JOB DESCRIPTION

Southern Company Federal Services is seeking a dynamic and experienced Segment Sales Manager to lead business development activities within our service territory. The ideal candidate will have a proven track record of building relationships with key federal leaders, stakeholders, and decision-makers to drive Utility Energy Service Contracts (UESC) project development. This individual will work closely with the Sales & Development team to identify and pursue new opportunities, develop market strategies, and support the growth of our Federal Services capabilities.

 

WORK ENVIRONMENT

Hybrid work environment, in the office and on-site 4 days per week, and subject to change per business needs Candidate must live within a commutable distance of an office of Southern Company or any of its affiliates  Relocation assistance may be available if relocating to Birmingham, AL
 

Essential Responsibilities:

Develop and execute pursuit strategies to establish new Federal Services opportunities. Implement the Go-To-Market strategy for establishing customer relationships and capturing UESC projects. Provide strategic engagement with customers at all federal levels to support Federal Services’ strategy to acquire, maintain, and grow federal partnerships. Engage key federal personnel and industry organizations to identify market trends and niches, including innovative new business pathways. Assess Federal Services' capabilities and priorities related to supporting current and potential federal customers based on market trends, policy, and key customer requirements. Engage and evaluate new and existing federal relationships to identify key customers, requirements, and market potential. Develop strategic market planning for key customers and federal agency-specific market plans. Establish and expand Federal Services brand recognition with key decision-makers and leaders within federal agencies, federal/private partner groups, and industry organizations. Understand agency-specific UESC procurement processes and develop successful paths to award. Attend industry-specific tradeshows and events such as Energy Exchange, FUPWG, etc. Actively participate in associations and networks to build the Southern Company Federal Services brand and identity. Assist in proposal development efforts, analysis of solicitations, and competition analysis of opportunities.

 

Qualifications:

Bachelor’s degree in Engineering, Business, Marketing, or a related field. Advanced degree preferred. 10+ years of experience conducting business with or on behalf of the Federal Government within the energy efficiency industry. 5+ years of experience working on Federal UESC and/or ESPC projects is required. General knowledge of HVAC, lighting & lighting controls, DDC/pneumatic controls, water conservation measures and building envelope. Experience with resiliency measures, including onsite generation (PV, CHP, etc.), battery storage, and microgrids is a distinct plus. Excellent interpersonal, analytical, and written communication skills. Willingness to travel approximately 50% of the time.

 

Key Skills, Abilities, and Competencies:

Strong knowledge of federal government energy efficiency contracting enabling codes, policies, requirements, and processes. Strong knowledge of the investor-owned, municipal, and rural utility markets complemented by a network of associated relationships. Ability to work independently, regularly, and dependably. Ability to meet short- and long-term deadlines. Strong interpersonal and communication skills, with demonstrated ability to develop and maintain relationships with technical and business representatives at all organizational levels. Demonstrated ability to cope with stress and maintain a pleasant and cooperative temperament with internal and external customers. Commitment to operate with the highest level of ethics and integrity with colleagues and clients. Excellent public speaking, presentation, and writing skills. Excellent cost/benefit analytical skills and budget management ability. Excellent written, verbal, and communication skills for presenting sales correspondence, proposals, and financial structures. Ability to compose and write proposals, reports, business correspondence, and procedure manuals. Entrepreneurial attitude with excellent organizational skills to manage multiple priorities and business relationships. Highly effective and successful sales negotiation and closing techniques.

Current with energy efficiency technologies and the ability to comprehend and communicate technical information