Business Development Manager
About The Position
Willdan Performance Engineering, a division of Willdan Group, provides energy and sustainability solutions to clients including school districts, universities, government agencies, private enterprises, and healthcare facilities. The Business Development Manager drives strategic growth in the data center, telecom, and cable industries by developing executive-level client relationships, identifying complex opportunities, and leading consultative sales for Willdan Energy Solutions' energy, engineering, and sustainability offerings. The role manages the full business development lifecycle, from market development and opportunity qualification through solution development, proposal strategy, negotiations, and contract execution. As a trusted client advisor, the manager partners with engineering, project management, and operations teams to develop tailored solutions that address clients' operational, financial, and sustainability objectives, while growing Willdan's market presence and long-term customer relationships.
Requirements
- Bachelor's degree in business, engineering, or a related discipline.
- 8–10 years of progressively responsible experience in consultative business development, strategic sales, account management, or related client-facing roles in mission-critical environments, with a proven history of successful projects.
- At least 5 years of business development experience in mission-critical industries, including data centers, telecom, and cable company environments, focused on HVAC, controls, and energy-conservation solutions.
- Understanding and application of metrics and concepts including PUE, equipment-efficiency calculations and analysis, heat-load-to-cooling-load analysis, economization energy optimization, airflow measures affecting hotspots, IT rack-density analysis, and automation controls systems.
- Demonstrated success developing new business, managing complex sales pursuits, and consistently achieving revenue objectives.
- Excellent interpersonal, presentation, negotiation, and written communication skills, with the ability to influence diverse stakeholders.
- Ability to collaborate across multidisciplinary teams while balancing customer expectations, technical requirements, and business priorities.
- Ability to manage multiple complex pursuits simultaneously with strong organization, professionalism, and customer service.
- Ability to travel as needed.
Nice To Haves
- Business development experience with corporate data center customers.
- Experience in energy, including utility incentive programs, engineering, construction, infrastructure, facilities, sustainability, or professional services industries.
Responsibilities
- Develop and execute strategic business development plans to expand market share, engage new mission-critical accounts, generate qualified opportunities, and achieve revenue and growth objectives.
- Build and maintain long-term relationships with executive decision-makers, facility owners, public agencies, and strategic partners by understanding their objectives, challenges, priorities, and sustainability goals.
- Lead consultative sales engagements by identifying client needs, developing solution strategies, and communicating the value of Willdan's energy, engineering, design-build, and optimization contracting solutions.
- Manage the full sales lifecycle, including prospecting, qualification, opportunity development, proposal strategy, presentations, negotiations, and contract execution.
- Collaborate with engineering, project management, finance, legal, marketing, and operations teams to develop competitive technical and commercial proposals.
- Coordinate internal project development resources throughout pursuits to use technical expertise effectively and support successful client solutions.
- Maintain an accurate, active sales pipeline using business development tools to forecast revenue, document customer interactions, monitor opportunities, and support decisions.
- Analyze market trends, competitive activity, procurement opportunities, and industry developments to identify opportunities and strengthen mission-critical go-to-market strategies.
- Advocate for clients by fostering internal collaboration, managing expectations, and promoting exceptional service throughout the business development process.
- Mentor and support less experienced business development professionals by sharing best practices, guiding pursuit development, and encouraging a collaborative sales culture.
- Travel as needed based on the requirements of the role.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
