Sales-oriented Careers in Energy
Individuals in this sector interact with customers to provide solutions and proposals (including costs and payback options) to clients that will reduce energy consumption and operating costs. They play a key role in acting as a resource in educating customers on energy solutions, and providing them with information on energy conservation incentive programs from utilities and public sector agencies. A good example is Jeff Scott’s profile below.
I work with ENWIN’s industrial sector and large accounts to identify opportunities for energy-saving projects. Once projects are identified and customers want to proceed with implementation, I work with them to ensure that they meet and follow Save on Energy program requirements for incentives. To many of my customers, I am their first point of contact at ENWIN, even on non-Conservation and Demand Management (CDM) matters.
My previous role of selling compressed-air systems to industrial accounts in the Windsor region allowed me to meet many of the customers that I now work with for conservation purposes. When selling air systems, I always encouraged prospects to look at the energy costs of the equipment they were purchasing, and I used the Save On Energy incentives to help me “close projects”. Moving to the LDC’s CDM team just seemed like a natural transition.
I was quite experienced with compressed-air systems and some refrigeration systems (chillers, etc.), but the Certified Energy Manager (CEM) training took that to a whole new level and exposed me to much more technology. Since measurement and verification is such an important element of what we do in CDM, it just made sense to pursue the Certified Measurement and Verification Professional (CMVP) designation too. I feel the designations gained from the Association of Energy Engineers (AEE) through CIET indicate a degree of credibility since it’s about exhibiting industry experience, expertise, aspiration, and a commitment to ongoing professional development.
Leadership, communication, and a general business acumen. Building trust and strong, genuine relationships is critical. Being comfortable in any situation, from the board room to the boiler room, and having the ability to speak the language of the people that you interact with. Listening to their problems so that you can find mutually beneficial solutions is critical to anyone that manages relationships with customers.
Zig Ziglar said, “You will get all you want in life, if you help enough other people get what they want”. Also, if you want to succeed, you need to be prepared to step out of your comfort zone. As Theodore Roosevelt said, “Nothing worth having comes easy”.
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