Business Development Manager

Walker-Miller Energy Services - Collinsville, IL

Full-time - Mid Level

Collinsville, IL

Professional, Scientific, and Technical Services

About the position

The Business Development Manager at Walker-Miller Energy Services will play a crucial role in driving the company's growth over the next 3-5 years. This position is focused on building, qualifying, and managing a robust pipeline of opportunities that will position Walker-Miller for significant expansion in the utility and energy sectors. The ideal candidate will be a proactive leader with a proven track record in prospecting and pipeline development, specifically targeting utility clients. They will work closely with the RFP team, which includes proposal managers, writers, subject matter experts (SMEs), and other business development professionals, to ensure that Walker-Miller is well-prepared for upcoming Requests for Proposals (RFPs). The role requires a deep understanding of the energy efficiency landscape and the ability to develop and implement strategic business objectives and relationship activities. The Business Development Manager will be responsible for managing the regional pipeline, qualifying new business opportunities, and maintaining relationships with potential clients as outlined in the strategic plan. This includes making direct contact with leads and influencers, coordinating business development activities, and managing the CRM system to track progress and results. The position also involves participating in industry associations and conferences to promote Walker-Miller's profile and identify strategic collaborations with firms offering complementary services. In the first month, the new hire is expected to communicate the value of Walker-Miller's solutions, develop a CRM tool for tracking business development metrics, and build relationships with key partners. Within the first six months, the goal is to develop a qualified pipeline of at least $50 million and lead multiple pursuits through the entire sales lifecycle. Over the first 12-18 months, the expectation is to achieve sales of over $20 million while contributing to strategy development and business planning activities.

Responsibilities

• Embrace and operate within the core values of Walker-Miller Energy Services.
• Develop and implement business objectives and relationship activities.
• Develop formal client strategies and plans.
• Manage the pipeline for the region and associated offices.
• Review details and qualify the scope of new business opportunities.
• Contact and develop relationships with potential clients as identified in the strategic plan.
• Make direct contact with leads, prospects, and influencers, coordinating business development activities.
• Manage and maintain the CRM system.
• Solicit qualified bid and proposal opportunities based on a targeted plan.
• Seek client and location development as outlined by the annual target client list.
• Maintain records of all target client business development activity.
• Participate in client entertainment activities as required.
• Promote Walker-Miller's profile by participating in relevant industry associations and conferences.
• Identify and help develop strategic collaborations with firms offering complementary services.

Requirements

• B.S. or B.A. required in business or a related field.
• 5+ years of prior business development and capture management experience, preferably in the utility or energy sectors.
• Demonstrated track record of leading multiple pursuits and winning new business with total contract values above $10M+ annually.
• 3+ years of experience following a structured and disciplined capture process and mature capture methodologies.
• Experience working in the Utility or Energy sectors (Clean Energy, Energy Efficiency, DER, Electrification, Wind, and/or Oil and Gas).
• Experience with Salesforce and proposal management.
• Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills.
• Demonstrated high business acumen and project management skills.
• Strong organizational skills, initiative, and commitment to high-quality work.
• Ability to apply critical thinking and properly analyze and qualify opportunities.