POSITION SUMMARY:
The Director of Origination will be responsible for creating and implementing a sale and marketing strategy for Commercial and Industrial customers by developing new and existing customer relationships and identifying and executing commercial opportunities to capture new business in the electric power markets, focused on maximizing the value of Tenaska Inc.’s proprietary assets while integrating services of Tenaska affiliates. An in- depth understanding of various process industries, behind the meter technology, electric energy markets and derivative products is required.
ESSENTIAL JOB FUNCTIONS:
Direct or manage all phases of transactions including planning, solicitation/prospecting, deal structuring/risk quantification, negotiations, approvals and deal execution
Identify and create structured power and power-related transactions, potentially integrating distributed resources, renewables, storage and DERMS systems based on analogous experience with C&I customers
Collaborate with colleagues at Tenaska Power Services, Tenaska Marketing Ventures and Tenaska Inc. to integrate energy management services, development or acquisitions into these transactions
Develop and manage external relationships with third-party companies
Promote Tenaska through targeted marketing and entertainment
Attend industry events to represent Tenaska and enhance or initiate customer relationships
Maintain a deep understanding of the power/energy markets in designated regions (or related to a particular customer segment), including:
- understanding relevant regulations for regional wholesale energy generation and transmission
- state of business within the market, and power-related supply/demand fundamentals
- broader market fundamentals including policy drivers, financial incentives, business strategies, and industry trends
- Political or legislative drivers that correspond to customer needs
Utilize this knowledge and customer needs to identify products responsive to these needs while arbitraging existing customer positions to our benefit where possible
Analyze Understand and communicate the competitive landscape to management. This includes competing products and companies, incentive opportunities, potentially new energy conservation measures, and business opportunities
Required Skills
CORE COMPETENCIES:
- Action Oriented: Enjoys working hard, is action oriented and full of energy for the things she/he sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than others
- Dealing with Ambiguity: Can effectively cope with change; can decide and act without having the total picture; isn’t upset when things are up in the air; can comfortably handle risk and uncertainty
- Approachability: Is easy to approach and talk to; spends the extra effort putting others at ease; builds rapport well
- Creativity: Comes up with a lot of new and unique ideas; easily makes connections between previously unrelated notions; seen as original and value added when brainstorming
- Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first hand customer information and uses it to improve product offerings; establishes and maintains relationships with customers
- Intellectual Horsepower: Is bright and intelligent, deals with concepts and complexity comfortably, can go “toe to toe” with their analytical counterparts
- Negotiating: Can negotiate skillfully in tough situations with both internal and external groups, settling differences with minimum noise
- Drive for Results: Can be counted on to exceed goals successfully, constantly a top performer
- Builds Effective Teams: Blends people into teams when needed; creates strong morale and spirit in teams they lead or participate in; shares wins and successes; fosters open dialogue; defines success in terms of the whole team
- Values and Ethics: shares values and ethics aligned with Tenaska’s culture
Required Experience
EDUCATION/EXPERIENCE/SKILLS
BASIC REQUIREMENTS:
- Undergraduate or graduate degree in Engineering, Business (Marketing, Finance, Accounting, Economics), or a related field, or equivalent work experience
- 10 years of sales or development experience in the Electric Industry, EPC industry, or associated commercial and industrial industries focused in the ERCOT , SPP MISO South and SERC regions
- Strong sales, organizational, networking, leadership, negotiating, and time management skills
- Excellent written and verbal communication skills
- Willingness to work extended hours and travel up to 50%
- Proficient with Microsoft Office applications, including MS Excel, Word, and PowerPoint
PREFERRED REQUIREMENTS:
- EXISTING CUSTOMER BASE: Candidates with an existing customer base and track record of transactional success with asset backed transactions