• Business Development and Sales Manager

    Job Locations US-DC-Washington
    # of Openings
    1
    Category
    Sales / Business Dev.
    Deadline to Apply
    8/26/2018
  • Overview

    Partners across the organization to achieve VEIC’s strategic objectives by accomplishing business development and sales goals. Develops and implements business development and sales strategies and activities that accelerate contributions to VEIC’s strategic goals. This includes (1) Leading the identification of new clients for VEIC services and products; (2) Leading the development and nurturing of relationships with both new and existing clients.

    Contributes to and / or manages projects within one or more business areas. Responsibilities are expected to be weighted more heavily toward development and execution of external business development activities, projects, and client relationships and less heavily toward the support of internal management and operational initiatives.

    Diversity & Inclusion statement:

    We are committed to building a work community that is inclusive and represents a vibrant diversity of background, experience, perspective, and thought. Climate change impacts all of us; however, we are impacted differently based on our identities and experiences. We all deserve a place at the table to make decisions about our collective future – we hope you’ll consider joining us as we work towards our vision for a healthy planet, thriving people, and energy justice.

    Candidates across all markers of identity (age, race, gender, ability, communication style, etc.) are highly encouraged to apply.

    Responsibilities

    • Leads execution of an annual Strategy, Sales, and Impact Plan in at least one business area, including meeting specific sales goals identified in the plan.
    • Develops leads to new business, forms strategic relationships with potential clients, and manages accounts. Develops a detailed understanding of a prospective client’s needs, a vision of success, and a strategy to win the business relationship.
    • Evaluates incoming leads and opportunities and actively participates in go/no go decisions and proposal development strategy.
    • May contribute to and / or manage very large and high profile projects, and / or projects with complex client relationships and / or political regulatory landscapes. Serves as senior advisor (providing quality assurance and subject knowledge) for projects managed by other staff.
    • Manages all stages of the sales cycle including: market research; analysis of competition; identification of new leads to new clients; maintaining relationships with past and current clients; identifying and developing relationships with teaming partners; leading or supporting proposal development (for both competitive and sole source procurement) processes; leading or supporting negotiations from the point of announcement of selection for an award to execution of a signed contract; monitoring client satisfaction during execution of the work; and identifying (when appropriate) the next level of service to offer the client once each previous project is completed.
    • Works closely with staff to ensure that the CRM system is being utilized as a tool for tracking all leads and opportunities.
    • Participates in services/product development efforts and company strategy, providing input from current and future clients.
    • Interacts with Marketing, Subject Matter Experts, and other Business Development team members to ensure business development and sales activities are aligned with VEIC strategy and Annual Strategy, Sales, and Impact Plans.
    • Oversees lead follow-up activities for potential leads that are not otherwise assigned to other team members. This can include:
    • Inquiries directly to VEIC through the call center or other staff members.
    • Promising contacts made at conferences or other meetings that are not immediately qualified leads but have the potential to be in the future.

    Qualifications

    • Strong personal commitment to the mission, vision, goals and values of VEIC.
    • Bachelor degree and a minimum of ten years’ experience with business development and sales activities, including at least five years’ experience in energy efficiency and/or renewable energy programs – or a similar combination of education and experience from which comparable knowledge and skills were acquired.
    • Demonstrated ability to identify, create, and close impactful business in the energy services arena.
    • Demonstrated knowledge of, and contacts within, the energy efficiency, renewables, and related marketplaces.
    • Track record of successful shaping and winning new business in the Energy sector
    • Ability to develop relationships and work successfully with a diversity of clients including federal and state energy staff, utility personnel, teaming partners, trade allies, other program implementers, policy makers, and regulators. Ability to develop relationships with potential teaming partners and subcontractors, and to oversee and manage their work.
    • Strong strategic thinking skills, with some demonstrated experience in effective application of those skills to high level work assignments.
    • Strong communication skills especially with external leads and clients, ability to work collaboratively in a fast paced environment, and ability to handle competing priorities.
    • Proven presentation and negotiation skills.
    • Proven ability to be organized, detail oriented, accurate, and able to handle multiple tasks and competing priorities.
    • Ability to organize, facilitate, and oversee follow-up to group discussions and meetings.
    • Proficiency with word processing, e-mail, presentation and spreadsheet software.

    Working Conditions:

    Internal - Work is normally performed in climate controlled office environment, where exposure to conditions of extreme heat/cold, poor ventilation, fumes and gases is very limited. Noise level is moderate and includes sounds of normal office equipment (computers, telephones, etc.).  No known environmental hazards are encountered in normal performance of job duties.

     

    External - Ability and willingness to travel up to 40%.

    Physical Demands:

    Company will provide adaptive devices as needed.

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