Senior Business Development Manager

Career Opportunities with Energy Systems Group

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Pacific West is hiring a Senior Business Development Manager to join our team. This position will target Arizona, Nevada, Northern California, and Southern California and requires frequent travel (30% to 50%), including overnight stays.

The Senior Business Development Manager is responsible for generating new business by utilizing a consultative sales approach to develop leads and relationships with potential public and private sector clients leading to new revenue business with appropriate gross margins. The Senior Business Development Manager must discover and understand the customers’ needs and concerns and, working closely with the operations team, translate those into feasible, installable solutions.

The Senior Business Development Manager communicates directly with both the Company’s and the prospective customers’ leadership, engineers, project managers, contract specialists, and other technical representatives. In addition, the Senior Business Development Manager will be involved in development of financial solutions for the customer and engaging market segment customer leadership to understand strategic opportunities as input to the team’s long‑term plans and targets.

The Senior Business Development Manager must be comfortable building relationships with and presenting to boards, commissions, C‑suite leaders, and public leadership.

You are the right person for this role if you are a strategic, goal‑oriented leader and you know how to align internal and external stakeholders to achieve results. Possessing initiative, coupled with a sense of competitive drive, and the ability to stay focused on results despite changing conditions, is the key to achieving the performance objectives. Being self‑assured and having the confidence to purposely drive toward results while constantly problem‑solving and engaging the commitment of others is essential.

Possessing a leadership style that is goal oriented, and yet motivates, trains, and engages others is important. While the job requires the ability to act independently, a respect for the team and working together is critical for success. The emphasis is on results through and with others.

• Generating new customers for Pacific West
• Developing and executing sales prospecting activities
• Initiating, developing, and converting prospects to clients
• Managing and cultivating relationships with existing clients to support additional phases of work and referrals
• Becoming familiar with all product solutions, the competitive climate, and promoting company products
• Participating at networking and industry events and trade shows
• Meeting or exceeding monthly, quarterly, and annual sales goals
• Establishing a $100M sales pipeline and forecasting sales milestones accurately
• Managing and updating sales activities in CRM tool
• Assisting, as required, with the development and implementation of marketing materials and programs

• Bachelor’s degree in business administration or related field preferred
• Five plus years of ESCO industry experience with demonstrated sales success
• Understanding of public sector/MUSH market business development environment
• Engineering/technical product and/or service offering experience
• Excellent understanding of end‑to‑end sales process and ability to apply basic sales principles (i.e., lead generation, opportunity qualification, proposal development, account management, and closure) to drive pipeline velocity
• Ability to interface and develop relationships at all levels of a client’s organization
• Strong organizational skills with the ability to manage multiple tasks and priorities
• Possess high motivation, energy, and coachability
• Work under high expectations and accountability for goals, timeline, and deliverables
• Proven ability to provide superior customer experience
• Outstanding interpersonal, verbal, and presentation skills
• A team player who works…