Business Development Manager

Overview

We are designing the grid of the future!

The Business Development Manager is responsible for developing and growing relationships with new target customers and established key accounts within the territory. They will collaborate with the business development team, lines of business, and internal teams to develop and implement sales strategies and whitespace and account management plans.

This individual will possess strong relationship-building and problem-solving skills and is able to understand complex commercial data, including financial, market and competitive, and the impacts new policies, technologies, and market conditions have on their current clients. Their primary responsibility is growing sales among their assigned clients.

How you can make an impact:

Account Planning

• Operate in coordination with the Line of Business (LOB) leader and the BD Director for all customer account matters.
• Obtain relevant customer information including but not limited to organization charts, long- and short-term customer plans, competitor impacts, current service plans including who performs work that EPE can provide.
• Develop an account management plan that includes overall growth potential and a tactical plan that defines quarterly objectives for sales growth.
• Develop a white space plan for prospective new business opportunities.

Relationship Building

• Establish list of key stakeholders within the organization including names, titles, and contact information.
• Identify an account ambassador that will support EPE internally within the customer culture. The plan shall include both horizontal (across organizations) and vertical growth.
• Create and execute a stakeholder plan that identifies target relationships to grow within the customer.
• Develop and grow relationships with the procurement (contract management) organization.
• Build and implement an executive relationship plan.
• Create relationships at new prospect accounts.

Contract and Account Management

• Establish a Master Services Agreement (MSA) if feasible.
• Ensure invoicing is accurate and accounts receivable is current.
• Understand contract and ensure EPE compliance.
• Ensure Salesforce is current including customer pipeline.
• Utilize customer pipeline to facilitate sales process.
• Provide routine customer updates to LOB Leader and work in collaboration to grow account.
• Address customer issues in a timely manner.
• Schedule, prepare and lead Customer Business Reviews Meetings (C ). Include key client stakeholders and key EPE leadership. Forecast annual BD and revenue goals.
• Establish and manage BD goals throughout the year.
• Accurately provide BD and revenue forecast updates throughout the year

Organic Growth - Sales

• Develop and manage organic growth plan that was developed in account planning.
• Proactively cross-sell EPE services to other departments and other client locations. Utilize ambassador to help build relationships and identify key opportunities.
• Ensure EPE hits organic and revenue goals.
• Support the Operations Team with any proposal management and writing efforts.
• Proactively eliminate all client external RFPs involving EPE services when feasible.
• If customer requires an RFP, proactively facilitate EPE’s engagement including offering assistance in RFP development and selling our services

New Sales

• Create and execute a targeted new sales growth plan for designated regions.
• Actively sell EPE services to new prospect customers.

Bring your passion, here what’s needed:

Qualification & Skills

• 5+ years of professional sales experience.
• Bachelor’s degree required in a related field.
• Preferred 3 years of energy experience working with utilities.
• Knowledge of account management principles.
• Advanced in the use of Microsoft Excel, and proficient in the use of Microsoft Word, Power Point, Outlook, and Salesforce or other CRM.
• Proven Sales Experience.
• Proficient in Power Point including development of Sales Presentations.
• Strong organizational, relationship building, communication, and presentation skills, both written and verbal.
• Ability to work well independently and build relationships with other departments and segments to accomplish objectives.
• Highly motivated…