Business Development Manager - Utility or Energy Sector
Business Development Manager - Utility or Energy Sector
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$ 107936 - 183491
1 Vacancy
Job Description
Business Development Manager Utility Programs and Services
This position is a US based remote position. The preferred location for the candidate is in the Eastern or Central time zone.
We are looking for a Business Development (BD) Manager to join our Utility Programs and Services Division (UPS) and help us grow our business in the utility sector in the East Region. ICFs utility practice is poised for significant growth over the next five years. ICFs utility clients are at the center of a fundamental shift in the energy industry including decarbonization of energy generation grid modernization energy efficiency and electrification. We are looking for an energetic passionate and driven BD Manager to help utilities across North America solve some of the biggest challenges facing the future of energy.
As a BD Manager you will be expected to build qualify and manage a pipeline of opportunities that will position ICF for significant growth over the next two years. Learn more about our Energy sector industry here. Energy Management Solutions and Strategy Consulting ICF
What you will be doing:
Month 1 Expectations:
- Be able to communicate the value and components of ICFs core solution set for utilities.
- Learn and demonstrate understanding of ICFs capture and business development processes.
- Develop relationships with key business partners across the Utility Programs and Services division and within the business development team.
- In partnership with the delivery team create a targeted pipeline of utilities and list of utility contacts by solution and begin qualifying leads.
- In partnership with the delivery team collaborate to create a list of expansion opportunities with key utility clients.
First 6 months expectations:
- Develop a qualified pipeline of at least $50M.
- Actively lead a minimum of 5 pursuits concurrently. The expectation is that the person in this role will lead the entire lifecycle of the sale from deal qualification to discovery through proposal creation client presentation and negotiations.
- Develop win strategies and identify and document critical activities for the pursuit.
- Participate in activities such as pipeline reviews forecasting gate reviews proposal reviews etc.
- Serve as red team reviewer for at least three competitive proposals across solution sets.
- Source teaming partners and negotiate teaming agreements and work share among partners.
- Develop relationships with key business development leaders across ICFs four operating groups and within our corporate center of excellence.
First 1218months expectations:
- Achieve Sales of $20M.
- Actively engage in and contribute to relevant strategy development and business planning.
- Work in coordination with marketing team to develop thought leadership targeted campaigns social media activity.
- Participate in business planning activities to include regular pipeline and gate reviews as well as proposal reviews; diligently maintain CRM notes and reports/updates on opportunities.
- In coordination with delivery teams accurately price ICF solutions to achieve profitability and revenue metrics.
- Create business plans and business models value propositions and win strategies to increase ICFs solution offerings into new markets or with new utility divisions.
- Leverage strategic input from critical partners including executive leadership Enterprise Account Leaders and operating group business leadership and synthesize inputs and direction into winning tactics and actions.
Required Qualifications and Experience:
- 5 years of prior business development and capture management experience. Preference given to candidates with experience in the utility or energy sectors and who can demonstrate market and domain knowledge.
- 3 years of experience following a structured and disciplined Capture process and mature capture methodologies processes and artifacts.
- Demonstrated track record of leading multiple pursuits and winning new business with total contract values above $10M annually.
Preferred skills/experience:
- Experience working in the Utility or Energy sectors (Clean Energy Energy Efficiency DER Electrification Wind and/or Oil and Gas.
- Bachelors degree.
- Professional certification in capture and proposal management such as CPCM APMP or Shipley.
- Experience with demandbase or introhive.
Professional skills:
- Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills.
- Demonstrated high business acumen project management skills/focus advocacy skills to drive the win with the ability to manage by influence.
- Strong organizational skills initiative and commitment to highquality work.
- Ability to apply critical thinking and properly analyze and qualify opportunities including sound recommendations for go/nogo decisions.
- Excellent interpersonal skills and ability to gain support and establish working relationships with program/project managers technical leads SMEs peers and all levels of internal staff.
- Willingness to travel to client sites ICF offices and conferences as required.
Working at ICF
ICF is a global advisory and technology services provider but were not your typical consultants. We combine unmatched expertise with cuttingedge technology to help clients solve their most complex challenges navigate change and shape the future.We can only solve the worlds toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer.Together our employees are empowered to share theirexpertiseand collaborate with others to achieve personal and professional goals. For more information please read ourEEOpolicy.
Reasonable Accommodations are available including but not limited to for disabled veterans individuals with disabilities and individuals withsincerely heldreligious beliefs in all phases of the application and employment process. To requestan accommodationplease emailand we will be happy toassist. All information you provide will be kept confidential and will be used only to the extentto provide needed reasonable accommodations.
Read more aboutworkplacediscriminationrightsor our benefit offerings which are included in theTransparency in (Benefits) CoverageAct.
At ICF we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment the use of artificial intelligence (AI) tools to generate orassistwith responses during interviews (whether inperson or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process.
However we understand that some candidates may require accommodationthat involves the use of AI. Ifsuch anaccommodation is needed candidates are instructed to contact us in advance at. Weare dedicated to providingthe necessary support to ensure that all candidates have an equal opportunity to succeed.
Pay Range There are multiple factors that are considered in determining final pay for a position including but not limited to relevant work experience skills certifications and competencies that align to the specified role geographic location education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on fulltime employment is:
$107936.00 $183491.00Nationwide Remote Office (US99)Required Experience:
Manager
Employment Type
Full-Time
