Senior Business Development Manager

The Senior Business Development Manager is an industry leader who sells energy and design-build engineering solutions that enable our clients to reduce their energy and operational expenses. This role will promote the building solutions developed by our team that will solve the client's facilities, business and financial challenges. Responsibilities include cultivating and managing long-term relationships, seeking out, qualifying, and closing new sales and guaranteed savings opportunities, and ensuring customer satisfaction throughout the region.

This role will also lead our go-to-market (GTM) strategy in the region and build and evolve the GTM vision with project development teams. The qualified candidate will lead as a highly collaborative and motivational player-coach with one direct report. The candidate must possess the knowledge, skills, and abilities to perform the job with integrity and communicate with co-workers, project managers, senior leadership, clients, and others courteously and professionally.

• Willingness to familiarize yourself with the company's vision and mission, seeking to accomplish set goals and objectives.
• Lead offerings persuasively, persistently and confidently to building owners and owner representatives at the executive level while maximizing long-term profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve the maximized share of customers business.
• Focus on demonstrating value at the executive level by providing solutions to business and financial challenges.
• Leverage significant industry expertise to drive strategic decision-making in go-to-market efforts.
• Support large opportunities - designing, orchestrating, and delivering high level "big picture" presentations as required.
• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision‑making process.
• Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speak their language.
• Seek out, target and initiate contact with prospective customers. Develop network of contacts. Qualify and assess potential customers.
• Address customer's financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer's business and financial challenges.
• Differentiate Willdan services from competitors, based on business benefits and knowledge of competitor's business strategies.
• Maximize assigned Project Engineering resources effectively and efficiently. Ensure the customer and Willdan receive maximum value from dedicated and assigned resources.
• Effectively write, present and communicate proposals. Secure major opportunities through the use of financial agreements.
• Utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts.
• Lead the sales and engineering team by building and fostering team relationships to ensure customer satisfaction. Solicit support from, and communicate effectively with, internal staff.
• Act as the customer's advocate in interactions with Willdan to ensure the customer obtains the best value from our services. Set appropriate customer expectations on Willdan service offerings.
• Lead in the development of the team sales and marketing plans and strategies.
• Lead, coach and collaborate with other business development managers and direct reports in the territory.
• Maintain and enhance professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.

• Bachelor's degree in business, engineering, or related discipline required.
• 8-10+ years of progressive field sales experience at the C‑level preferred.
• Experience in Public Sector energy sales with Cities, Counties and School Districts preferred.
• Excellent initiative and interpersonal communications skills required.
• Demonstrated ability to influence the…