Vice President, Business Development

About Metergy Solutions LLC

As one of North America’s most experienced submetering providers, Metergy Solutions has brought turnkey solutions to clients for over 20 years. Metergy supplies, installs and remotely reads meters to measure individual suite consumption of electricity, water, gas, and thermal energy in multi-residential buildings, as well as commercial buildings, and bills and collects for the cost of commodities and administrative charges for the services provided. The business model allows for long-term recurring revenue through an innovative Submetering as a Service (SaaS) model. Submetering is proven to reduce in-suite energy consumption by 40%, driving decarbonization efforts for Metergy’s clients. This performance has enabled Metergy to issue green bonds and obtain green financings.

The #1 submeter provider in the New York and Canadian markets, and one of the largest in North America. In 2022 Metergy acquired the two largest submeter billing providers in NYC, resulting in the market-leading position the firm enjoys in New York. These acquisitions have been very successful, with results exceeding expectations and with huge potential for growth.

Metergy is a portfolio company of Brookfield Infrastructure Partners. Brookfield is one of the world’s largest investors, owners and operators of infrastructure assets across the utilities, transport, energy, data and sustainable resources sectors. This sponsorship provides Metergy with access to large-scale capital, infrastructure investment expertise and global reach.

The Role

The Vice President, Business Development will lead the expansion of Metergy’s business in the United States (US). Reporting to the Chief Revenue Officer and working closely with the US President, you will execute the sales strategy and lead business development programs / activities to grow our reputation and revenues in the US market.

Leading a team of account managers, you build and maintain long-term, credible relationships with real estate developers and property owners. Additionally, you will assume the role of “player/coach” to open doors and support client pitches and negotiations for complex submetering and billing solutions.

In the role, you are uniquely positioned to provide insights back to the business on market trends and go-to-market opportunities which help inform Metergy’s product & service strategy, positioning, and big picture direction.

The core responsibilities of the role include:

Sales Strategy & Performance

• Develop / execute the sales strategy to grow revenues across product and service lines in the US market. Meet (or exceed) annual sales targets in terms of both volume and profitability.
• Create wins and drive account growth by presenting our bespoke technical solutions, services offerings, and capabilities to prospective and existing clients clearly articulating our value proposition, differentiators, and ROI.
• Develop solutions for each situation/building/client, in collaboration with the Chief Revenue Officer, US President, the CFO, the SVP Field Operations, the Chief Customer Officer and SVP IT, and Marketing.
• Lead and partner with Account Managers to develop in-roads into new, prospective accounts and strengthen / elevate existing client relationships.
• Provide leadership support to the sales team in executing the complete sales process from deal capture through to close, demonstrating successful client analysis, qualification and presentation, and proposal of solutions.
• Be the Player / Coach that leads by example as you build your book of business and enhance our company reputation and brand in the markets we serve. Open doors and actively support your team in client pitches and negotiations.
• Identify potential strategic partners, alliances and relationships that will increase the deployment of Metergy products and services in the US market. Optimize the value and results yielded through of strategic partners and channels.
• Provide client and market feedback to the Executive Leadership Team and identify opportunities that enhance our technical solutions and revenue streams.
• Establish annual business development budgets, sales targets, and strategic plans. Forecast and report against targets and projections with the support of the sales operations team.

Leadership:

• Serve as a key member of the local leadership team and provide input on overall business direction, foster a positive work culture, and strong collaboration with other functional leaders.
• Build a high performing team through effective mentoring and coaching, driving sales process efficiencies and building new, scalable processes.
• Bring structure and elevate the overall accountability level of the sales organization.
• Leverage your leadership and technical knowledge/experience to improve outcomes across the organization through participation in / consultation to cross functional initiatives.
• Drive high engagement scores within your team and be a culture leader within the organization.
• Build strong, healthy working relationships with your peer group and across teams (e.g. engineering, installations, client management, billing, etc.) to deliver successful outcomes.
• Grow your sales organization to match the market opportunity.

Client relationship management:

• Spend time and attention focused on forging, deepening and nurturing client relationships.
• Work closely with the Chief Revenue Officer, the US President, and Account Managers in establishing and proactively managing these client relationships.
• Lead the critical stages of sales and contract discussions and play a key role in helping the team close deals with new and existing clients.

Deal Design & Pricing:

• Develop the bespoke solution/parameters for each building/client, and vet the solution with the Chief Revenue Officer, the US President, the SVP Field Operations and the Chief Customer Officer and SVP IT.
• Contribute to pricing strategies and models for core products and services.
• Provide pricing approvals for solutions working within defined approval matrix and leveraging support from Sales Operations and Revenue Assurance.
• Pricing for large or complex solutions (outside of defined parameters) work in partnership with the Chief Revenue Officer, US President, and Finance team.
• Ensure solution pricing reflects desired profitability and growth outcomes for the organization – linked to your Sales Incentive Plan. Validate that contractual terms reflect desired business outcomes.

Required Experiences & Qualifications

• 10+ years of leadership experience in rapidly scaling business offering highly technical services or products to the real estate or infrastructure industry sectors.
• Post-secondary degree in applied sciences, engineering or business administration or an equivalent field of study and practice.
• Possess a rare skill set; an accomplished sales executive with the drive and hustle to deliver growth strategies / wins together with technical subject matter expertise with a deep understanding of utility markets, ESG and the energy services sector (specifically software/energy as a service, submetering technologies, and distributed energy systems).
• Proven track record for growing a business; meeting or exceeding yearly sales / revenue targets.
• Strong C-Level presence, strategic acumen, consultative-selling skills and executive
  credibility.
• Entrepreneurial approach to business development with a positive “let’s figure it out” attitude. Possesses a sense of urgency, responsiveness, and intrinsic motivation to win / succeed.
• Self starter with a “business ownership” mindset and a desire to win. A passion for working with clients to realize win-win outcomes balancing short and long-term business objectives. 
• A balance of strategic vision and willingness to roll up your sleeves to get the job done.
• Highly disciplined, organized and metrics driven leadership approach to managing and reporting on sales performance.
• Ability to deliver on short-term targets, while implementing a long-range strategy and vision.
• Powerful verbal and written communication skills utilizing various medium.
• An ability to influence without authority and effect change while maintaining relationships (both internally and externally).
• Creativity and humor are highly desirable. Honesty and integrity are a must.
• A demonstrated commitment to valuing differences, developing, and coaching diverse teams, and ensuring diverse perspectives are heard.
• Excellent financial and analytical skills.
• Ability to travel throughout the US and Canada.

*Base Salary is Commensurate with Experience and will be eligible to participate in a Sales Incentive Plan

Metergy is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other legally protected status. We strive to create an inclusive and diverse workplace for all.