Origination/Sales Manager - Distributed Generation


Sales, new business origination

Primary Locations:
Massachusetts; New Jersey; and Ontario, CA

Reports to:
Manager/Director, Distributed Generation

The objective of the business development organization is to identify and secure opportunities and grow our business relationship with commercial and industrial customers within the targeted areas through both direct sales and via specific channels (Engineering Firms, Construction, Supply, etc.). This role is responsible for managing the overall business relationship with existing customers in specific regions and developing new business relationships and driving top line and bottom line results.

Job Summary:
Client’s Retail Programs is focused on providing energy-related solutions to customers within Canada and the United States. A rapidly growing division of the company that requires the expertise and experience to lead the sales process for large capital energy projects and more specifically behind-the-meter generation projects. The person will manage stakeholder and customer sales and will lead cross-functional teams both internal and external to build sustainable and profitable projects.

Key Responsibilities:
Lead a portfolio of project origination efforts with large commercial and industrial customers through to develop new generation projects by engaging existing and new customers directly or working with existing and new channels customers. Strong background in energy project development and retail power markets to facilitate a consultative relationship.

  • Plan, control and direct the overall activities of the project efforts to achieve business objectives as they relate to revenue growth, margin, profitability and risk management.
  • Work with internal and external operations to ensure adequate project planning is undertaken to ensure procurement and project scheduling meets both internal and external stakeholders.
  • Lead stakeholder engagement with end customers, contractors, consultants, and other parties to maintain consistent communication and address issues in a collaborative fashion.
  • Provide key performance indicator reports that appropriately measure the success factors of assigned projects, such as cost variance, delivery to schedule, customer engagement.
  • Monitors and communicates project status to project team and management.
  • Manages project risk; uses quality tools to identify areas of risk; works with others on the team and outside the team to identify alternatives or solutions.
  • Documents and shares team learnings with other teams; draws on other project team experiences to enhance the success of the project.
  • Identifies and assigns appropriate resources to accomplish various project tasks; guides and coaches team members through various stages of the project; provides developmental feedback to team members.

Drive Results - Self-starter and discipline to work remotely and independently to drive results in a sales and incentive based role

Leadership - Establishes a clear confidence in the vision, inspiring that vision to others so they will follow willingly, providing decisive and knowledge in decision-making, optimistic and accountable for Operations Team performance.

Issue Management - Maintains a cross-functional project topics list, with appropriate prioritization based on the issue's level of importance. Drives appropriate and timely resolution and approval of changes to the project plan.

Scope Management - Solicits and organizes customer requirements and tracks the status of project deliverables. Manages the connections between multiple levels of scope detail in related additional documents.

Schedule Management - Develops and maintains a cross-functional schedule. Proficient at one or more schedule management tools. Knows the right level of detail needed to use the tool effectively.

Stakeholder Management and Communication - Identifies, engages and manages stakeholders on a project or groups of projects. Overcomes obstacles and resistance among stakeholders. Effectively stratifies stakeholder needs and creates and executes communications plans to fit the unique needs of each type of stakeholder.

Cross-Functional Knowledge - Understands the more detailed hand-off between functional areas on a project and understands the detailed work of at least one functional area.

Project Risk Management - Leads teams in the development of a project FMEA and/or 9-box project risk summary and identifies and manages the actions to mitigate the risk.

Education, Licenses, Certifications:
College, University, or relevant experience required. Experience: Industry background

  • 5 years’ or greater experience in power project development (retail/wholesale)
  • Understanding of the power markets and specific ISO rules and programs and ability to effectively communicate
  • Track record of proven origination/development experience and ability to drive results.

 For more information contact: 

Ross Malme | Partner | Skipping Stone, LLC
1000 Parkwood Circle
Suite 900, Atlanta, Ga 30339
Office: (678) 784-4054
Cell: (404) 307-5999
[email protected] |www.SkippingStone.com