Senior Business Development Manager; BDM Federal Market

The Efficiency Network, Inc. (TEN) is an independent energy-focused design/build contractor that provides building infrastructure upgrades and energy projects services to state, local, and federal government, K-12 education, higher education, healthcare, and large commercial and industrial customers. We help our clients address deferred maintenance, invest in infrastructure, improve the efficiency and sustainability of their buildings, and make their operations more resilient.

TEN applies state-of-the-art technology, engineering, construction and project management concepts and practices, along with creative financing and ownership solutions, to deliver projects quickly and efficiently.

TEN is part of the Duquesne Light Holdings, Inc. family of companies.

TEN is currently seeking a
Senior Business Development Manager (BDM) - Federal Market
responsible for securing contracts, cultivating customer relationships, and driving business opportunities in Eastern U.S. with a primary focus on the Mid-Atlantic region.

The Senior BDM is responsible for communicating TEN’s differentiators and value proposition into the market in support of the Public Sector, with a primary focus on Federal Government, related to our energy efficiency solutions business. This position will secure contracts by identifying and qualifying potential business targets and projects using a consultative approach to sell business solutions that address clients’ needs.

The Senior BDM is responsible for communicating client goals and objectives to TEN’s technical teams to develop potential project scopes and solutions that are aligned with client objectives.

The Senior Federal BDM will will report to TEN VP of Business Development.
Location:Mid-Atlantic Region is preferred

Responsibilities

• Qualifying, pursuing, and securing new business with federal targets that align with TEN’s capabilities and solutions sets in Eastern U.S.
• Develop an understanding of prospective customers’ business objectives to ensure we successfully offer solutions that align with their objectives
• Work with TEN’s technical team to identify and develop solutions that meet a customer’s needs, demonstrate TEN’s value, and differentiate TEN as compared to competitors and other customer alternatives for potential projects
• Work with TEN’s technical team and business partners to develop contract approaches and potential strategies to support securing new business
• Identify a list of potential business targets by
  • Direct selling in target federal agencies and sites
  • Leveraging suppliers, contractors and manufacturers' representative relationships and business intelligence
  • Working with regional engineering firms to identify possible opportunities to showcase TEN’s value
  • Attending and working trade shows and industry conferences
• Understand or develop a thorough knowledge of various business models and federal contract vehicles offered by TEN in order to identify the most suitable approach to address specific customer objectives

Qualifications

• Bachelor’s degree in business, engineering, or a related field
• Seven or more (7+)years of consultative sales experience, preferably within construction or energy services or building solutions markets
• Prior related experience as a federal employee, former military officer, federal contractor, or federal-focused ESCO preferred
• Familiarity with federal legislation pertaining to procurement and energy performance contracting
• Working knowledge of federal Energy Savings Performance Contracts (ESPC) and Utility Energy Services Contracts (UESC)

Skills and Abilities Utilized in this Role Include:

• Ability to effectively present information to customers and other stakeholders
• Effective and successful consultative, value-based sales, development, negotiation,…