Principal, Business Development

Primary Role

To proactively identify and secure suitable new business opportunities while leading deal structuring and bid management activities within the allocated territory. The role supports the Director of Business Development in developing, updating, and executing the Regional Business Development Plan to deliver profitable, sustainable growth aligned with American Water’s operational, capital, and regulatory strategy.

• Build the business development pipeline and target opportunities to help maintain a steady flow of projects and secure those within plan timescales, identify, qualify and prioritize leads through the use of appropriate tools, local market data and active targeted prospecting; negotiate and close deals in line with the agreed commercial parameters and which contribute to business plan targets. (40%)
• Develop, shape & track potential opportunities and match service and product offerings with customer needs. Combine service offerings to create commercially viable solutions to meet customer needs. (25%)
• Manage the end‑to‑end business development cycle; effectively project manage the business development process from deal structuring through to commercial operation for major contract services, tuck‑ins and service offerings; identify creative approaches to developing & structuring new opportunities which accurately reflect client needs & support business plan priorities. (15%)
• Lead the development of the bid strategy, deal structuring, project financing and credit assessment of opportunities and champion projects through the Division/Regional/Corporate investment appraisal process; identify, secure and manage cross‑functional and Regional resources to help evaluate, risk assess, develop & structure bids and develop implementation plans which outline resource & capability requirements to deliver the deal. (10%)
• Create market awareness and interest in American Water, and develop and maintain American Water brand image with the key industry stakeholders within the designated territory. (5%)
• Ensure effective and timely deal documentation from the qualification process through the development of the project & contract negotiation history data and ensure this data is updated in the relevant databases in order to enable efficient transition to the Operational teams. (5%)

• Water and wastewater utility infrastructure
• Strong financial and commercial acumen

• Bachelor’s Degree required
• Accomplished business developer with a minimum of 10 years experience and a proven track record of success in the water and wastewater utility services in the regulated and non‑regulated markets

40%

Standard office environment

• Champions safety
• Customer obsessed
• Cultivates innovation
• Nimble learning
• Drives results
• Collaborates