Business Development Manager - EPC/EC

Integrated Power Services; Kansas City (KS); On-site; USD 120,000 - 180,000; Full time

Job summary

Integrated Power Services seeks a Business Development Manager for its Power Management Division to identify, evaluate, and win new work within target markets and to coordinate strategy and proposals. The role emphasizes strategic market development, customer relationships, and teaming partner relationships.

The position requires leadership in planning business development and capture activities, directing proposal efforts, and negotiating with customers to meet IPS Power Management objectives.

Qualifications

• Bachelor's degree and 15+ years in the Power Management industry or related field.
• At least 8 years of direct Power Management sales experience.
• Strong ability to plan and organize resources.

Responsibilities

• Formulates and executes strategies to target market segments.
• Directs proposal preparation and negotiations with customers.
• Maintains relationships with customers and strategic partners.
• Leads pricing strategies and proposal reviews with senior managers.
• Keeps management informed of prospect status and competitive actions.
• Oversees contract preparation for awarded projects/studies.

Skills

Strategic sales

Relationship management

Proposal development

Negotiation

Market analysis

Education

Bachelor's Degree

Job description

Business Development Manager - Power Management Division
Full-Time
Exempt
The Business Development Manager for IPS is responsible for identifying, evaluating, and recommending prospective new work within the Power Management market areas including strategic market development and penetration. Develops and coordinates strategy and directs the preparation of proposals and presentations to win new business opportunities. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customers to ensure the IPS Power Management business unit objectives are met. Establishes and maintains customer relationships and strategic teaming partner relationships.Principal Responsibilities

• Formulates strategies to approach and develop targets and market segments
  while developing action plans based upon those strategies.

while developing action plans based upon those strategies.

• Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists other management

Personnel Or Are Responsible For

• Building and maintaining relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners.

Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements.

• Demonstrating through the use of personal knowledge, supplemented by other IPS personnel, how IPS can help meet the customers' requirements and expectations.

Directs and actively participates in planning the business development/capture strategy for specific prospects. Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why IPS was or was not selected.

• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets.

Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers.

• Apprises functional management on an as-needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow through and obtains management approval at appropriate level per legal instructions and corporate policies.

Supports development of strategy and leads proposal presentations and fee negotiations with customers.

• Supports the preparation and ensures corporate approval of contracts for awarded projects/studies.

Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue.

• Keeps informed of business relationships between IPS managers and key executives in customer and prospective customer organizations and sees that these are utilized in overall business development efforts.

Maintains an active presence in the industry.Minimum Qualifications

• Bachelor's Degree and at least 15 years of relevant work experience in the Power Management industry. At least 8 years of direct Power Management sales experience.

Knowledge of the commercial Power Management markets; competitors; potential teaming partners; customer key buying factors; specific pricing strategies; trends; and work scope.

• Technical knowledge of issues and initiatives at customer sites.
• Knowledge of and experience in company operations.
• Knowledge of company capabilities and services to other customers.
• Knowledge of current industry technology.
• Demonstrated ability to plan and organize resources.
• Knowledge of corporate policies and directives related to proposal and contract formulation.
• Skill in oral and written communication with demonstrated ability in making presentations to customers and management.

Experience in management, supervision, and personnel administration functions, including selection and training of personnel.

• Responsible for developing prospects with customers. Related experience and demonstrated performance required.

Strong self-starter and able to work autonomously with a soft-structured teamSelf-motivated with discipline to work on the road from their home officeConsultive sales approachFlexible, resilient, and adaptiveAuthentic individual with impeccable integrity.Preferred Qualifications
Advanced degree preferred.
IPS is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.
Any offer of employment is contingent upon the successful completion of a background investigation and drug screen.