Senior Business Development Manager

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ENERGY SYSTEMS GROUP is looking for a Senior Business Development Manager to join our team. This position will be virtual with focus on qualifying, pursuing, and securing new business in the Virginia and Mid-Atlantic region and requires 50% travel including overnight stays.

The Senior Business Development Manager is responsible for carrying ESG’s messaging, branding and value proposition into the market in support of our Utility, Public Sector and Commercial & Industrial customer segments related to our Efficiency, Resiliency, and Sustainability solutions. This position will support ESG utility partners and their key account customers by identifying and qualifying potential business targets and projects using a consultative, value‑based sales approach to sell business solutions that address client’s business and operational issues, market, and regulatory pressure.

The Senior Business Development Manager is responsible for communicating client goals, objectives and success measurement criteria to development and sales support teams so potential project scopes and solutions are aligned with client objectives. This position will communicate market pressures to engineering and other leadership so emerging technologies can be evaluated for deployment in the market while driving new orders for new business opportunities.

The essential functions of the position include:

• Qualifying, pursuing, and securing new business with assigned utility, state, local and municipal targets that align with ESG’s capabilities, experience, and efficiency, resiliency, and sustainability solutions sets in the Midwestern United States
• Understand or develop an understanding of utility industry business objectives, in general, along with specific understanding of utility partners supported by ESG to ensure we successfully offer solutions that align with their and their key account objectives and needs
• Work with ESG’s Utility Engagement, Engineering, and other subject matter experts (SMEs) to identify and develop solutions that align with objectives and address business challenges of key customer targets that demonstrate ESG’s value and differentiate ESG as compared to competitors and other customer alternatives for potential projects
• Work with ESG SMEs and business partners to develop contract approaches and potential strategies to leverage grants and/or incentives that may be available to support securing new business for ESG
• Work with team members to create solutions that balance competing business priorities and initiatives with budgets and available incentives that are measurable and meet client benchmarks for project success
• Identify a list of potential business targets by
  • Leveraging Utility Engagement Director relationships with key partner utilities along with partner utility relationships with their key accounts
  • Leveraging supplier and manufacturers representative relationships and business intelligence
  • Working with regional engineering firms to identify possible opportunities to showcase ESG’s value
  • Attending and working trade shows and industry conferences
• Understand or develop a thorough knowledge of Design Build, Public-Private Partnerships (P3), and Performance Contracting business models that are required for and can be supported through these contract approaches
• Work with ESG Marketing, Business Development, and other appropriate ESG personnel to identify and employ collateral, social media, and other marketing strategies to promote new business growth in assigned territories and markets

Your…