Energy Impact Partners
Energy Impact Partners

Business Development Manager - National Accounts



Sales & Business Development
Toronto, ON, Canada
Posted on Thursday, August 31, 2023

We are seeking a highly motivated and experienced Senior Business Development Manager, National Accounts to join our dynamic team. The ideal candidate will possess a proven track record in enterprise sales, particularly in securing Tier 1 accounts. This role requires an individual who excels in big game hunting, has exceptional technical writing skills, and has a deep understanding of the sales process The Business Development Manager, National Accounts will play a pivotal role in driving our business growth by identifying strategic opportunities, developing strong client relationships, and collaborating with cross-functional teams to deliver tailored solutions.


  • Big Game Hunting: Proactively identify and target high-value prospects and Tier 1 accounts that are aligned with the company's strategic goals. Employ a consultative and solution-oriented approach to initiate meaningful conversations with key decision-makers to convert new business.
  • Enterprise Sales Expertise: Leverage your extensive experience in enterprise sales to lead complex sales cycles. Collaborate closely with internal teams to craft customized proposals that address the diverse needs of clients and surpass expectations in alignment with their goals.
  • Opportunity Assessment: Leverage extensive experience and strategic insights to conduct comprehensive assessment of incoming opportunities. Make well-informed and decisive decisions on whether to pursue or decline opportunities, considering their alignment with business objectives and potential for long-term value creation.
  • Technical Writing and RFP : Collaborate with internal teams to produce a variety of high-value and persuasive content, including presentations, proposals, and other customer-facing material.
  • Team Selling: Collaborate effectively with cross-functional teams, including sales, marketing, subject matter experts, and executives, to present a unified front and deliver comprehensive solutions to clients. Coordinate resources and expertise to ensure successful sales outcomes.
  • Market Analysis and Strategy: Stay updated on industry trends, competitive landscape, and emerging technologies in order to identify new business opportunities. Develop and execute strategic plans to capitalize on market shifts and trends.
  • Pipeline Management: Maintain a well-organized and up-to-date sales pipeline, using CRM tools to track prospects, opportunities, and client interactions. Provide accurate sales forecasts and reports to management on a regular basis.
  • Tier 1 Account Management: Develop and nurture long-term relationships with new tier 1 accounts. Understand their unique business needs, challenges, and opportunities, and position our products and services as valuable solutions.
  • Experience Working with Utility Incentive Programs and Grants: Utilize your knowledge of utility incentive programs, state/municipal run grants programs, and federal grant programs to develop advantageous proposals and close deals.
  • Collaboration with Channel and Other Departments: Work closely with channel partners and cross-functional teams, such as marketing, product development, and customer support, to leverage resources and maximize sales potential.
  • Contract Negotiation: Expert contract negotiator with experience developing MSAs, which create a path for activation on a local level.


  • Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.
  • Minimum of 7 years of proven experience in enterprise sales, preferably within a B2B technology or solution-focused environment. Experience working in sustainability, EV charging, or energy management a plus.
  • Strong experience with big game hunting and successfully targeting and closing tier 1 accounts.
  • Demonstrate an open-minded approach to exploring new ideas and opportunities, fostering an innovative and adaptive sales mindset.
  • Strategic thinking with the capacity to anticipate objections and devise pre-emptive strategies.
  • Ability to work collaboratively in a team-selling environment and coordinate efforts across different departments.
  • Excellent communication and presentation skills, with the ability to convey complex technical concepts in a clear and concise manner.
  • Strong analytical and problem-solving abilities, coupled with strategic thinking.
  • Proficiency in using CRM systems and sales analytics tools.
  • Willingness to travel as needed to meet with clients and attend industry events.


  • FLO is headquartered in Quebec City, with regional teams located throughout the US and Canada. Our company has a vibrant culture and a commitment to ensuring employees are supported and engaged, especially through the evolution of employment in the post pandemic era.
  • FLO is a successful business with strong year-on-year results including direct sales, revenue generation, and through the expansion of operations and market presence across North America. There is a positive and entrepreneurial mentality for growth, business development and a high-performance culture where we work as a team to reach ambitious goals.
  • You will be backed up by experienced and knowledgeable colleagues who will support the onboarding process and engage you in your day-to-day professional development.
  • Weekly town hall meetings with our CEO to share our executive team’s vision and engage employees in major developments at the company.
  • FLO has a pleasant working atmosphere with respect for the individual.
  • Compensation package according to industry standards.