Business Development Manager, US Utilities

Job Description:

Job Summary:

We are seeking a passionate, experienced, and driven Senior Business Development Manager to lead large-scale utility engagement and sales strategy. This role involves evaluating data resources, tracking regulatory dockets, coordinating RFP responses, and exploring additional contract models to expand our addressable market. The ideal candidate will serve as the voice of the customer during project bidding and execution, ensuring their priorities are communicated effectively within the organization.

Key Job Responsibilities:

Utility Engagement:

• Lead large-scale utility engagement and sales strategy.

• Evaluate data resources to identify best prospects.

• Track regulatory dockets and RFP releases.

• Coordinate RFP responses and explore additional contract models to expand our addressable market.

• Serve as the voice of the customer for key utilities during project bidding and execution.

• Communicate customer priorities to the larger organization and identify commercial solutions to position product selection and strategic partnerships.

• Attend conferences, customer events, and office visits to build relationships and originate opportunities with utilities and co-ops.

Business Development:

• Originate relationships with large-scale developers, IPPs, and utilities to position projects for utility selection.

• Run financial modeling, conduct fatal flaw analysis, and create executive presentations in support of pricing, terms and conditions, and overall deal negotiations.

• Build out contract exhibit tracking processes and lead customer coordination calls to drive contracts to close.

• Transition business development’s customer and project tracking from Excel to Salesforce.

Bid Prep and Pricing:

• Review drawings, technical reports, specifications, and proposed project sites to negotiate and optimize project bids.

• Present estimates to the executive team and collaborate on final bid strategy.

• Source pricing from subcontractors and suppliers, optimizing cost and terms to increase competitiveness.

• Lead pricing initiatives with subject matter experts to increase accuracy and competitiveness.

• Develop and maintain estimating software leading to more efficient pricing and revision control.

• Provide feedback to product development teams on customer needs and market demands to minimize product risk and package solutions with third parties.

• Own Voice of Customer (VOC) for IPP and EPC stakeholders to gauge needs and value engineer as appropriate to disparate customer classes.

Team Collaboration:

• Work closely with business development teams and technical stakeholders to ensure product bankability and align sales efforts with overall company objectives.

• Collaborate with engineering, operations, and product teams to ensure customer satisfaction and successful project delivery.

• Develop, validate, and implement value-based selling tools that connect the benefit of products to customer capital and finance models.

Travel:

• Travel regularly to meet with clients, attend industry events, and visit project sites (up to 50%).

Qualifications:

• Bachelor's degree in Business, Engineering, or related field.

• Minimum of 5 years of experience in business development, sales, or utility engagement.

• Proven track record of leading large-scale utility engagement and sales strategy.

• Strong understanding of regulatory dockets, RFP processes, and contract models.

• Excellent communication and negotiation skills.

• Proficiency in financial modeling and analysis.

• Experience with Salesforce or similar CRM systems.

• Ability to review technical documents and generate accurate estimates.

• Strong relationship-building skills and ability to attend industry events.