Business Development Manager – O&M West
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Job Description
Business Development Manager expanding Inframark’s water and wastewater O&M contracts across the Western United States. Leading municipal pursuits, renewals, proposals, and client relationships.
Responsibilities:
- Develop targeted market plans, including strategies for competitive takeaways and developing municipalities or industries that have never outsourced
- Create detailed maps of decision-making processes and decision-makers/influencers for target accounts
- Build and maintain relationships with client decision-makers and stakeholders
- Prepare proposals with the team, advise on contract prices, and help assemble project teams through RFP, RFQ, and open-bid processes
- Work with operations staff to support contract renewal efforts
- Own the business development process from beginning to end and marshal internal resources toward successful outcomes
- Meet or exceed territory revenue quotas at standard gross margins or better
- Identify prospective projects through customer relationships, networking, cold calling, and market research
- Understand and leverage market trends affecting the O&M business
- Seek solutions to prospective customer problems using the internal network of experts
- Coordinate with legal, finance, safety, compliance, operations, and human resources
- Lead the strategic aspects of proposals with support from graphic design and copywriting
- Develop and maintain opportunity pipelines and sales forecasts in the CRM system
- Keep management informed of business conditions affecting assigned products or markets
- Work with marketing and promotion, including advertising, review media, conferences, special sales, and subsidiary rights
- Attend pre-bids and site meetings
- Present proposals professionally and creatively
- Assist in project start-up to ensure proposal elements are met
- Understand renewal terms on current contracts
- Adhere to company health and safety procedures
Requirements:
- 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
- Experience working with consultants and advocate 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 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
- Bachelor's degree and 10+ years of related experience
- Professional Engineering (P.E.) certification is a plus, not required
- Approximately 30% overnight travel
Benefits:
- Approximately 30% overnight travel requirement
- Company health and safety procedures and protections related to essential job functions
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