Business Development Manager

ENERGY SYSTEMS GROUP is looking for a Business Development Manager to join our Public Sector East team. The position is virtual, but the successful candidate must be located in the East Region (Maine to Florida) with occasional travel including overnight stays.

The Business Development Manager is responsible is to promote a consultative sales approach to identify qualified targets and drive new orders for new business opportunities in the East Region (Maine to Florida). The Business Development Manager is responsible for generating new business by utilizing a consultative sales approach to develop leads and relationships with potential public and private sector clients leading to new revenue business with appropriate gross margins. The Business Development Manager must discover and understand the customers' needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions. The Business Development Manager communicates directly with both the Company's and the prospective customers' leadership, engineers, project managers, contract specialists, and other technical representatives. In addition, the Business Development Manager will be involved in the development of financial solutions for the customer and engaging market segment customer leadership to understand strategic opportunities as input to the team's long-term plans and targets. The Business Development Manager must be comfortable building relationships with and presenting to boards, commissions, C-suite leaders, and public leadership.

The essential functions of the position include:

• Prospect for new potential utility, municipal, and wastewater authorities including but not limited to:
  
  
  
  • Leverage supplier, manufactures, representative, and regional engineering firm relationships to identify potential opportunities
  • Present white papers and business briefings
  • Participate in wastewater energy working groups in professional organizations
  • Attend/Work trade shows
  • Researching via publications, CIPs, and the Web
  
  
  
  
• Develop thorough knowledge of the wastewater market through a variety of solicitation types including Performance Contracting & energy as a service:
  
  
  
  • Customer requirements
  • Energy and resiliency, energy goals and strategy
  • Capital & maintenance planning
  • Financial and decision-making governance and structure
  • Opportunities, trends, and specific issues driving opportunities
  • Opportunities for new revenue streams for wastewater management
  • Thorough understanding of Performance Contracting, design build, and P3 statutes in the East Region
  
  
  
  
• Utilize a consultative sales approach to:
  
  
  
  • Cultivate effective business relationships
  • Identify customer needs
  • Communicate full scope of solutions to meet utility and/or federal customer business goals
  • Achieve sales objectives, volume, and market share
  • Build effective and accurate cash flow analysis of comprehensive cost of solutions and debt service
  • In conjunction with ESG financial team, provide support to financing solutions that could include alternatives such as Revenue Bonds, Capital lease, P3, energy as a service or other creative means to enable the buyer to realize the project
  
  
  
  
• Maintain communication with customers to understand their needs and concerns and ensure that our solutions, differentiation and solicitation requirements are in alignment with their goals
• Maintain customer contact throughout the installation period to identify any additional needs and address concerns that arise
• Maintain post construction relationship ensuring solid references and identify potential future sales. Or collaborate with Operations support staff to drive subsequent project opportunities
• Understanding and ability to develop EPC, ESPC, DB and ESA/PPA contracting
• Understanding and ability to deliver design build projects with outcome-based performance assurances
• Meet identified activity targets and gross margin goals
• Prepare and present professional proposals that address all identified needs, concerns and financial objectives
• Maintain proper documentation and required reports
• Monitor account plan progress, including market conditions, customer needs, and competitive activity, maintain strong communication with regional leadership through corporate communication tools, including Sales Force
• Coordinate with local, state and federal government regulatory agencies when required

Your background includes:

• Bachelor's degree in business, engineering, or a related field
• Ten or more (10+) years of consultative sales experience within water/wastewater and energy services related experience; or an equivalent combination of education and experience, i.e. Master Degree (ME, MBA, etc.) and/or PE

???????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
• 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

We want you to know:

ESG is an Equal Employment Opportunity Employer. We value talent and understand that our colleagues allow us the opportunity to deliver an exceptional customer experience. We achieve our goals through teamwork and conduct our business with integrity. Join our world-class team to provide mission-critical infrastructure solutions for K-12 schools and universities to local, state and federal government agencies and more.

Join our world-class team to provide safe, reliable innovative energy efficiency and infrastructure solutions for K-12 schools and universities to local, state and federal government agencies and more.

The Company shall abide by the requirements of 41 CFR * 60-1.4(a), 60-300.5(a), and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability.

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