Senior Business Development Manager (BDM) – Federal Market

The Efficiency Network, Inc.; Atlantic (IA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

The Efficiency Network, Inc. (TEN) is seeking a Senior Federal Market BDM to secure contracts and cultivate relationships in the Eastern U.S., with a primary focus on the Mid-Atlantic region.

TEN applies advanced energy-efficiency design/build capabilities to government and large facilities. You will translate TEN’s energy solutions into winning proposals by collaborating with our technical teams and partners, leveraging federal procurement knowledge and a consultative selling approach.

Qualifications

• Bachelor’s degree in business, engineering, or a related field.
• 7+ years of consultative sales experience in construction, energy services, or building solutions.
• Federal experience (employee, contractor, or ESCO) preferred.
• Familiarity with federal procurement laws and ESPC/UESC.

Responsibilities

• Qualify, pursue, and secure new federal targets in the Eastern U.S.
• Understand customers’ objectives to tailor TEN solutions accordingly.
• Collaborate with TEN’s technical team to develop customer-focused solutions.
• Develop contract approaches to support winning opportunities.
• Identify targets via direct selling, partnerships, and industry events.
• Know TEN’s federal contracting vehicles to select the best approach.

Skills

Consultative sales

Negotiation

Presentation skills

Written and verbal communication

Microsoft Word

PowerPoint

Finance & accounting basics

Education

Bachelor’s degree in business, engineering, or related field

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) - Federal Marketresponsible for securing contracts, cultivating customer relationships, and driving business opportunities in Eastern U.S. with a primary focus on the Mid-Atlantic region.The Senior BDM is responsible for communicating TEN’s differentiators and value proposition into the market in support of the Public Sector, with a primary focus on Federal Government, 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 clients’ needs. The Senior BDM 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 Federal BDM will will report to TEN VP of Business Development.Location:Mid-Atlantic Region is preferred

Responsibilities

• Qualifying, pursuing, and securing new business with federal targets that align with TEN’s capabilities and solutions sets in Eastern U.S.
• Develop an understanding of prospective customers’ 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 a 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 federal agencies and sites
  • 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 and federal contract vehicles 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
• Prior related experience as a federal employee, former military officer, federal contractor, or federal-focused ESCO preferred
• Familiarity with federal legislation pertaining to procurement and energy performance contracting
• Working knowledge of federal Energy Savings Performance Contracts (ESPC) and Utility Energy Services Contracts (UESC)

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
• Proficiency with Microsoft Word and PowerPoint
• Basic understanding of business finance and accounting

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.