Bachelor's degree in business, engineering, or a related field
10+ years of consultative sales experience in energy services or sustainable infrastructure
Familiarity with state and federal procurement legislation
Understanding of Utility Industry objectives and business models
Strong proposal writing and presentation skills
Proven consultative and value-based sales techniques
Excellent organizational skills for managing multiple priorities
Responsibilities
Qualify, pursue, and secure new business with utility and municipal targets in the Mid-Atlantic region
Develop understanding of utility industry objectives to align solutions with client needs
Collaborate with subject matter experts to create tailored solutions for key customers
Identify contract strategies leveraging grants and incentives for new business
Balance competing business priorities with measurable project success criteria
Leverage relationships with utilities and engineering firms to identify business opportunities
Utilize marketing strategies to promote business growth in assigned territories
Benefits
Professional growth and development programs including tuition reimbursement
Comprehensive health, dental, and vision insurance plans
Life insurance and disability benefits
401(k) Savings Plan
Nine Paid Holidays and three Floater Holidays
Paid Vacation and Personal/Sick Leave
Paid Parental Leave for family-related events
Full Job Description
Senior Business Development Manager to join our team. This position will be virtual with focus on qualifying, pursuing, and securing new business in the Virginia and Mid-Atlantic regionand requires 50% travel including overnight stays.
The Senior Business Development Manager is responsible for carrying ESG's messaging, branding and value proposition into the market in support of our Utility, Public Sector and Commercial & Industrial customer segments related to our Efficiency, Resiliency, and Sustainability solutions. This position will support ESG utility partners and their key account customers by identifying and qualifying potential business targets and projects using a consultative, value-based sales approach to sell business solutions that address client's business and operational issues, market, and regulatory pressure. The Senior Business Development Manager is responsible for communicating client goals, objectives and success measurement criteria to development and sales support teams so potential project scopes and solutions are aligned with client objectives. This position will communicate market pressures to engineering and other leadership so emerging technologies can be evaluated for deployment in the market while driving new orders for new business opportunities.
The essential functions of the position include:
Qualifying, pursuing, and securing new business with assigned utility, state, local and municipal targets that align with ESG's capabilities, experience, and efficiency, resiliency, and sustainability solutions sets in the Midwestern United States
Understand or develop an understanding of utility industry business objectives, in general, along with specific understanding of utility partners supported by ESG to ensure we successfully offer solutions that align with their and their key account objectives and needs
Work with ESG's Utility Engagement, Engineering, and other subject matter experts (SMEs) to identify and develop solutions that align with objectives and address business challenges of key customer targets that demonstrate ESG's value and differentiate ESG as compared to competitors and other customer alternatives for potential projects
Work with ESG SMEs and business partners to develop contract approaches and potential strategies to leverage grants and/or incentives that may be available to support securing new business for ESG
Work with team members to create solutions that balance competing business priorities and initiatives with budgets and available incentives that are measurable and meet client benchmarks for project success
Identify a list of potential business targets by
Leveraging Utility Engagement Director relationships with key partner utilities along with partner utility relationships with their key accounts
Leveraging supplier and manufactures representative relationships and business intelligence
Working with regional engineering firms to identify possible opportunities to showcase ESG's value
Attending and working trade shows and industry conferences
Understand or develop a thorough knowledge of Design Build, Public-Private Partnerships (P3), and Performance Contracting business models that are required for and can be supported through these contract approaches
Work with ESG Marketing, Business Development, and other appropriate ESG personnel to identify and employ collateral, social media, and other marketing strategies to promote new business growth in assigned territories and markets
Your background includes:
Bachelor's degree in business, engineering, or a related field
Ten or more (10+) years of consultative sales experience within energy services, sustainable infrastructure, and resiliency solutions related experience; or an equivalent combination of education and experience; i.e., Master Degree (ME, MBA, etc.) and/or PE
Familiarity with state and federal legislation pertaining to procurement
Design-build
ESPC
P3
ESA
Energy solutions
Familiarity with Utility Industry objectives and business models
Ability to write proposals, reports, and business correspondence
Ability to effectively present information and respond to questions from groups of managers, utility leaders, clients, customers, and the public
Effective and successful consultative and value-based sales development, negotiation, and closing techniques
Excellent organizational skills with ability to manage multiple priorities and business relationships
What we bring to you:
Professional growth and development programs including tuition reimbursement
Comprehensive health, dental, vision insurance plans and wellness plans for employee and your family
Life insurance, short-term disability, long-term disability, and supplemental benefits
401(k) Savings Plan
Nine Paid Holidays and three Floater Holidays
Paid Vacation and Personal/Sick Leave
Paid Parental Leave for the birth, adoption, or placement of a child/children
Highly competitive salaries and incentive structure
