Business Development Manager - Utility or Energy Sector - Remote

About the Role

Key Responsibilities

• Communicate the value and components of ICF's core solution set for utilities.
• Learn and demonstrate understanding of ICF's capture and business development processes.
• Develop relationships with key business partners across the Utility Programs and Services division and within the business development team.
• Create a targeted pipeline of utilities and list of utility contacts, by solution, and begin qualifying leads.
• Collaborate to create a list of expansion opportunities with key utility clients.
• Develop a qualified pipeline of at least $50M within the first 6 months.
• Lead a minimum of 5 pursuits concurrently, managing the entire sales lifecycle from qualification to negotiations.
• Develop win strategies and document critical activities for pursuits.
• Participate in pipeline reviews, forecasting, gate reviews, proposal reviews, etc.
• Serve as red team reviewer for at least three competitive proposals.
• Source teaming partners and negotiate teaming agreements and work share among partners.
• Achieve sales of $20M+ within 12-18 months.
• Contribute to strategy development and business planning.
• Coordinate with marketing to develop thought leadership, campaigns, and social media activity.
• Maintain CRM notes and reports on opportunities.
• Accurately price solutions to meet profitability and revenue goals.
• Create business plans, value propositions, and win strategies to expand into new markets or utility divisions.
• Leverage strategic input from partners and leadership to develop winning tactics.

Requirements

• 5+ years of prior business development and capture management experience, preferably in the utility or energy sectors.
• 3+ years of experience following a structured capture process and mature methodologies.
• Proven track record of leading multiple pursuits and winning contracts above $10M annually.
• Excellent written and verbal communication skills.
• Strong interpersonal, facilitation, and negotiation skills.
• High business acumen and project management focus.
• Ability to analyze and qualify opportunities with sound recommendations.
• Willingness to travel to client sites, offices, and conferences as required.

Nice to Have

• Experience working in the Utility or Energy sectors (Clean Energy, Energy Efficiency, DER, Electrification, Wind, Oil and Gas).
• Bachelor's degree.
• Professional certification in capture and proposal management such as CPCM, APMP, or Shipley.
• Experience with outreach.io, demandbase, or introhive.

Qualifications

• Bachelor's degree (preferred).
• 5+ years of business development experience.
• 3+ years of capture management experience.

Benefits & Perks

• Competitive pay range: $107,936.00 - $183,491.00.
• Work remotely nationwide within the US.