Description
Franklin Energy is redefining the clean energy future as the only integrated provider of comprehensive solutions, combining unmatched expertise in strategic consulting, program delivery, product solutions, and design/build services. Powered by our advanced AI-driven technology platforms, we deliver seamless, tech-driven support across the entire energy service ecosystem to accelerate impactful change and ensure an unmatched customer experience. Since 1994, Franklin Energy has been a trusted partner in protecting communities and our planet, paving the way for a sustainable future for all. Learn more at www.franklinenergy.com and join us in leading the clean energy revolution.
Position Summary
The Enterprise Utility Growth Director plays a critical role in advancing Franklin Energy’s integrated cleanenergy mission as an individualcontributor sales role responsible for driving new utility client acquisition and expanding services within existing accounts, reporting to the Senior Regional Director. This role executes enterprise gotomarket strategies at the account level, owning pipeline development, revenue delivery, and accurate forecasting. Operating crossfunctionally, this person is responsible for the identification, creation and full pursuit of growth opportunities that strengthens competitive positioning and accelerates growth in a rapidly evolving cleanenergy landscape.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
People & Culture Leadership
Execution on constructive coaching and feedback from direct and senior leadership
Foster and demonstrate a culture of accountability, continuous learning, and ethical selling aligned to Franklin Energy values.
Participate and support operating rhythms (weekly 1:1s, pipeline reviews, forecast calls, QBR inputs) that reinforce excellence.
Revenue, Pipeline & Forecasting
Own sub-regional (individual) bookings and revenue targets; consistently meet or exceed plan.
Build and maintain a healthy pipeline across prioritized segments; improve conversion and velocity using data-driven insights.
Provide individual accurate monthly/quarterly forecasting including win/loss, and risk/opportunity tracking; escalate material risks early to Sales leadership
Reliably and consistently update Salesforce to support monthly/quarterly forecasting and analytics.
Go-to-Market & Market Development
Translate enterprise GTM into account-level strategies that drive measurable pipeline creation and conversion
Provide ongoing market, client, and competitive intelligence to the larger Commercial team to inform value propositions, commercial narratives and messaging, solution positioning, and relevant campaign focus.
Proactively identify whitespace opportunities, emerging client needs, and market inflection points within assigned territories, and develop/execute informed pre-positioning recommendations to partner with cross-functional leaders on pursuit strategy. Inclusive of the enterprise strategic growth initiatives.
Client Engagement & Deals
Build executive and senior-manager relationships with utility decision makers as a trusted advisor.
Demonstrate ownership and accountability through full cycle of opportunities, including and not limited to; pre-positioning, proposal development, oral presentations, and BAFO; ensure high-quality submissions. In effort for optimal results and contracting.
Perform and lead timely execution of scope and contract execution with a focus on revenue awarded to contracted and early contract revenue yield
Lead and/or support strategic pursuits; communicate and remove roadblocks and align resources while empowering deal team.
Cross-Functional Collaboration
Partner with Program Delivery leaders (e.g. SMD/MD/AMD) on account planning and solution shaping.
Collaborate with Commercial Excellence (Proposal Writers & Opportunity Architects), Product Solutions, Design/Build, and Strategic Consulting to craft differentiated solutions.
Coordinate with Finance, Legal, and Contracts on pricing, terms, and risk management.
Ensure quality, accurate and complaint submissions.
Sales Operations, Tools & Insights
Champion Salesforce hygiene and usage; including but not limited to key factors like; timeliness, accuracy, win/loss insights, data integrity, comprehensiveness, etc.
Implement continuous improvement to increase win rate and cycle efficiency; codify best practices and playbooks.
Position Requirements
Requirements
Position Requirements
Education and Experience
Bachelor’s degree required; advanced degree preferred.
8+ years in Sales and/or Business Development
Proven record of meeting/exceeding quota and leading large, multi-stakeholder pursuits.
Experience selling to utilities (IOUs, munis, co-ops) across energy efficiency, demand-side management, and clean energy programs.
Experience in sales territory design, sales compensation levers, and enablement preferred.
Required Skills, Knowledge and Abilities
Enterprise-minded coach who uses systems thinking and scalable mechanisms to elevate performance and results.
Exceptional verbal and written communication; executive presence in customer and internal settings.
Strong financial and analytical acumen; able to interpret sales and P&L data to drive action.
Proficiency with Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.
Commitment to diversity and inclusion; high integrity and ethical standards.
Licenses & Certifications
Valid driver’s license
Travel Requirements
Willingness to travel up to =>50% % based on client and team needs.
