Director, Energy Solutions

Pilot Company is an industry-leading network of travel centers with more than 30,000 team members and over 750 retail and fueling locations in 44 states and six Canadian provinces. Our energy and logistics division serves as a top supplier of fuel, employing one of the largest tanker fleets and providing critical services to oil operations in our nation's busiest basins. Pilot Company supports a growing portfolio of brands with expertise in supply chain and retail operations, logistics and transportation, technology and digital innovation, construction, maintenance, human resources, finance, sales and marketing.

Founded in 1958 by Jim A. Haslam II and currently led by CEO Adam Wright, our founding values, people-first culture and commitment to giving back remains true to us today. Whether we are serving guests, a fellow team member, or a trucking company, we are dedicated to fueling people and keeping North America moving.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any other characteristic protected under applicable federal, state or local law.

Summary

The purpose of this role is to lead, manage, develop, and deliver the Pilot Energy Solutions (PES) strategy including products, services, and provision of complex, integrated solutions to PES customers. The person in this role will collaborate with other business teams across Pilot, including but not limited to, Renewables, Alternative Fuels, and Business Development in order to originate cross-functional value creation opportunities, structure complex offerings, negotiate deals to completion, and own the overall performance of the Energy Solutions group. The position will require significant consultation with senior management across the Pilot organization to drive alignment, set, and deliver upon strategic priorities. The Director will have a particular focus on alternative fuels markets and strategic engagements with customers seeking low carbon solutions as part of their decarbonization goals.

Essential Functions

• Build strategies and lead the consultative solutions selling process for high profile and high value prospects and clients, including development of a customer map, deep dives into target organizations, and robust management of the opportunities pipeline.
• Drive the growth of customer and prospect awareness of products and services including perception of Pilot Energy Solutions as thought leaders through delivery of customer-facing engagements, earned media, participation and speaking at conferences and industry events.
• Lead the development of new products and services to take advantage of new technologies or opportunities created by changes in regulatory, incentive or market structures.
• Lead and provide strategic direction to a team of Energy Solutions professionals responsible for selling and delivering bundled, low carbon products and services.
• Select, coach, train and develop direct reports to include aligning goals, appraising job performance and conducting performance reviews.
• Owns and is accountable for delivery of the solutions group and associated PnL/value creation.
• Works with the broader energy management and alternative fuels teams to develop sustainable, low carbon solutions market strategies across technologies (e.g., renewables, EV, Hydrogen, carbon removals) and selected geographies that will support strategic business ambitions and growth plans.
• Identifies and prioritizes market segments and geographies that have the greatest alignment with strategic growth and revenue potential. Refines and maintains existing low carbon products and services to ensure they are up-to-date and competitive in the market.
• Support commercial project scoping, development, and delivery of infrastructure projects supporting the burgeoning EV charging and Hydrogen businesses.
• Develops and maintains relationships with the broader energy and fuels industry that enable us to leverage growth potential through partnerships and other cooperative alliances.
• Utilize internal capabilities (e.g., HR, IT, analytical resources) to improve the effectiveness and efficiency of team operations. Leverage outside resources (software, subscriptions) to improve team efficiency and scale capabilities.
• Lead the development and execution of training across business segments and sales channels.

• Bachelor’s degree or higher in Environmental Studies, Economics, Sustainability, Engineering (Civil, Electrical, Mechanical, or General) or related field. Master’s degree preferred.
• 10+ years of sustainability and renewable energy solutions selling experience across EV, Hydrogen, biofuels, carbon removals, and other decarbonization technologies preferred.
• Project development experience, project finance, as well as knowledge and ability to maximize the value of regulatory and incentive structures.
• Strong working knowledge of liquid transportation fuels markets and logistics.
• Strong skillset and experience in people management skills, ability to design and implement efficient team structures to deliver bundled, low carbon solutions and services.
• Deep technical understanding of energy systems and renewable energy technologies, and ability to assess new energy technologies and complementary technologies to identify new opportunities.
• Excellent project management skills, including hands-on experience with project management software.
• Strong problem-solving, mathematical, financial modeling and organizational skills.
• Ability to manage multiple projects and deliver meaningful business results with minimal supervision.
• General business and financial acumen with evidence of customer-service orientation.
• Exceptional communications skills in written, verbal and presentation methods.
• Effective team player who excels at performing in a collaborative environment.

Specialized Knowledge

• Expertise and knowledge of energy transition trends, renewable energy technology advancement, growth of new and emerging technologies (e.g., electrification, energy storage, hydrogen) to identify new product and service opportunities.
• Mastery understanding of the full scope of sustainability and low carbon products and services and how to effectively leverage the client base and cross-segment opportunities.
• Proficiency in presenting and explaining alternative fuels and low carbon products and services to senior management.

Competencies

• The incumbent must be able to communicate effectively, build relationships and work closely with internal and external stakeholders including clients, third-party vendors, and team members across the enterprise.
• Exceptional teamwork and relationship skills with demonstrated ability to work transversely across an organization to help build understanding across geographies and product and service categories.

Travel

• Travel required, less than 30%

Physical Requirements & Working Conditions

• General office work requiring sitting or standing for extended periods of time
• Ability to work outside normal office hours in support of business needs

This position is located in Houston but welcomes applicants from outside the area who are willing to travel to the office as needed

• Nation-wide Medical Plan/Dental/Vision
• 401(k) Flexible Spending Accounts
• Adoption Assistance
• Tuition Reimbursement
• Weekly Pay