Business Development Manager

Willdan is a leading, nationwide provider of comprehensive energy and sustainability solutions. The exciting and growing energy sector provides Willdan employees an opportunity to contribute to the clean energy economy. Willdan Performance Engineering, a division of Willdan Group, inspires and empowers communities by creating transformational environments. Our clients include school districts, universities, city, county, and state governments, private enterprises, and healthcare facilities.

The Business Development Manager is responsible for driving strategic business growth in the data center, telecom, and cable industries by developing executive-level client relationships, identifying complex business opportunities, and leading consultative sales efforts for Willdan Energy Solutions' energy, engineering, and sustainability solutions. This role manages the full business development lifecycle, including market development, opportunity qualification, solution development, proposal strategy, negotiations, and contract execution.

Serving as a trusted advisor to clients, the Mission-Critical Business Development Manager partners closely with engineering, project management, and operations teams to deliver tailored solutions that address clients' operational, financial, and sustainability objectives while expanding Willdan's market presence and fostering long-term customer relationships.

Essential Duties and Responsibilities Develop and execute strategic business development plans to expand market share by identifying and engaging new mission-critical accounts, generate qualified opportunities, and achieve assigned revenue and growth objectives.

Cultivate and maintain long-term relationships with executive-level decision-makers, facility owners, public agencies, and strategic partners by understanding their business objectives, operational challenges, financial priorities, and sustainability goals.

Lead consultative sales engagements by identifying client needs, developing solution strategies, and communicating the value of Willdan's energy, engineering, design-build, and optimization contracting solutions.

Manage the complete sales lifecycle, including prospecting, qualification, opportunity development, proposal strategy, presentations, negotiations, and contract execution.

Collaborate with engineering, project management, finance, legal, marketing, and operations teams to develop competitive technical and commercial proposals that maximize customer value and business success.

Coordinate internal project development resources throughout the pursuit process to ensure efficient use of technical expertise and successful delivery of client solutions.

Maintain an accurate and active sales pipeline by utilizing business development tools to forecast revenue, document customer interactions, monitor opportunity progress, and support strategic decision-making.

Analyze market trends, competitive activity, procurement opportunities, and industry developments to identify emerging business opportunities and strengthen mission-critical go-to-market strategies.

Serve as the client's advocate by fostering collaboration across internal teams, managing customer expectations, and promoting exceptional service throughout the business development process.

Mentor and support less experienced business development professionals by sharing best practices, providing guidance during pursuit development, and promoting a collaborative, high-performing sales culture.

Job Requirements / Qualifications Bachelor's degree in business, engineering, or related discipline required.
8-10 years of progressively responsible experience in consultative business development, strategic sales, account management, or related client-facing…