Senior Business Development Manager

Energy Systems Group • Ronkonkoma, NY

1d • Remote

About The Position

Energy Systems Group (ESG) is seeking a Senior Business Development Manager to qualify, pursue, and secure new business in the Virginia and Mid-Atlantic region. This virtual position requires 50% travel, including overnight stays. The manager will represent ESG’s messaging, brand, and value proposition to utility, public-sector, and commercial and industrial customers for efficiency, resiliency, and sustainability solutions.

The role supports ESG utility partners and their key-account customers through consultative, value-based sales. It involves identifying and qualifying potential targets and projects, developing solutions that address client business and operational needs, and communicating client objectives and success measures to development and sales-support teams. The manager will also share market pressures with engineering and leadership to help evaluate emerging technologies and drive orders for new business opportunities.

The position works with ESG’s Utility Engagement, Engineering, Marketing, Business Development, subject-matter experts, business partners, and other personnel to develop customer-aligned solutions, contract approaches, and marketing strategies. The role also involves understanding utility business objectives and contract models such as design-build, public-private partnerships, and performance contracting.

Requirements

• Bachelor’s degree in business, engineering, or a related field.
• Ten or more years of consultative sales experience related to energy services, sustainable infrastructure, and resiliency solutions, or an equivalent combination of education and experience.
• Familiarity with state and federal legislation pertaining to procurement, design-build, ESPC, P3, ESA, and energy solutions.
• Familiarity with utility-industry objectives and business models.
• Ability to write proposals, reports, and business correspondence.
• Ability to present information effectively and respond to questions from managers, utility leaders, clients, customers, and the public.
• Effective consultative and value-based sales development, negotiation, and closing techniques.
• Excellent organizational skills and the ability to manage multiple priorities and business relationships.
• Ability to travel 50%, including overnight stays.

Nice To Haves

• A master’s degree (ME, MBA, etc.) and/or professional engineer (PE) credential may be part of an equivalent combination of education and experience.

Responsibilities

• Qualify, pursue, and secure new business with assigned utility, state, local, and municipal targets that align with ESG’s capabilities and efficiency, resiliency, and sustainability solutions.
• Understand utility-industry business objectives and the needs of ESG utility partners and their key accounts.
• Work with Utility Engagement, Engineering, and subject-matter experts to develop solutions addressing customer objectives and business challenges, and differentiate ESG from competitors and alternatives.
• Collaborate with subject-matter experts and business partners to develop contract approaches and strategies for leveraging available grants or incentives.
• Work with team members to create measurable solutions that balance business priorities, initiatives, budgets, and available incentives and meet client success benchmarks.
• Identify potential business targets using utility partner relationships, supplier and manufacturer representative relationships, business intelligence, regional engineering firms, trade shows, and industry conferences.
• Develop knowledge of design-build, public-private partnership (P3), and performance-contracting business models and the contract approaches that support them.
• Work with ESG Marketing, Business Development, and other personnel to identify and use collateral, social media, and other marketing strategies to promote new business growth in assigned territories and markets.
• Communicate client goals, objectives, and success measurement criteria to development and sales-support teams.
• Communicate market pressures to engineering and leadership so emerging technologies can be evaluated for market deployment.

Benefits

• Professional growth and development programs, including tuition reimbursement.
• Comprehensive health, dental, and vision insurance plans and wellness plans for employees and their families.
• 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 or children.
• Competitive salaries and an incentive structure.

What This Job Offers

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