Project Development Manager

Summary

Reporting to TEN’s Director, Project Development (or assignee), the Project Development Manager (PDM) is accountable for leading project development activities and assisting in developing targeted sales strategies for customers in the Mid-Atlantic region. This position is instrumental to securing contracts and ensuring the highest level of customer satisfaction, company profitability and risk management. The primary responsibilities of the PDM include supporting business growth by fostering relationships with customers and vendors, leading the technical development of projects and proposals, managing all aspects of the development and execution of contracts, and supporting the TEN Construction team during project implementation. The PDM will perform the duties needed to accomplish these responsibilities for self-originated project opportunities and opportunities originated by others including TEN’s Business Development team. Individuals in this role have knowledge of energy project delivery and methodology, and represent TEN as subject matter experts.

Location

The successful candidate is situated in the western Pennsylvania region and will work from the company’s office and a home-based office with up to 30 percent travel to customer sites as necessary.

Key Responsibilities

Project Development

• Lead the company response to assigned energy project requests for proposal (RFPs) in coordination with and with the support of TEN’s Proposal Manager, leadership team, and engineering team.
• Plan, direct and monitor all aspects of pre-contract project development for assigned opportunities, including Preliminary Audits and Investment Grade Audits, Final Proposals, and contracts.
• Coordinate, document, and communicate project development activities with engineering, construction, finance and external contractors.
• Manage multi-disciplinary project teams to develop scopes of work, costs, savings, and performance assurance plans for energy conservation measures (ECMs) and energy-related projects.
• Build project proformas, cash flow models, and lead project financial reviews to facilitate necessary internal and customer approvals.
• Create and maintain accountability for project development schedule and budget.
• Provide oversight and quality control of customer deliverables, including technical audit reports and proposals.
• Support customer contract negotiation and related compliance in collaboration with TEN’s management and legal teams and follow TEN’s approval processes.
• Lead kick off meetings and regular progress meetings with the project team and customers during project development phases.
• Support project transitions to implementation of final design and construction.
• Maintain proactive and consistent contact with customers throughout the project lifecycle to ensure customer satisfaction, company profitability, and manage project risk.
• Identify opportunities for additional work with existing customers through amendments and subsequent projects.

Origination Support

• Develop and deliver compelling proposals and oral presentations focused on customer buying criteria, TEN’s value proposition and competitive differentiators.
• Assist in developing customer capture strategies and building relationships with target customers by effectively communicating technical solutions, services, and TEN differentiators.
• Promote business growth by uncovering customer drivers and presenting creative and compelling solutions focused on building systems, alternative and renewable energy technologies, and alternative funding and financing methodologies.
• Create positive relationships with customers and vendors and represent TEN at industry events to foster new project opportunities.

Other Duties and Responsibilities

• Support the larger TEN organization with expertise in assigned specialty areas.
• Help in the pursuit and retention of TEN qualifications under industry- and jurisdiction-specific ESCO qualification processes and contracts.
• Perform other duties as required.

Qualifications

Education and Experience Required

• Bachelor's degree in engineering, business, finance, or a related field
• Five (5) years relevant experience, including 3 years of project development experience preferred

Skills/Abilities

• Strong understanding of the Energy Services business; emphasizing energy performance contracting and Energy-as-a-Service (EaaS) contracting approaches.
• Knowledge of relevant state ESCO contractor compliance requirements.
• Knowledge of engineering, construction and financing practices related to ESCO projects.
• Ability to build relationships and uncover new business opportunities.
• Ability to identify project viability; technically and financially.
• Ability to understand and communicate diverse financial models.
• Ability to work collaboratively with and lead technical teams through the project development and contract negotiation process.
• Ability to develop strategic subcontractor and vendor relationships.
• Strong customer focus with well-developed customer relations and presentation skills.
• Ability to represent the company in a professional manner.
• Ability to organize multiple priorities and meet multiple goals and deadlines.
• Ability to work under pressure.
• Ability to write proposals, presentations, sales documents, and technical reports.
• Ability to work with a diversified workforce.

Core Competencies

• An entrepreneurial spirit.
• Strong financial acumen.
• Excellent written and oral communication skills.
• Excellent interpersonal skills.
• Strong tactical skills.
• Exceptionally self-motivated and self-directed.
• Keen attention to detail.
• Superior analytical, evaluative, and problem-solving abilities.
• Exceptional service orientation.
• Ability to motivate in a team-oriented, collaborative environment.

Tools & Platforms

• MS Office Suite
• Salesforce

Working Conditions

• Travel: ~30% (Primarily Mid-Atlantic region). Driver’s license required
• Work Environment: Office, customer facilities, construction sites; occasional off-hours for travel and collaboration

Compensation & Benefits

• Competitive Salary
• Commission
• Comprehensive benefits: medical/dental/vision, 401(k) plan with company match, paid time off, professional development support and training