Sr. Business Development Manager

Willdan is a leading, nationwide provider of comprehensive energy and sustainability solutions. The Senior Business Development Manager is responsible for selling energy and design-build engineering solutions, cultivating relationships, and leading go-to-market strategies to help clients reduce their energy and operational expenses.

Responsibilities:

• Willingness to familiarize yourself with the company's vision and mission, seeking to accomplish set goals and objectives
• Lead offerings persuasively, persistently and confidently to building owners and owner representatives at the executive level while maximizing long-term profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve the maximized share of customers business
• Focus on demonstrating value at the executive level by providing solutions to business and financial challenges
• Leverage significant industry expertise to drive strategic decision-making in go-to- market efforts
• Support large opportunities – designing, orchestrating, and delivering high level “big picture” presentations as required
• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process
• Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speak their language
• Seek out, target and initiate contact with prospective customers. Develop network of contacts. Qualify and assess potential customers
• Address customer's financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer's business and financial challenges
• Differentiate Willdan services from competitors, based on business benefits and knowledge of competitor's business strategies
• Maximize assigned Project Engineering resources effectively and efficiently. Ensure the customer and Willdan receive maximum value from dedicated and assigned resources
• Effectively write, present and communicate proposals. Secure major opportunities through the use of financial agreements
• Utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts
• Lead the sales and engineering team by building and fostering team relationships to ensure customer satisfaction. Solicit support from, and communicate effectively with, internal staff
• Act as the customer's advocate in interactions with Willdan to ensure the customer obtains the best value from our services. Set appropriate customer expectations on Willdan service offerings
• Lead in the development of the team sales and marketing plans and strategies
• Lead, coach and collaborate with other business development managers and direct reports in the territory
• Maintain and enhance professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies

Requirements:

• Bachelor's degree in business, engineering, or related discipline required
• 8-10+ years of progressive field sales experience at the C-level preferred
• Excellent initiative and interpersonal communications skills required
• Demonstrated ability to influence the market at key levels
• Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment
• Ability to travel as needed, based on the requirements of the role
• Experience in Public Sector energy sales with Cities, Counties and School Districts preferred