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

Position Summary

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