Business Development Manager

Overview

Calpine Corporation is America's largest generator of electricity from natural gas and geothermal resources with operations in competitive power markets. Its fleet of 77 power plants in operation and one under construction represents nearly 27,000 megawatts of generation capacity. Through wholesale power operations and its retail businesses, Calpine serves customers in 22 states, Canada and Mexico. Its clean, efficient, modern and flexible fleet uses advanced technologies to generate power in a low-carbon and environmentally responsible manner.

The company was established on the premise that a strong commitment to the environment is inextricably linked to excellence in power generation and corporate responsibility. Since its founding in 1984, Calpine has led the power industry in its unwavering commitment to environmental stewardship. In addition, its renewable geothermal plants use steam generated deep below the earth's surface to produce clean, renewable electricity.

Calpine Energy Solutions, LLC, ("Solutions") is a wholly owned subsidiary of Calpine Corporation and a licensed retail energy provider in every deregulated state in the U.S. Most of our clients are large commercial & industrial entities that view the management of energy and carbon as an important strategic initiative and seek to leverage our devotion to quality and risk management expertise.

Everything we do is about helping businesses transform their energy and carbon management programs from a traditional, transactional approach to a data-driven, sustainable business process.

Job Summary (includes but is not limited to the following, other duties may be assigned)

Want to leverage your experience leading deal teams focused on solving complex problems for large, strategic clients? Want to gain knowledge and expertise about an already huge power market that is about to get much bigger due to the electrification of everything? With some supervision, the Business Development Manager develops strategic relationships with targeted commercial & industrial companies in need of our expertise, products and services to enhance profitability for Solutions.

• Develop and Grow - You will have the opportunity to leverage existing mentoring and training resources to gain a clear understanding of markets, products, services, systems and skills. Must stay current with market and regulatory changes and convey likely implications to clients in a timely, clear and concise manner.
• Customer Relationship Development / Prospecting - Identify, contact, and develop personal relationships with key buying influences within targeted accounts to facilitate business acquisition and retention.
• Customer Needs Clarification - Consult with buying influences at multiple levels of client / prospect organization to identify the strategic outcomes they are seeking to achieve.
• Sell Customer Value Propositions - Lead and collaborate with cross-functional internal teams (for example, technical, commercial, and legal) to configure a process, product and service solution that connects with each customer's needs.
• Promote Customer Focus - Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Document plans and actions in enterprise CRM software.
• Gross Margin Generation - Qualify, negotiate, document and close business with targeted Accounts consistent with documented sales processes that results in the creation of gross margin commensurate with objectives.

• Greater than 7 years of general work experience and a minimum of 5 years business development experience.
• Bachelor's degree
• Sales Methodology Expertise - Must possess knowledge and exhibit practice of using a sales methodology such as Miller Heiman, Challenger, SPIN, etc.
• Communication - Strong listening, speaking, presenting and writing capabilities.
• Coachable - Willing and able to take constructive criticism and incorporate changes into approach.
• Systems - Must have strong working knowledge of Microsoft Office suite and CRM systems.
• Negotiates Strategically/Tactically - Uses comprehensive knowledge and skills to act independently to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
• Tenacious Prospecting - Applies a disciplined approach to identifying and pursuing new potential clients. Builds and utilizes a "multi-touch" cadence and systematically tracks activities with prospects to stay on track.
• Qualifying - Applies expertise to spend the appropriate time for the size and potential of each opportunity. Invests appropriate…