Business Development Manager - O&M West

Inframark

3d • Remote

About The Position

Inframark is looking for a Business Development Manager to cover the Western United States region remotely. This role involves working closely with internal and external stakeholders to develop new business through contract renewals, competitive RFPs, and new pursuits. The incumbent will be responsible for developing targeted market plans, mapping decision-making processes, building client relationships, preparing proposals, advising on contract pricing, and assembling project teams. They will also support renewal efforts by working with existing operations staff, owning the process from beginning to end, and marshalling internal resources for successful outcomes.

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.
• Effectively worked with consultants and advocates 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 both 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.

Nice To Haves

• PROFESSIONAL ENGINEERING (P.E.), a plus

Responsibilities

• Develop a targeted market plan, which should include strategies for competitive take aways and development of municipalities/industries who have never outsourced before.
• Create detailed maps of the decision-making process and all decision maker/influencers for all targets.
• Build and maintain strong relationships with client decision makers and stakeholders, to position Inframark as the best partner for the potential client.
• Prepare proposals, advise on contract prices, and help assemble project teams to convert the target to a client through client mandated process (RFP, RFQ, Open Bid).
• Work with existing operations staff to support renewal efforts.
• Own the process from beginning to end and marshal our internal resources to a successful outcome.
• Meets or exceeds territory revenue quota at standard gross margins or better.
• Identifies prospective projects through current customer relationships, networking, cold calling and market research.
• Understands and leverages market trends affecting the O&M business.
• Proactively seeks out solutions to prospective customer problems using the vast internal network of experts.
• Works with legal, finance, safety, compliance, operations and human resources to ensure we are targeting and selling the right work for our employees, clients and shareholders.
• Leads the strategic aspects of proposals (Graphic Designer and Copywriter will support).
• Develops and maintains opportunity pipelines and sales forecasts ensuring all activities and opportunities are current in CRM system.
• Keeps company management informed of business conditions which may affect assigned product or markets.
• Works with marketing and promotion, including advertising, review media, conferences, specials sales, and subsidiary rights.
• Attends pre-bids and site meetings.
• Presents proposals professionally and creatively to ensure the best result.
• Assists in project start-up to ensure all key elements of the proposal are met.
• Understand renewal terms on current contracts.
• Understands and adheres to all company health and safety procedures as they relate to essential job functions.

Benefits

• Inframark is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior