Senior Business Development Manager (BDM)

TEN; Pennsylvania; Hybrid; USD 100,000 - 135,000; Full time

Job summary

The Efficiency Network, Inc. (TEN) is seeking a Senior Business Development Manager to secure contracts and cultivate relationships in Pennsylvania, supporting Public Sector, Higher Education, Healthcare and Commercial & Industrial clients in energy efficiency solutions.

You will translate client goals into TEN solutions, coordinate with our technical teams to shape project scopes, and report to the VP of Business Development.

Qualifications

• Bachelor’s degree in business, engineering, or related field.
• 7+ years of consultative sales experience, preferably within construction, energy services, or building solutions markets.
• Familiarity with state legislation pertaining to procurement.

Responsibilities

• Qualify, pursue, and secure new business with municipal, university, schools, and hospital targets in Pennsylvania.
• Develop an understanding of prospective customer’s business objectives to ensure we successfully offer solutions that align with their objectives.
• Work with TEN’s technical team to identify and develop solutions that meet customer’s needs and differentiate TEN from competitors.
• Work with TEN’s technical team and business partners to develop contract approaches and strategies to support securing new business.
• Identify potential targets via direct selling, supplier/partner relationships, and collaboration with regional engineering firms; attend trade shows and industry conferences.

Skills

Consultative sales

Value-based selling

Negotiation

Closing

Presentation skills

Effective communication

Education

Bachelor’s degree in business or engineering

Tools

Microsoft Word

PowerPoint

Job description

The Efficiency Network, Inc. (TEN) is an independent energy-focused design/build contractor that provides building infrastructure upgrades and energy projects services to state, local, and federal government, K-12 education, higher education, healthcare, and large commercial and industrial customers. We help our clients address deferred maintenance, invest in infrastructure, improve the efficiency and sustainability of their buildings, and make their operations more resilient.

TEN applies state-of-the-art technology, engineering, construction and project management concepts and practices, along with creative financing and ownership solutions, to deliver projects quickly and efficiently.

TEN is part of the Duquesne Light Holdings, Inc. family of companies.

TEN is currently seeking aSenior Business Development Manager (BDM) responsible for securing contracts, cultivating customer relationships, and driving business opportunities in Pennsylvania. The Senior Business Development Manager is responsible for communicating TEN’s differentiators and value proposition into the market in support of our Public Sector, Higher Education, Healthcare and Commercial & Industrial customer segments related to our energy efficiency solutions business. This position will secure contracts by identifying and qualifying potential business targets and projects using a consultative approach to sell business solutions that address client’s needs. The Senior Business Development Manager is responsible for communicating client goals and objectives to TEN’s technical teams to develop potential project scopes and solutions that are aligned with client objectives. The Senior BDM will not have any vertical market or product restrictions and will report to TEN VP of Business Development.

Location

Pennsylvania

Responsibilities

• Qualifying, pursuing, and securing new business with assigned municipal, university, schools, and hospital targets that align with TEN’s capabilities and solutions sets in Pennsylvania.
• Develop an understanding of prospective customer’s business objectives to ensure we successfully offer solutions that align with their objectives
• Work with TEN’s technical team to identify and develop solutions that meet customer’s needs, demonstrate TEN’s value and differentiate TEN as compared to competitors and other customer alternatives for potential projects
• Work with TEN’s technical team and business partners to develop contract approaches and potential strategies to support securing new business
• Identify a list of potential business targets by
  • Direct selling in target vertical markets
  • Leveraging suppliers, contractors and manufacturers' representative relationships and business intelligence
  • Working with regional engineering firms to identify possible opportunities to showcase TEN’s value
  • Attending and working trade shows and industry conferences
• Understand or develop a thorough knowledge of various business models offered by TEN in order to identify the most suitable approach to address specific customer objectives

Qualifications

• Bachelor’s degree in business, engineering, or a related field
• Seven or more (7+)years of consultative sales experience, preferably within construction or energy services or building solutions markets
• Familiarity with state legislation pertaining to procurement

Skills and Abilities Utilized in this Role Include

• Ability to effectively present information to customers and other stakeholders
• Effective and successful consultative, value-based sales, development, negotiation, and closing techniques
• Excellent organizational skills with ability to manage multiple priorities and business relationships
• Strong written and verbal communication/presentation skills required
• Proficiency with Microsoft Word and PowerPoint
• Basic understanding of business finance and accounting strongly

Scope

In addition to daily deliverables, outputs and reporting, also considers and recommends longer term best practices to improve processes based on experience. Accountable for managing one’s own time and workflow and may also lead functional project teams. Works independently, requiring guidance in only the most complex situations. Has well established capabilities, acts as a resource to less experienced staff on complex issues.

Decision Impact

Problems and issues faced are vague and require reasoning to identify root causes. Draws on significant experience to perform role. Accountable for direct level of reasoning and decision making.