Business Development Manager

Willdan Group, Inc.; Washington (District of Columbia); On-site; USD 140,000 - 200,000; Full time

Job summary

Willdan Group, Inc. is seeking a Business Development Manager to drive strategic growth in the data center, telecom, and cable markets. You will develop executive-level client relationships, identify complex opportunities, and lead consultative sales efforts for energy solutions.

You will partner with engineering, project management, and operations to deliver tailored solutions addressing clients' operational, financial, and sustainability goals while expanding Willdan's market presence.

Qualifications

• Bachelor's degree required in business, engineering, or related discipline.
• 8–10 years of progressively responsible experience in consultative business development or strategic sales.
• 5+ years in mission-critical industries (data centers, telecom, cable) focusing on HVAC, controls, and energy conservation.
• Proven ability to develop new business opportunities and manage complex sales pursuits.

Responsibilities

• Develop and execute strategic business development plans to expand market share.
• Cultivate and maintain relationships with executive-level decision-makers.
• Lead consultative sales engagements and develop solution strategies.
• Manage the complete sales lifecycle from prospecting to contract execution.
• Collaborate with engineering, project management, and operations teams to develop proposals.

Skills

Strategic sales

Executive relationship building

Consultative selling

Negotiation

Cross-functional collaboration

Education

Bachelor's degree in business, engineering, or related discipline

Job description

Willdan is a leading, nationwide provider of comprehensive energy and sustainability solutions. The exciting and growing energy sector provides Willdan employees an opportunity to contribute to the clean energy economy. Willdan Performance Engineering, a division of Willdan Group, inspires and empowers communities by creating transformational environments. Our clients include school districts, universities, city, county, and state governments, private enterprises, and healthcare facilities.

The Business Development Manager is responsible for driving strategic business growth in the data center, telecom, and cable industries by developing executive-level client relationships, identifying complex business opportunities, and leading consultative sales efforts for Willdan Energy Solutions' energy, engineering, and sustainability solutions. This role manages the full business development lifecycle, including market development, opportunity qualification, solution development, proposal strategy, negotiations, and contract execution. Serving as a trusted advisor to clients, the Mission-Critical Business Development Manager partners closely with engineering, project management, and operations teams to deliver tailored solutions that address clients' operational, financial, and sustainability objectives while expanding Willdan's market presence and fostering long-term customer relationships.

Essential Duties and Responsibilities

• Develop and execute strategic business development plans to expand market share by identifying and engaging new mission-critical accounts, generate qualified opportunities, and achieve assigned revenue and growth objectives.
• Cultivate and maintain long-term relationships with executive-level decision-makers, facility owners, public agencies, and strategic partners by understanding their business objectives, operational challenges, financial priorities, and sustainability goals.
• Lead consultative sales engagements by identifying client needs, developing solution strategies, and communicating the value of Willdan's energy, engineering, design-build, and optimization contracting solutions.
• Manage the complete sales lifecycle, including prospecting, qualification, opportunity development, proposal strategy, presentations, negotiations, and contract execution.
• Collaborate with engineering, project management, finance, legal, marketing, and operations teams to develop competitive technical and commercial proposals that maximize customer value and business success.
• Coordinate internal project development resources throughout the pursuit process to ensure efficient use of technical expertise and successful delivery of client solutions.
• Maintain an accurate and active sales pipeline by utilizing business development tools to forecast revenue, document customer interactions, monitor opportunity progress, and support strategic decision-making.
• Analyze market trends, competitive activity, procurement opportunities, and industry developments to identify emerging business opportunities and strengthen mission-critical go-to-market strategies.
• Serve as the client's advocate by fostering collaboration across internal teams, managing customer expectations, and promoting exceptional service throughout the business development process.
• Mentor and support less experienced business development professionals by sharing best practices, providing guidance during pursuit development, and promoting a collaborative, high-performing sales culture.

Job Requirements / Qualifications

• Bachelor's degree in business, engineering, or related discipline required.
• 8-10 years of progressively responsible experience in consultative business development, strategic sales, account management, or related client-facing roles in mission critical types of environments with a proven history of successful projects.
• 5+ years of business development specifically in the mission-critical industries including data centers, telecom, and cable company environments focusing on HVAC, controls, and energy conservation-based solutions. Business development experience with corporate data center customers is also preferred.
• Applicable understanding and application of key metrics such as PUE, equipment efficiency calculations/analysis, heat load to cooling load analysis, areas to optimize economization energy use, airflow measures impacting hotspots, and items such as IT rack density analysis along with practical experience associated with automations controls systems.
• Demonstrated success developing new business opportunities, managing complex sales pursuits, and consistently achieving revenue objectives.
• Excellent interpersonal, presentation, negotiation, and written communication skills with the ability to effectively influence diverse stakeholders.
• Demonstrated ability to collaborate across multidisciplinary teams while balancing customer expectations, technical requirements, and business priorities.
• Experience within the energy (including utility incentive programs), engineering, construction, infrastructure, facilities, sustainability, or professional services industries preferred.
• Proven ability to manage multiple complex pursuits simultaneously while maintaining a high level of organization, professionalism, and customer service.
• Ability to travel as needed, based on the requirements of the role.

EEO Non-Discrimination and ADA Reasonable Accommodation Statement

Willdan is an equal opportunity employer. Applicants are considered for all positions without regard to race, religious creed, color, age marital status, sex, sexual orientation, gender identity, gender expression, citizenship status, national origin, ancestry, religion, military service or veteran status, disability, medical condition, childbirth and related medical conditions, genetic testing, reproductive status or any other classification protected by federal, state or local laws and ordinances. Willdan does not discriminate on the basis of physical or mental disability where the essential functions of the job can be reasonably accommodated. Determinations on requests for reasonable accommodation will be made on a case-by-case basis. If you need reasonable accommodation for any part of the application and hiring process, please notify us.

Willdan Energy Solutions participates in E-Verify.