Company Overview:
People are Mortenson's greatest strength. Mortenson has built a reputation for being a leader in our industry and is honored to receive 40+ Top Workplace Awards since 2002. Mortenson is built on the values of trust, safety, teamwork, responsibility, service, and stewardship. Our purpose is to build structures and facilities for the advancement of modern society. Our success is not a matter of luck; it's a result of our ingenuity, expertise, and exceptional people coupled with our focus on creating an exceptional customer experience.
Summary:
The Business Development Executive - Solar Development serves in the capacity of a “development partner” to build collaborative relationships at the highest levels of the customer organizations, with the intent of optimizing the value of their project portfolio and their investments in solar energy, energy storage and related programs. This will result in exceptional experiences for customers as well as ongoing, high margin opportunities for Mortenson to provide additional services.
Success will be determined by the Business Development Executive's creation of exceptional customer experiences, as measured by the repeat/non-compete work created, and the total gross margin of opportunities created (measured in selections) and projects initiated (measured in sales contracts) for our organization each year.
Develop and maintain relationships with prospects/customers, by bringing them insight that helps them achieve the highest value for their solar energy portfolio and related business investments.
- Become an expert in the full development cycle, financial requirements, measurement and success metrics from the customer's point of view.
- Understand the solar customers business growth plans, capital needs, workforce dynamics, geographic footprint, mergers/acquisitions/dispositions, energy usage, sustainability position and more.
- Consistently uncover (and develop) insights about solar customer needs and opportunities, in conjunction with the strategic marketer and broader team.
- Partner with customers' C-suite to apply our commercial insights to their organizations.
- Partner with OG leadership (VP/GM, strategic marketer, market sector leaders, etc.) to target the markets and customers where Mortenson can add quantifiable value to the customer organization.
- Identify and equip individual champions (“mobilizers”) at all levels within customer organizations to take actions that move our projects forward.
Work with the strategic marketing leader to identify potential new markets and additional services for our customers, shepherding ideas through the stage gate process to determine viability.
- Actively participate in bringing new services to the solar market, including the business case, market potential, growth trajectory, and required resources for differentiation and delivery.
In addition to their customer-facing role, the Business Development Executive of Solar Development will need to operate in lock-step with their entire OG team, including:
- Bringing the relevant Mortenson experts to customer meetings.
- Communicating solar opportunities to the OG and documenting in CRM on a weekly basis.
- Staying connected to the customer organizations in project creation through the signing of the sales contract and leading C-Suite communications indirectly during the project.
Manage the business development and marketing organization.
- Create a collaborative environment providing work direction, real-time feedback, mentoring, career growth and performance reviews for team members.
- Manage career development of direct reports and arrange for relevant training opportunities.
- Set and manage overall department budget, rolled up from strategic marketing leader and BD team members.
Education & Required Skills:
- BS in Business, Finance or equivalent degree; MBA preferred
- Minimum 7 years' experience in business leadership roles.
- Minimum five (5) years' experience in solar utility development or wind development in the United States at the senior level
- Preferred EPC experience
- Experience driving alignment between customer stakeholders, including Boards of Directors and C-suites, which requires senior-level group facilitation skills in the renewable energy industry.
- Experience in structured problem-solving for complex business challenges.
- Strong judgment for choosing the right prospects/targets who desire an exceptional customer experience.
- Microsoft Office, project and pertinent web application skills at an intermediate level.
- Senior-level knowledge of business management and finance, particularly around capital decision-making.
- Must have a persuasion ability to build a vision with customers.
- Intense listening skills are required.
- Must be able to ask difficult questions and deliver difficult messages with ease.
Mortenson is an EOE/Affirmative Action/M/F/Veteran/Disabled employer
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