Key skills
Energy Services Company (ESCO) salesPerformance contractingComplex facility solutions salesEducation market knowledge K-12Education market knowledge Higher EducationLocal government market knowledgePublic procurement processesFinancial analysisContract negotiationSales strategy developmentClient needs assessmentProposal developmentProject ManagementCommunicationNegotiationAccount ManagementSales
About this role
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. They are seeking a highly motivated and experienced Business Development Executive in Energy Services to drive revenue growth by developing and closing energy services and performance contracting projects, primarily focusing on the education and local government sectors in Texas.
Responsibilities:
- Market Development: Identify, prospect, and cultivate relationships with key decision-makers in school districts, universities, and local government entities
- Sales Strategy: Develop and execute targeted sales strategies to penetrate the education and local government markets in Texas, building a robust pipeline of qualified opportunities
- Solution Selling: Lead the complex sales cycle for energy performance contracts (EPC), turnkey facility upgrades, and sustainability initiatives
- Client Engagement: Conduct thorough needs assessments, facility walk-throughs, and financial analyses to develop customized, compelling energy solutions that address the specific challenges and goals of public sector clients
- Proposal Development: Collaborate with our engineering, project management, and financial teams to craft competitive, high-quality proposals and presentations
- Contract Negotiation: Navigate public procurement processes and negotiate complex, multi-year contracts to successful closure
- Account Management: Maintain strong, ongoing relationships with clients post-sale to ensure satisfaction and identify future opportunities
Requirements:
- Minimum of 5-7 years of proven, successful sales experience in the Energy Services Company (ESCO) industry, performance contracting, or complex facility solutions
- Deep understanding of the education (K-12/Higher Ed) and local government markets, including public procurement processes, funding mechanisms, and the unique challenges faced by these entities
- Demonstrated ability to consistently meet or exceed multi-million dollar sales quotas and close complex, long-cycle deals
- Exceptional communication, presentation, and negotiation skills
- Strong financial acumen with the ability to articulate ROI and financial structures
- Bachelor's degree in Business, Engineering, or a related field preferred