Director of Business Development - DSM

About Us At Cascade Energy, we believe in better.
We come to work every day with a drive for continuous improvement, and we dedicate ourselves to making industrial energy efficiency happen in smart, measurable, and sustained ways.
We offer utilities and industrial facilities novel ways to meet their sustainability, emission reduction, and energy savings goals.
We specialize in energy efficiency program design and implementation; carbon tracking and report; scope 1,2, and 3 consulting services, energy efficiency engineering; energy management software, and hands-on training and coaching.
Our reputation for stellar, high-quality work has expanded our reach throughout North America to serve clients ranging in size from small up to Fortune 500 companies in their pursuit of wide-ranging decarbonization and energy savings objectives.
Cascade has offices in Oregon, Washington, Utah, Colorado, Idaho, Illinois, California, and the Northeast region.
Why work at Cascade? As a 100% employee-owned company (ESOP), Cascadians foster and value a culture of equals, initiative, and ownership.
Our teams reflect our core company values: Do the Right Thing; Put Others First; Seek Shared Success; Learn Constantly; and Be Industrious.
Our customers are vitally important to us, and we pride ourselves on stellar customer service.
Our team members are a dedicated and diverse group of ambassadors, representing Cascade Energy, striving to embody our values, ensure we are responsive, and consistently delighting our customers.
In alignment with our values and doing better, Cascade Energy celebrates and values diversity as vital for increased creativity and innovation and faster problem solving, and we are committed to providing an environment of mutual respect, free of discrimination and harassment.
Learn more about DEIA at Cascade by visiting cascadeenergy.
com/deia.
Cascade promotes a healthy work-life balance and appreciates employee contribution in all areas.
We walk the talk about our commitment to learning constantly, with a focus on the ongoing development of every team member.
Cascade is a strong supporter of flexible working arrangements, and offers role-dependent options for remote, hybrid, and in-office work.
About This Opportunity We are seeking a Director of Business Development – East.
This director-level business development and sales role is tasked with building strong relationships with electric and gas utility clients and industry partners in the eastern half of the United States.
This person will gauge customer needs, formulate proposals for services, form teaming partnerships with peer companies, close sales, engage in contracting, and execute a successful handoff of these sales to appropriate staff within Cascade for delivery of energy efficiency and decarbonization services for the industrial and commercial sectors.
What You Will Be Doing: You will likely find this opportunity attractive if you care about your team, love to learn new things, have a growth mindset, are humble, and are excited to work with a group of committed peers to make energy efficiency and decarbonization happen.
Duties include but are not limited to the following: • Sell energy efficiency and decarbonization demand side management (DSM) services to electric and natural gas utilities.
Cascade services principally focus on the industrial sector but are also applicable to the commercial and agricultural sectors.
• Leverage existing relationships and build new relationships with key clients – including electric and gas utilities, teaming partners, and decarbonization stakeholders through effective communication of all program services.
• Strategically partner with Cascade’s leadership team to prioritize opportunities for Cascade energy efficiency and decarbonization services business growth and innovation in the eastern half of the United States • Represent Cascade as a subject matter expert at large industry partner conferences, association events, and participate as a speaker as required.
• Serve as the subject matter expert on high‐level local, state, and regional demand side management (DSM) program policy and practices by actively engaging in the ongoing discussion between the commission, utilities, implementers, evaluators, and other stakeholders.
• Identify and develop strategies to address barriers to the adoption of Cascade’s services and capitalize on opportunities for adoption of Cascade programs by potential clients by using a Challenger Customer approach.
• Lead and be accountable for the planning and delivery of proposals, presentations, and negotiations in the acquisition of new work, both where Cascade is positioned as the prime contractor as well as a subcontractor.
• Contribute to RFP submissions by providing program data, statistics, and other pertinent information, including suggestions for innovation, updates, and additions to our services.
• Increase Cascade’s ability to win and deliver on large contracts through collaboration with Operations to arrange partnerships and contracting arrangements with sub‐contractors.
• Collaborate with Marketing and Energy Sensei groups to drive Energy Sensei software channel sales for customers.
• Support program start-up efforts and ensure smooth transition to operations.
• Arrange regular client meetings with one-to-three-levels-up contacts to maintain client connection, market knowledge, and to stay current on client needs and desires.
• Participate in planning and discussion to determine Operations staffing needs to deliver sold work.
• Employ sales best practices and professionalism, including timely meeting follow ups, documented call reports into the CRM, team collaboration, and ongoing pipeline management.
• Collaborate with Cascade’s Strategy and Products team to share insight on customer needs and pain points to assist in customer and product development around new Cascade services, including software and technology-oriented solutions.
This full-time, exempt position is remote based.
It is preferred the candidate will live in the Central or Eastern time zone to allow for reasonable travel within the region.
Travel of approximately 30% is needed for this role.
Qualifications Applicants for this role are required to have: • 8 years of related experience or equivalent combination of education and experience • 3+ years of business development experience and/or experience selling complex energy efficiency services to industrial customers • Demonstrated ability in problem solving and negotiation with special emphasis on closing the sale • Project management experience, preferably in energy efficiency or related industry As a part of our team, the most important qualifications are shared values, a customer-centric approach, and an aptitude for learning.
A successful candidate should also demonstrate these preferred characteristics and/or skills: • Proven track record working in a successful business development role, with strong preference for previous experience and knowledge of industrial energy efficiency • Established network of relationships with electric and natural gas utilities and industrial decarbonization stakeholders • Expert knowledge in Demand Side Management program implementation, management, and design, particularly in the industrial segment that is Cascade’s focus • Ambitious, entrepreneurial spirit, with a passion and motivation to grow the business • Proven ability to build and foster long-term professional and personal relationships • Strong written and verbal communication skills including formal presentation skills • Strong project management and organizational skills, with the ability to adeptly juggle multiple projects, program offerings, customers, deadlines, and demands • Strong knowledge and understanding of project financial metrics and the use of these metrics to sell-in projects to key decision makers • Experience with developing and managing budgets You will be a great match for this role if: • you are drawn to the rapidly growing and evolving clean energy transition industry • you are drawn to being a part of a company whose mission is to help utilities and their business customers achieve their decarbonization goals • you relish the challenge of building relationships with utility organizations and transforming how they engage the industrial sector • you are a life-long learner who feels shared success is the ultimate success.
For candidates whose experience may not align perfectly with all these preferred skills but can see themselves adding value in this role, we encourage you to still apply.
Cascade is dedicated to building an inclusive and authentic workplace and places strong import on learning and development.
Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.
Compensation & Benefits Our total rewards include competitive pay and excellent benefits.
These include health (90% paid for team member, 70% paid for dependents on HDHP plans and 85% paid for team member, 65% paid for dependents on PPO plans), vision, FSA or HSA options with an employer contribution, life insurance, short- and long-term disability insurance, paid parental leave, 401k retirement plan with a guaranteed 3% contribution, Employee Stock Ownership Program (ESOP), annual cash performance bonus, paid vacation, sick time, and an inclusive, flexible paid holiday policy.
New for 2024 – we are excited to add an additional wellbeing contribution of $500 for HSA, FSA, or LSA (Lifestyle Spending Account).
The salary range for this position in Portland OR is $116,000 - $189,000 and will be geographically adjusted based on where the final candidate resides.
However, final salary offered may vary depending on non-discriminatory factors such as job-related knowledge, skills and experiences if different than the above.
Total compensation includes base salary, plus variable based on individual, team, and company performance.
Application Process Please submit a current resume (PDF).
We would also appreciate a letter of interest (PDF) describing why our team or the position resonates with you, and how your experience makes you a great choice for the role.
If you submit a letter, please combine it with your resume in one PDF document.
• Please, no phone calls.
• Please, no outside recruiters or agencies.
• Cascade Energy is not able to provide sponsorship for work authorization in the U.
S.
Click here to join our Talent Community – it’s the best way to keep up with and learn more about Cascade Energy! In occasional mailings, we’ll brief you on our industrial decarbonization efforts, and share more about our company culture and what makes Cascade a great place to join and to grow.
AAP/EEO STATEMENT Cascade is an Equal Opportunity Employer; employment decisions are made without regard to race, color, religion and religious practices, sex (including pregnancy, gender expression, and sexual orientation), national origin, age, physical or mental disability, genetic information, or family, marital, or veteran status.
To request a reasonable accommodation during the application and interviewing process, please contact the Cascade recruiter.
Cascade Energy uses the federal E-Verify system to determine eligibility for work in the United States and conducts post-job offer, pre-employment drug screening.