APTIM currently has an opening for an experienced Utility Energy programs Business Development Manager. The Business Development Manager (BDM) position will be based in the Midwest region and responsible for business development efforts for our growing Energy Efficiency (EE) Business Line including Demand Side Management, Smart Energy solutions and Grid modernization. The successful candidate will identify potential clients and new opportunities in program management, energy efficiency, emerging technology, capital programs, and other sectors/areas of interest to the company. The successful candidate will develop effective capture strategies for targeted opportunities and be able to close new work and increase regional sales. Experience and proven track record in selling these services and an established client and industry network in is a must. Excellent written and oral communication skills are required. Other duties may be assigned.
This role may involve direct engagement with utilities (regulated and non-regulated), municipalities/cooperatives, government agencies, large nationwide companies, and cross-selling established APTIM customers across the enterprise.
Develops and maintains long-lasting and meaningful relationships with public agency and private sector decision making clients as well as industry teaming partners; collaborating to expand existing work and win new opportunities
Supports regional marketing, sales of large projects/programs, teaming partnerships and client engagement activities to implement business development initiatives.
Cultivates relationships with prospective partners for both prime and subcontractor partnerships on both immediate and future opportunities
Monitors market conditions, innovations and trends, and competitors' performance, pricing and sales strategies to maximize competitive stance
Leads and/or supports capture teams in pursuit planning; development of win themes; and preparation of compelling proposals, presentations, and marketing materials.
Conducts opportunity and client research
Leads company capabilities presentations with customers; attends technical seminars and industry events including regional and national trade shows to expand market penetration of APTIM's services
Assists National Business Development Director and Operations Lead with developing client relationships
Participates in industry and client organizations (partners and competitors) as a strategic part of client development
Works with Marketing Manager in the development of collateral pieces and client submittals, as needed
Works with Operations and Project staff to enhance the company's client relationships across Operations and Project staffing levels
Maintains client contacts and opportunities in the Salesforce and SharePoint systems
Tracks goals and produces internal reports, as needed
Develops client relationships through face to face meetings
Establishes familiarity with a variety of APTIM concepts, practices, and procedures.
Excellent written and oral communication skills, experience with client engagement and coordination.
Performs a variety of complicated tasks. May lead and direct the work of others.
A wide degree of creativity and latitude is expected.
Travels as necessary to perform duties, up to 50%
Anticipates and interprets customer needs to identify solutions
Interprets business issues and adapts work priorities in own area
Manages budget for own area and allocates resources accordingly
Explains difficult concepts and persuades others to adopt a point of view
Bachelor's degree from an accredited four-year college or university.
7-10 years' program/project management experience related to energy program management, implementation or administrative oversight, smart energy solutions, emerging technology and grid modernization
Fluently understanding of DSM programs, Distributed Energy Resources, power generation and other efficiency solutions or emerging trends in the utility industry
Familiarity with quantitative and analytic concepts of memorandum writing and spreadsheet analysis.
Working knowledge of the policy and regulatory influences on energy efficiency and utility programming
Must be a self-starter, organized and have an ability to prioritize workload in a fast-paced environment.
Proficient in Salesforce Microsoft Office software.
Experience in the design, development and implementation of energy efficiency programs.
Tangible and documented project management experience.
CEM, certification and/or the desire/ability to obtain, MBA, PMP
Proven experience developing and maintaining relationships with key decision makers at utilities
5+ years' experience in the energy efficiency industry preferred.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled
Applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may make their request known by e-mailing ~~~ or calling ~~~ for assistance.