Business Development Manager - O&M West

Inframark; Sacramento (CA); À distance; USD 110 000 - 150 000; Plein temps

Résumé du poste

Inframark is seeking a results-driven Business Development Manager to drive growth across the Western United States on a remote basis. You will cultivate opportunities from renewals, RFPs, and new business pursuits, collaborating with internal teams to position Inframark as the preferred partner.

The role requires a Bachelor’s degree and 10+ years in related fields, with ~30% travel and strong relationship-building across municipal stakeholders.

Qualifications

• Experience selling to municipal entities or public works organizations
• Strong consultative selling and stakeholder engagement
• Ability to travel up to 30% for client meetings and site visits

Responsabilités

• Develop targeted market plans for Western US opportunities
• Map decision makers and influencers for targets
• Build relationships with client decision makers to position Inframark as partner of choice
• Lead proposals, pricing, and team assembly for RFP/RFQ(Open Bid) processes
• Coordinate with operations to support renewals and new pursuits

Connaissances

Municipal market sales

Consultative selling

Stakeholder management

CRM proficiency

Team collaboration

Presentation skills

Travel readiness

Formation

Bachelor’s degree

Professional certifications (P.E. a plus)

Outils

CRM platforms

Microsoft Office

Excel

PowerPoint

Description du poste

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.