Our client is a national energy management and consulting firm whose customers include hospitals, data centers, universities, financial institutions, real estate investment trusts, renewable energy developers, and other commercial and industrial corporations.
The company was in the process of developing a new market presence in the Philadelphia metropolitan area due to the fact that they had recently been awarded projects in the region through their New York City office. They viewed Philadelphia as being a geographical market with strong growth potential, especially within the institutional sector. Realizing they did not have the in-house capability to appropriately capitalize on it, they retained Helbling to secure a Regional Sales Manager.
For the assignment, we worked closely with our client’s President and Executive Vice President & General Manager who were each based out of different geographical locations in the Northeast. The executives knew they needed an individual who had a strong network of contacts and relationships, as well as a solid understanding of the geographical market and how to strategically develop it. Along with these requirements, the ideal candidate had to have a highly specialized skill set that included sales abilities with a comprehensive knowledge of energy management, building controls and energy conservation.
Due to these requirements and the highly technical nature of our client’s services, the primary challenge of the search was working with a very limited talent pool. Our client’s business is still relatively new (third party energy management and conservation consulting), and there are few well-established competitors from which to draw candidates.
After presenting several qualified candidates with diverse energy management backgrounds, Helbling was successful in attracting and securing an individual who possessed all of the ideal qualifications that our client sought and, equally important, who was a strong cultural fit. The professional has had an impressive career that began in sales and program management, and progressed into senior executive level positions with key players in the energy services and building automation industry. He has worked within many of our client’s desired market sectors including commercial, industrial, government, and institutional (healthcare and higher education). His experience includes 15 years of profit and loss responsibility and he thoroughly understands procurement and the ESCO markets, as well as how to successfully bring new products and services to market. He is accustomed to initiating and leveraging strategic relationships with industry partners, associations, and public agencies, and has a proven track record of establishing and managing new regional operations and building effective teams.
In speaking with one of the individual’s professional references, his colleague expressed that there are few people in the ESCO world who have looked at energy service deals and who also know how business models work for project delivery. It is difficult to find professionals at a high level who can roll up their sleeves and build something, and he said the individual has all of those qualities.
During a recent follow-up call with the President, he expressed he did not anticipate results within the first six months of the individual’s placement, yet the secured professional has been successful in securing multiple deals of which one is a substantial metering project with a university. The President said the individual is very well liked, and discussed that one of the company’s overall strategies is to develop and grow other business models within their family of services (Energy Services, Energy Efficiency and Operations & Maintenance Services). He is highly confident of the individual’s ability to play a key role in those initiatives and, because of his strong cultural fit, believes he will continue to perform extremely well within their corporation.
Due to our client's requirements and the highly technical nature of its services, the primary challenge of the search was working with a very limited talent pool. Ultimately, we were successful in attracting and securing an individual who possessed all of the ideal qualifications, and equally as important, who was a strong cultural fit.Jim Lord, Executive Director - Northeast