Business Development Manager – O&M West

Job Description:

• Develop targeted market plans, including strategies for competitive takeaways and developing municipalities or industries that have never outsourced
• Create detailed maps of decision-making processes and decision-makers/influencers for target accounts
• Build and maintain relationships with client decision-makers and stakeholders
• Prepare proposals with the team, advise on contract prices, and help assemble project teams through RFP, RFQ, and open-bid processes
• Work with operations staff to support contract renewal efforts
• Own the business development process from beginning to end and marshal internal resources toward successful outcomes
• Meet or exceed territory revenue quotas at standard gross margins or better
• Identify prospective projects through customer relationships, networking, cold calling, and market research
• Understand and leverage market trends affecting the O&M business
• Seek solutions to prospective customer problems using the internal network of experts
• Coordinate with legal, finance, safety, compliance, operations, and human resources
• Lead the strategic aspects of proposals with support from graphic design and copywriting
• Develop and maintain opportunity pipelines and sales forecasts in the CRM system
• Keep management informed of business conditions affecting assigned products or markets
• Work with marketing and promotion, including advertising, review media, conferences, special sales, and subsidiary rights
• Attend pre-bids and site meetings
• Present proposals professionally and creatively
• Assist in project start-up to ensure proposal elements are met
• Understand renewal terms on current contracts
• Adhere to company health and safety procedures

Requirements:

• History of success working in the municipal market and familiarity working with city staff and elected officials
• History of success using a consultative selling model
• Experience working with consultants and advocate partnerships
• Working understanding of water, wastewater infrastructure, and public works infrastructure
• Strong business development, opportunity qualification, and consultative selling skills
• Excellent interpersonal and communication skills, with the ability to present technical concepts to technical and non-technical stakeholders at all organizational levels
• Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software
• Microsoft Office (Excel, Word, PowerPoint) required
• Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits
• Bachelor's degree and 10+ years of related experience
• Professional Engineering (P.E.) certification is a plus, not required
• Approximately 30% overnight travel

Benefits:

• Approximately 30% overnight travel requirement
• Company health and safety procedures and protections related to essential job functions