the ability to speak, read and write English.
• Experience utilizing a CRM platform
• Proficiency with MS Office Suite

PREFERRED QUALIFICATIONS - BOTH Levels

• In depth understanding of building and mechanical infrastructure, technologies and systems
• Sales experience in the areas of Energy Savings Performance Contracting (ESPC), Facility Infrastructure Upgrades, Energy Efficiency, Energy as a Service, Renewable Energy Technologies, and Sustainability Initiatives, preferred
• Experience managing sales cycles exceeding twelve (12) months
• Direct sales experience in the defined market territory
• Formalized sales training program via Sandler, Miller Heiman or similar program
• Experience utilizing Microsoft Dynamics 365

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