Energy Systems Group

  • Senior Business Development Manager - Sustainable Infrastructure - Southeast Region

    Job Location US-GA-Atlanta | US-NC-Asheville | US-TN-Nashville
    Posted Date 3 months ago(8/23/2018 5:50 PM)
    # of Openings
  • Overview

    Sustainable Infrastructure Business Development Manager

    The primary responsibility of the Sustainable Infrastructure Business Development Manager is to promote a consultative sales approach to identify qualified targets and drive new orders for new business opportunities in the Mid-West Region (WI, MI, IL, IN, OH, KY). Responsibilities include:

    Specific Capability

    Capability to illustrate how financial (and technical) value is created for utility, municipal and water/waste water authorities. SI is in search of BDMs who appreciate and have mastered the intricacies of establishing a business strategy and executing initiatives to deliver the desired financial results and metrics.  This role requires BDMs who can help customers make the business and financial investment case and facilitate the development of a credible financial justification needed to win allocation of CapEx and OpEx.  The ability to demonstrate how solutions can be blended into competing business priorities or initiatives, be measureable and consistent with customer defined evaluation tools and other factors that can accelerate decision making.



    Main Accountabilities

    • Prospect for new potential utility, municipal and wastewater authorities including but not limited to:
      • Leverage supplier, manufactures representative and regional engineering firm relationships to identify potential opportunities.
      • Present white papers and business briefings.
      • Participate in wastewater energy working groups in professional organizations.
      • Attend/Work trade shows.
      • Researching via publications, CIP’s and the Web.
    • Develop thorough knowledge of wastewater market and Performance Contracting:
      • Customer requirements.
      • Energy and sustainability, energy goals and strategy.
      • Capital & maintenance planning.
      • Financial and decision making governance and structure.
      • Opportunities, trends, and specific issues driving opportunities.
      • Opportunities of new revenue streams for wastewater management.
      • Thorough understanding of Performance Contracting, design build, and P3 statutes in Mid-West region.
    • Utilize a consultative sales approach to:
      • Cultivate effective business relationships.
      • Identify customer needs.
      • Communicate full scope of solutions to meet utility and/or federal customer business goals.
      • Achieve sales objectives, volume, and market share
      • Build effective and accurate cash flow analysis of comprehensive cost of solutions and debt service.
      • In conjunction with ESG financial team, provide support to financing solutions that could include alternatives such as Revenue Bonds, Capital lease, P3 or other creative means to enable the buyer to realize the project.
    • Maintain communication with customers to understand their needs, concerns and ensure that our solutions, differentiation and solicitation requirements are in alignment with their goals.
    • Maintain customer contact throughout the installation period to identify any additional needs and address concerns that arise.
    • Maintain post construction relationship ensuring solid references and identify potential future sales. Or, collaborate with Operations support staff to drive subsequent project opportunities.
    • Understanding and ability to develop ESPC, and ESA/PPA contracting.
    • Understanding and ability to deliver design build projects with performance guarantees.
    • Meet identified activity targets and gross margin goals.
    • Prepare and present professional proposals that address all identified needs, concerns and financial objectives.
    • Maintain proper documentation and required reports.




    Bachelor’s degree in business, engineering, or a related field and ten or more (10+) years' of consultative sales experience within water/waste water and energy services related experience; or an equivalent combination of education and experience; i.e. Master Degree (ME, MBA, etc.) and/or PE.



    • Excellent communication skills (verbal and written)
    • Familiarity with state and federal legislation pertaining to procurement
      • Design-build
      • ESPC
      • P3
      • ESA
      • Energy solutions.
    • Proficiency with Microsoft Office programs
    • Ability to interact senior leadership of ESG, external organizations and customers.
    • Ability to read, analyze and interpret general business periodical, professional journals, technical procedures, or governmental regulations.
    • Ability to write proposals, reports, business correspondence and procedure manuals.
    • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public
    • Effective and successful consultative sales development, negotiation, and closing techniques.
    • Excellent organizational skills with ability to manage multiple priorities and business relationships.
    • Exercise discretion and independent judgment.




    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. While performing the duties of this job, the employee is regularly required to work at a desk and operate a computer, often sitting for long periods of time. The employee may occasionally have to lift and/or move up to 10 to 20 pounds. The employee is required to practice, recognize, and interpret safety precautions and follow safety rules and OSHA requirements as they relate to the job. The employee is required to work in an indoor environment. The noise level in the work environment is usually moderate. The employee required to travel and therefore is required to have a valid driver's license.



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