Director of Business Development – Transportation Electrification

COMPANY Summary

As a combined organization, Franklin Energy and AM Conservation Group is undertaking what is perhaps the central challenge of our times – to help drive the transition to net-zero carbon economies while ensuring that no working families, businesses, or local communities are left behind. To do that, we are the utility industry’s top provider of turn-key energy efficiency and grid optimization programs and products, all of which contribute to reducing carbon and waste and, at the same time, free-up resources for creating more innovation investment and jobs. With over 26 years in business, we have more than 1,300 experts across the United States, with warehouses on both coasts. The organization’s integrated in-house services provide deep personalization and insights, helping energy partners achieve their carbon-reduction and energy productivity goals. 

We believe the organization’s most “precious resources” are its people.  We pledge a relentless pursuit to embody a culture that acknowledges, recognizes, and infinitely seeks to understand the unique differences of its people.  We are committed to creating employee experiences that continually attract and embrace a multiracial, multicultural, and multigenerational workforce that promotes outstanding performance and mirrors our diverse partnerships, clients and communities we serve.

Position Summary

This position as Director of Electric Transportation is responsible for creating pathways for shaping the company’s emerging transportation electrification programs and business line. The position is responsible for identifying, developing and executing the business development strategy to obtain electric transportation program growth that translates into new revenue growth with utility clients. The focus of responsibility will include existing and new accounts. The role requires a strong understanding of electric vehicles and charging solutions, market barriers; and the ways in which policy makers, utility commissions, utilities and market actors work to overcome these barriers.  This role requires an energy and utility professional that has dynamic sales skills with a demonstrated track record of success. 

Essential Duties and Responsibilities

This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

• Serve as the company’s Subject Matter Expert (SME) for developments in policy, regulatory proceedings and market trends in electric transportation services and support colleagues as Franklin Energy’s market expert
• Build relationships with industry firms and technology partners for joint bidding opportunities and serve as company representatives in industry associations
• Clearly convey customer and market needs and trends, leading to new product idea generation and development
• Represent the company and its electric transportation offerings in the market and engage with policymakers, regulators, utilities, industry groups and others to support utility and public investment in electric vehicles and charging infrastructure
• Constantly monitor target market, identify new business opportunities, and propose and drive action plans to optimize client market penetration
• Build, develop and nurture a multi-year pipeline to achieve annual goals/targets for revenue growth and work with good margin of proposal wins.
• Ensure that the company receives all applicable RFPs for new and potential work, that is relevant to Franklin’s capability and growth strategies, from utilities and other entities such as government agencies in the targeted states.
• Create strong relationships with new and existing utility accounts TE/EV/EVSE team(s)
• Build relationships among key decision makers in utilities, state government, and utility commissions
• Lead and/ co-lead related opportunities through the company’s BD process
• Contribute significantly to proposal development – leading, supporting, contributing, and/or developing high caliber proposals in collaboration with internal proposal teams and partners.
• Work closely with industry associations and policy advocates; attend and present at conferences

Position Requirements

Education and Experience

• Bachelor’s degree accredited college or university; Advanced degree - Preferred
• 8-10 years of utility customer programs focused in electric transportation industry experience (or equivalent)
• Experience in managing and building high level utility relationships
• Background in working with energy companies and utilities
• Demonstrated experience in sales and business development

Required Skills, Knowledge and Abilities

• Strong communication and cross-functional collaboration skills
• Must be able to handle a wide work variety and work in a fast-paced environment
• Must be a detail-oriented, organized, self-starter, and have an ability to prioritize workload
• Proficient in Microsoft Office, specifically Word, Excel, PowerPoint and Outlook as well as Salesforce.com
• Ability to use social media tools such as LinkedIn and Twitter
• NetSuite, Salesforce or other ERP/CRM experience preferred
• Ability to communicate effectively, both verbally and in writing with customers, clients and employees
• Ability to analyze and interpret data and solve practical problems
• Ability to work in team environment, leading and managing cross functional teams
• Ability to open relationships with new identified and prospective utility or energy related clients

• Committed to diversity and inclusion

Travel Requirements

• Willingness to travel up to 50%

Physical Demands and Work Environment

• Required to sit, stand, walk; talk and hear; and ability to touch and handle tools and/or controls
• Ability to lift up to 10 pounds
• Noise Level is typically moderate
• Employee could be exposed to fumes and/or airborne particles and risk of potential shock

Note: Reasonable accommodation may be made for individuals with disabilities to perform the essential functions of this position.

The above information describes the general duties and requirements necessary to perform the principal functions of the position. This shall not be construed as a detailed description of all the duties and requirements that may be necessary in this position.

An Equal Opportunity Employer

Franklin Energy implements the use of dash cams inside their fleet of leased vehicles because the Company believes video surveillance devices (Dash Cams) promote the safety of employees as well as security within the company vehicles. The Company will not use video surveillance (Dash Cams) for any unlawful purpose including monitoring employees or giving the impression of monitoring. Our Dash Cam Policy applies to all employees of the Company and temporary agency employees, regardless of whether an employee or temporary agency employee may be driving or riding in Company Vehicles. The primary use of Dash Cams is to assist in the protection and safety of employees and property, prevention, and detection of criminal offenses such as vehicle vandalism and break-ins and staged-accident fraud, defense of legal claims, driver exoneration, and driver training and improvement.