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Senior Vice President, P3

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Business Unit Carrier Job ID 30076849 City Edison State New Jersey Country United States

Date Posted:

2022-04-25-07:00

Country:

United States of America

Location:

CAN86: NOR Edison 510 Thornall Street, Edison, NJ, 08837 USA

Position Description and Qualifications
Senior Vice President, P3

Position Overview

The primary role of the Senior Vice President, P3 (SVPP3) will be to lead NORESCO’s vertical market business line for the alternative financing market for energy infrastructure.  This business line will compliment NORESCO’s Federal, MUSH and Commercial business lines, serving customers in various vertical markets.  The business line will have primary responsibility for sales and development of energy infrastructure and clean energy projects delivered under various alternative financing mechanisms including, but not limited to, public-private partnerships (P3), concessions and energy-as-a-service. The SVP P3 will require exceptional leadership capabilities to lead and inspire this organization.

The SVPP3 role will own the execution of the long-term strategy and operational direction for building the P3 business line to over $250M across North America and coordinating the global efforts for delivering sustainable solutions in the P3 segment.  The SVPP3 role will have responsibility for expanding Carrier’s go-to-market offerings including “x-as-a-service” and enable the delivery of energy infrastructure, clean energy and decarbonization solutions that help clients meet energy needs with financing solutions that allow them to focus their capital on their core mission.

Reporting to the president, the SVPP3 will identify market trends and opportunities while coordinating the evolution of products and services and leading transformational change that will dramatically impact the growth potential for Carrier’s sustainable solutions. The SVPP3 will conduct extensive investigation and analysis and solve the complex problems which confront a growing business in a disruptive market. Working with the Senior Vice President, Growth, the SVPP3 will coordinate marketing and government affairs activities to grow the P3 business line and contribute to re-branding NORESCO as the leading provider of innovative sustainable energy solutions.

The SVPP3 will be responsible for working across Carrier including communicating with senior executive leadership and influencing strategic direction in the support of advancing the P3 sustainable solutions business. The role will require the ability to negotiate with internal and external parties in building new concepts, practices and approaches which are necessary to establish a market leadership position.  The SVPP3 will be the face of the organization to the public, representing the P3 business line.

The SVPP3 will lead, direct and manage development teams on a large portfolio of energy projects by identifying risks, and assessing, and structuring technical and financial solutions for our P3 customers' resiliency, energy efficiency and capital improvement challenges. Must have thorough and strong understanding of a wide range of technology offerings, customer needs and contract structures and have the communication and business skills necessary to work across all disciplines between sales, engineering, and construction management at a team and senior management level.

The SVPP3 role will have P&L responsibility for the P3 business line which will be a critical part of Carrier’s strategy to become a leader in providing sustainable solutions.  With responsibility for improving processes and systems in the implementation of solutions for P3 projects, the SVPP3 will leverage past experience in the market and their understanding of best practices in the delivery of innovative solutions for sustainable energy infrastructure projects.

The ideal candidate will have a deep understanding of the energy market, with a particular specialization in the delivery of clean energy projects using alternative finance mechanisms. The SVPP3 will have extensive experience selling and winning large and strategic pursuits with government clients, institutional clients, private businesses and utilities. The SVPP3 will be experienced in developing and selling energy efficiency projects through an EEaaS model and will use lessons learned from these early efforts to inform the development of Carrier’s service offerings. This is a role that requires strategic vision, collaboration, creativity, and perseverance to be successful at driving growth in a disrupted market. 

Business Development

Build a sales organization that will identify key pursuits for the P3 business line to significantly contribute to growing company revenue, with focus on building the $250M+ business in the 2022-2026 LRP.

  • Leverage market expertise and professional network to identify significant growth opportunities and establish partnerships/teaming arrangements as appropriate to win work. 
  • Manage relationships for the P3 business across partner firms, constructors, equity firms, etc.
  • Build a sales team that will coordinate with Carrier sales and key account teams, to acquire contracts and develop solutions that meet the sustainability needs of customers, including unsolicited proposals with innovative business models.
  • Work across Carrier, including with the BSG team, to identify potential opportunities with existing, significant Carrier clients to pre-position for opportunities to deploy Carrier technology.
  • Identify potential expansion, hiring or merger opportunities.  

Project Development

Build a project development organization that will enable NORESCO to cost-effectively screen projects for viability, pre-qualify customer opportunities and leverage partnerships in assisting customers to meet their energy infrastructure and decarbonization goals without using their own capital.

  • Leverage network to bring in key individuals and build a motivated team
  • Inspire project development team to push through barriers in developing innovative solutions that address challenges that are brand new to the industry.
  • Create an environment that feels like a start-up, further enabling NORESCO to attract and retain strong talent.

Ideal Qualifications

  • Collaborative and effective major pursuit leader with a minimum 20 years of proven experience as a professional consulting leader in the A/E/C industry, successfully winning new business within the energy services market.
  • Highly visible and known professional in the industry with the ability to leverage relationships towards formulating strategy themes, creating teaming arrangements/partnerships (including with financial partners), and direct client interaction.
  • A proven track record of coaching and mentoring sales and technical staff, supporting their professional development and fostering a culture of respect and diversity. 
  • Minimum of 15 years’ experience developing and selling commercial building energy efficiency and sustainability solutions, including delivering on an energy efficiency-as-a-service model.
  • Demonstrated experience presenting to CEOs and other C-suite leaders.
  • Must have working knowledge of applicable technical discipline(s), including broad sustainable building and energy efficiency measures. 
  • Entrepreneurial spirit with drive to take on a leadership role and the accountability and responsibility that comes with it, as well as drive to “roll up sleeves” and engage at all levels of pursuit development and execution.
  • Experience working collaboratively in a matrix organization and leading through influence.  Consultative, service-oriented mindset and collaborative problem-solving skills.

Competencies

  • Strategic thinker with a sales mindset to be a change agent for a sales-led organization.
  • Strong business acumen and interpersonal communication skills.
  • Results oriented leader with ability to create rewarding team-based approaches and outcomes.
  • Articulates strategy and decision points across all levels of the organization.
  • Influencer with the ability to align vision with strategy.
  • Effective and fluent communicator.

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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COVID-19 vaccines will be required for all newly hired Carrier U.S. Salaried employees. 

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