Business Development Manager - O&M West

Inframark; California; Remote; USD 120,000 - 180,000; Full time

Job summary

Inframark is seeking a results-driven Business Development Manager to expand opportunities in the Water/Wastewater sector across the Western United States. The role is remote and requires building relationships with municipal clients, leading proposals, and coordinating internal resources to win contracts.

The ideal candidate has a proven track record in municipal BD, strong consultative selling skills, and at least a Bachelor's degree with 10+ years of related experience, plus familiarity with

Qualifications

• History of success in the municipal market and familiarity with city staff and officials
• Proven consultative selling and deal-closing skills
• Experience working with consultants and advocacy partnerships
• Working understanding of water, wastewater infrastructure and public works infrastructure
• Strong business development, opportunity qualification, and consultative selling skills
• Excellent interpersonal and communication skills with both technical and non-technical stakeholders
• Proficiency with CRM platforms and MS Office applications

Responsibilities

• Meets or exceeds territory revenue quota at standard gross margins or better
• Identifies prospective projects through current customer relationships, networking, cold calling and market research
• Understands and leverages market trends affecting the O&M business
• Proactively seeks out solutions to prospective customer problems using internal experts
• Works with legal, finance, safety, compliance, operations and human resources to target and sell the right work
• Leads the strategic aspects of proposals (Graphic Designer and Copywriter support)
• Develops and maintains opportunity pipelines and sales forecasts in CRM
• Keeps management informed of business conditions affecting assigned markets
• Works with marketing and promotion, including advertising and events
• Attends pre-bids and site meetings
• Presents proposals professionally and creatively
• Assists in project start-up to ensure key elements of the proposal are met
• Understand renewal terms on current contracts
• Adheres to health and safety procedures

Skills

Business development

Consultative selling

Stakeholder management

Water/wastewater infrastructure

CRM proficiency

Presentation skills

Travel readiness

Education

Bachelor’s degree

10+ years related experience

Professional Engineer (P.E.) - (plus)

Tools

CRM platforms

Microsoft Office

Job description

Are you looking for a great opportunity in Business Development? Do you have experience in Water/Wastewater BD Sales?

The position is based remotely and covers the Western United States region.

Inframark is looking for a Business Development manager. This incumbent will work closely with internal and external stakeholders to develop additional business from renewal of existing contracts, competitive RFPs, and new business pursuits.

Job duties include but are not limited to:

• Develop a targeted market plan, which should include strategies for competitive take aways and development of municipalities/industries who have never outsourced before,
• Create detailed maps of the decision-making process and all decision maker/influencers for all targets,
• Build and maintain strong relationships with client decision makers and stakeholders, to position Inframark as the best partner for the potential client
• Along with a team, prepare proposals, advise on contract prices, and help assemble project teams to convert the target to a client through client mandated process (RFP, RFQ, Open Bid)
• Work with existing operations staff to support renewal efforts. The Business Developer will own the process from beginning to end and marshal our internal resources to a successful outcome.

General Responsibilities

Meets or exceeds territory revenue quota at standard gross margins or better

Identifies prospective projects through current customer relationships, networking, cold calling and market research

Understands and leverages market trends affecting the O&M business

Proactively seeks out solutions to prospective customer problems using the vast internal network of experts.

Works with legal, finance, safety, compliance, operations and human resources to ensure we are targeting and selling the right work for our employees, clients and shareholders

Leads the strategic aspects of proposals (Graphic Designer and Copywriter will support)

Develops and maintains opportunity pipelines and sales forecasts ensuring all activities and opportunities are current in CRM system

Keeps company management informed of business conditions which may affect assigned product or markets

Works with marketing and promotion, including advertising, review media, conferences, specials sales, and subsidiary rights

Attends pre-bids and site meetings

Presents proposals professionally and creatively to ensure the best result

Assists in project start-up to ensure all key elements of the proposal are met

Understand renewal terms on current contracts.

Understands and adheres to all company health and safety procedures as they relate to essential job functions

Qualifications

- History of success working in the municipal market and familiarity working with city staff and elected officials

- History of success using a consultative selling model

- Effectively worked with consultants and advocates partnerships

- Working understanding of water, wastewater infrastructure and public works infrastructure

- Strong business development, opportunity qualification, and consultative selling skills

- Excellent interpersonal and communication skills, with the ability to present technical concepts to both technical and non-technical stakeholders at all organizational levels.

- Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software; Microsoft Office (Excel, Word, PowerPoint) required.

- Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits.

Education and/or Experience:

Bachelor’s degree and 10+ years of related experience CERTIFICATES, LICENSES, REGISTRATIONS AND PROFESSIONAL ENGINEERING (P.E.), a plus

• Travel requirement - overnight travel approximately 30% of the time.

To support a safe and secure workplace, all offers of employment are contingent upon the successful completion of background screening, drug testing, and driving record review where applicable.

Inframark is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.