Business Development Manager

The Business Development Manager for IPS is responsible for identifying, evaluating, and recommending prospective new work within the Renewables market areas including strategic market development and penetration. Develops and coordinates strategy and directs the preparation of proposals and presentations to win new business opportunities. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customers to ensure the IPS business unit objectives are met.

Establishes and maintains customer relationships and strategic teaming partner relationships.

• Formulates strategies to approach and develop targets and market segments while developing action plans based upon those strategies.
• Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists other management personnel or are responsible for:
  • Building and maintaining relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners.
  • Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements.
  • Demonstrating through the use of personal knowledge, supplemented by other IPS personnel, how IPS can help meet the customers’ requirements and expectations.
• Directs and actively participates in planning the business development/capture strategy for specific prospects. Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why IPS was or was not selected.
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets.
• Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers.
• Apprises functional management on an as-needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow through and obtains management approval at appropriate level per legal instructions and corporate policies.
• Supports development of strategy and leads proposal presentations and fee negotiations with customers.
• Supports the preparation and ensures corporate approval of contracts for awarded projects/studies.
• Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue.
• Keeps informed of business relationships between IPS managers and key executives in customer and prospective customer organizations and sees that these are utilized in overall business development efforts.
• Maintains an active presence in the industry.

• Bachelor’s Degree and at least 10 years of relevant work experience in the Renewables industry. At least 8 years of direct Renewables sales experience.
• Knowledge of the commercial Renewables markets; competitors; potential teaming partners; customer key buying factors; specific pricing strategies; trends; and work scope.
• Technical knowledge of issues and initiatives at customer sites.
• Knowledge of and experience in company operations.
• Knowledge of company capabilities and services to other customers.
• Knowledge of current industry technology.
• Demonstrated ability to plan and organize resources.
• Knowledge of corporate policies and directives related to proposal and contract formulation.
• Skill in oral and written communication with demonstrated ability in making presentations to customers and management.
• Experience in management, supervision, and personnel administration functions, including selection and training of personnel.
• Responsible for developing prospects with customers. Related experience and demonstrated performance required.
• Strong self-starter and able to work autonomously with a soft-structured team
• Self-motivated with discipline to work on the road from their home office
• Consultive sales approach
• Flexible, resilient, and adaptive
• Authentic individual with…