Director of Local Sales, On-Pipe Growth & Account Management

Director Of Local Sales, On-Pipe Growth & Account Management

The Director of Local Sales, On-Pipe Growth & Account Management is responsible for driving customer acquisition, revenue growth, and customer retention across the company's district energy portfolio. This leadership role focuses on expanding thermal energy sales through new customer connections, increasing utilization within existing service territories, and building long-term strategic relationships with key customers, developers, municipalities, institutions, and utility stakeholders.

The Director will lead local business development initiatives, identify and execute on-pipe growth opportunities, oversee key account management activities, and collaborate cross-functionally to support the expansion of district energy systems. This position serves as a critical link between commercial strategy, operations, engineering, and customer success.

Key Responsibilities

Sales & Business Development

• Develop and execute local market sales strategies to drive customer growth and revenue within existing district energy networks.
• Identify and secure new customer connections, including commercial, healthcare, higher education, residential, and mixed-use developments.
• Establish strong relationships with developers, engineering firms, architects, real estate owners, building operators, municipalities, and energy consultants.
• Create and manage a robust sales pipeline and accurately forecast revenue opportunities.
• Negotiate commercial agreements, new energy service contracts, and renewal of existing energy service contracts.

On-Pipe Growth Strategy

• Identify opportunities to increase thermal load and revenue within existing service territories.
• Work with planning and engineering teams to evaluate network expansion opportunities and customer economics.
• Develop business cases for system extensions, capacity optimization, and new service offerings.
• Track key growth metrics, including connected load, thermal energy sales, customer penetration, and revenue growth.

Account Management & Customer Success

• Lead the team responsible for account management
• Provide training, coaching and mentorship to team members to foster professional development and growth.
• Over see the relationships management and customer success program for strategic customer accounts.
• Develop long-term customer engagement strategies focused on retention, satisfaction, and account growth.
• Oversee contract renewals, account reviews, and customer performance discussions.
• Work with operations leadership to address customer concerns proactively and coordinate solutions across internal departments.
• Identify opportunities for additional services, increased profitability, and sustainability initiatives.

Market Development & Regulatory Engagement

• Monitor local market trends, utility developments, sustainability regulations, and competitive activity.
• Represent the company at industry conferences, community meetings, and stakeholder events.
• Support municipal and regulatory engagement efforts related to district energy expansion.
• Advocate for district energy solutions as a decarbonization and resiliency strategy.

Leadership & Team Management

• Lead and mentor local sales and account management professionals.
• Establish performance objectives, sales targets, and customer retention goals.
• Foster a high-performance, customer-focused culture.
• Partner with finance, operations, engineering, and legal teams to ensure effective project execution and customer satisfaction.

Qualifications

Education

• Bachelor's degree in Business, Engineering, Energy Management, Marketing, Finance, or a related field.
• MBA or advanced degree preferred.

Experience

• 10+ years of progressive experience in energy, utilities, district energy, infrastructure, commercial real estate, or related industries.
• 5+ years of leadership experience managing sales, business development, or account management teams.
• Demonstrated success in developing major customer relationships and closing complex energy service agreements.
• Experience working with municipalities, universities, hospitals, industrial facilities, or large commercial customers preferred.
• Knowledge of district energy systems, CHP, thermal energy networks, renewable energy, or utility infrastructure highly desirable.

Skills & Competencies

• Strategic sales leadership
• Key account management
• Utility and infrastructure business development
• Contract negotiation
• Financial and commercial analysis
• Stakeholder management
• Executive presentation skills
• Team leadership and coaching
• Customer-focused mindset
• Cross-functional collaboration
• CRM and pipeline management

Key Performance Indicators (KPIs)

• New customer connections
• Annual revenue growth
• Connected thermal load growth (MMBtu/hr or MWth)
• Customer retention and renewal rates
• Gross margin performance
• Sales pipeline development
• Customer satisfaction scores
• Network utilization growth
• Strategic account expansion

Reporting Relationship

Reports To: Chief Commercial Officer

Direct Reports: Include local Sales and Business Development Managers, Account Managers, Customer Success Personnel

Ideal Candidate Profile: A commercially driven energy industry leader who combines strategic business development expertise with operational understanding of district energy systems, possesses strong customer relationship skills, and has a proven track record of delivering growth through both new customer acquisition and expansion of existing energy networks.

Compensation & Benefits

Salary Range: The anticipated base salary range for this position is $170,000 - $210,000 annually, commensurate with experience, qualifications, geographic location, and demonstrated performance.

Financial Benefits

• Competitive 401(k) retirement savings plan with company match
• Annual incentive bonus opportunity

Professional Development

• Tuition reimbursement and continuing education support
• Industry certifications and professional memberships
• Leadership development and executive coaching opportunities
• Attendance at industry conferences and trade associations

Location

• Candidates must maintain residence in the continental US.
• Priority will be given to candidates located in or near the following cities:
• Phoenix, AZ
• San Diego, CA
• San Francisco, CA
• Minneapolis, MN
• Omaha, NE
• Pittsburgh, PA

Travel

• Candidates must be willing to travel to Cordia operations with some regularity (10%-25% Travel expected)

Additional Benefits

• Hybrid or flexible work arrangements, where business needs permit
• Company-provided technology and communication tools
• Mileage reimbursement or vehicle allowance, as applicable
• Travel and entertainment expense reimbursement
• Opportunities to participate in high-impact sustainability, decarbonization, and energy transition initiatives

Position Level

This role is considered a senior commercial leadership position and is expected to influence the company's growth strategy, customer retention efforts, and expansion of district energy infrastructure across assigned markets. The position may serve as a successor candidate for future Vice President leadership opportunities.