Business Development Manager – O&M West

This is a fully remote position, open to applicants in California.

📋 Description

• Formulate targeted marketing strategies that focus on competitive takeaways and the development of municipalities or industries that have not previously outsourced.

• Design comprehensive maps outlining decision-making processes and identifying key decision-makers/influencers for targeted accounts.

• Establish and nurture relationships with client decision-makers and stakeholders.

• Collaborate with the team to prepare proposals, provide advice on contract pricing, and assist in assembling project teams through RFP, RFQ, and open-bid processes.

• Partner with operations staff to facilitate contract renewal initiatives.

• Oversee the business development process from start to finish, mobilizing internal resources to achieve successful outcomes.

• Achieve or surpass revenue targets for the territory while maintaining standard gross margins or better.

• Identify potential projects through customer relationships, networking, cold calling, and thorough market research.

• Comprehend and utilize market trends that impact the O&M business.

• Propose solutions to prospective customer challenges by leveraging the internal network of experts.

• Collaborate with legal, finance, safety, compliance, operations, and human resources.

• Drive the strategic components of proposals with assistance from graphic design and copywriting teams.

• Create and sustain opportunity pipelines and sales forecasts within the CRM system.

• Keep management updated on business conditions impacting assigned products or markets.

• Collaborate with marketing efforts, including advertising, media reviews, conferences, special sales, and subsidiary rights.

• Participate in pre-bid and site meetings.

• Deliver proposals in a professional and innovative manner.

• Assist in project initiation to ensure compliance with proposal elements.

• Understand renewal terms in existing contracts.

• Comply with company health and safety protocols.

⛳️ Requirements

• Proven track record of success in the municipal market and familiarity with interactions involving city staff and elected officials.

• Demonstrated success utilizing a consultative selling approach.

• Experience collaborating with consultants and building advocate partnerships.

• Knowledgeable about water, wastewater, and public works infrastructure.

• Strong skills in business development, opportunity qualification, and consultative selling.

• Exceptional interpersonal and communication abilities, capable of presenting technical concepts to both technical and non-technical stakeholders across all organizational levels.

• Competent in using CRM platforms, complex spreadsheets, databases, and presentation software.

• Proficiency in Microsoft Office (Excel, Word, PowerPoint) is essential.

• Willingness to travel within the assigned territory to meet clients, attend industry events, and support project endeavors.

• Bachelor's degree with 10+ years of relevant experience.

• Professional Engineering (P.E.) certification is advantageous but not mandatory.

• Approximately 30% overnight travel is expected.

🏝️ Benefits

• Approximately 30% overnight travel requirement.

• Company health and safety procedures and protections related to essential job functions.