VP of Business Development AND ORIGINATION

 

WHO WE ARE

Pfister Energy is one of the nation’s largest commercial and industrial solar energy developers and EPC, with over 600 megawatts (MW) of solar electric power (PV) installed in the United States.  Headquartered in Hawthorne, NJ, our diverse and interdisciplinary team is made up of project managers, construction experts, project development and finance teams, engineers, electricians, and more.  Pfister Energy supports the growth of distributed energy resources in commercial, industrial, and community solar as well as storage, EV chargers, and other technologies for advancing a sustainable energy future.

 

VP OF BUSINESS DEVELOPMENT AND ORIGINATION

Lead the origination and business development efforts to seek out, source, and screen solar project opportunities. Identify new clients and generate leads for customers looking for energy diversification strategies, sustainable sourcing, and ESG solutions.  This person will be responsible for originating projects through effective outreach (email, LinkedIn, calls), marketing strategies, the use of referral partners, networking events, and collaborating with other industry contacts.  This individual will also be responsible for responding to public and private Solar RFPs and coordinating support efforts within Pfister to respond effectively and win projects. Work remotely and yet proactively with the Project Financing, Development, Engineering, and EPC teams to develop opportunities into fully constructed projects.  This individual will educate a prospective customer on the value proposition of solar and answer any questions or concerns the customer has while they are considering options. The individual will also be able to demonstrate why the customer should choose Pfister Energy to finance, design, construct, and maintain the solar array over other offerings in the marketplace.

Strong business development skills and multi-faceted communication strategies are required for this position. You will understand relevant state and federal renewable energy incentives, contractual matters, financial & lending models (Power Purchase Agreements (“PPAs”), capital purchases, and financing/leases) and will become familiar with solar, energy storage, and EV product offerings.

 

Responsibilities:

  • Identify leads through prospecting large corporations, networking, tradeshows, cold calling, attending industry events, referrals, marketing campaigns, working with referral partners, etc.
  • Identify and sell to clusters of commercial clients, e.g., real estate management companies, large industrial REITs, national and regional companies with multiple sites, hospital chains, universities, school districts, municipalities, etc.
  • Cultivate high-level relationships with referral partners, other solar developers, financiers, and commercial and industrial business owners to generate qualified sales leads.
  • Create sales proposals, cash flow analyses, reports, and presentations for current and prospective customers that illustrate the financial benefit of installing an onsite solar array and the value of working with Pfister Energy.
  • Manage the RFP responses for public and private projects.
  • Maintain Pfister Energy’s CRM tool by documenting all leads and opportunities and tracking all sales activities.
  • Develop subject matter expertise on the market drivers for solar development in assigned territories, including energy, utility, legislative and incentive conditions, to inform market strategies.
  • Gather the customer and facility information required, including available roof and land space, customer’s current electrical utilization, etc., to assist Engineering, Procurement, and Construction Departments with the design and pricing projects.
  • Screen opportunities for financial and development viability.
  • Create a strategy on which solar program and financing alternative are the best for the specific project.
  • Coordinate between finance partners and the broader organization to manage the completion of securing power sales contracts (PPAs and leases), site agreements, interconnection, and permitting.
  • Lead contract negotiation with clients in partnership with the internal legal team.
  • Research data on market trends, opportunities, and potential new markets and verticals.
  • Secure front-line market intelligence and communicate with broader organizations.
  • Track and assess state incentive markets in assigned markets, including Renewable Energy Credits, grants, and other programs beneficial to our clients.
  • Research and report on state and local regulatory issues relevant to solar projects in assigned markets.  Track and circulate information on applicable state incentive programs.  Be the market expert in your assigned territory and industry.
  • Recommend regional business development strategies and tactics to the company’s leadership team by utilizing a unique and detailed understanding of your geographic market.
  • Work with other executives to ensure this strategy supports the corporate business development goals.
  • Participate in Sales & Marketing opportunity development and status conference calls.
  • Participate in regional and national trade shows.
  • Perform additional assignments as requested.

 

Knowledge, Skills, and Abilities

  • Strong communication skills with an ability to create instant credibility, generate interest, and articulate/quantify the value proposition.
  • Ability to analyze and summarize complex information.
  • Strong analytical and Excel skills.
  • Proven negotiation skills.
  • Demonstrated success as a self-starter, capable of independent execution and working collaboratively with others.
  • Strong financial skills to demonstrate financing options to the customer.
  • Professional, confident, dependable, honest, and energetic.
  • Must be self-motivated, detail-oriented, thorough, and customer-oriented.
  • Use of lead generation tools such as ZoomInfo, LinkedIn, and other online tools.
  • Creative thinker and resourceful to pinpoint business decision-makers.
  • Comfortable with cold calling and interpersonal communication.
  • Strong written and verbal communication skills.
  • Ability to work in a fast-paced team environment.
  • Proven leadership, administrative, and organizational abilities
  • A strong desire and passion for finding new business opportunities.

 

Qualifications:

Required:

  • Minimum BS or BA degree. MBA or Master’s degree preferred.
  • Minimum 5 years of sales experience with at least 3 years in solar energy or finance.
  • Enterprise and C&I sales experience is highly desirable.
  • Articulate and effective communicator orally and with Word and PowerPoint.
  • Ability to travel throughout a multi-state region as necessary.
  • Advanced computer skills (Microsoft Excel, Microsoft Word, CRM software)

 

Please forward all inquiries to Wayne Pfisterer at [email protected]. 

For other open positions, visit our CAREERS page.