71 applicants

Company

ICF · 10 hours ago

Senior Business Development Manager- Remote

Reston, VA

Full-time

Remote

Senior Level, Lead/Staff

$124K/yr - $210K/yr

8+ years exp

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Responsibilities

Be able to 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 ICF’s utility-focused businesses and within the business development team

Develop relationships with functional partners across ICF, including in Contracts and Legal, and learn ICF’s processes for engaging with those functions

With the support of the delivery and business development teams, document master service agreement rebid dates, competitor analysis/incumbents, programs and initiatives, and other information useful to identifying upcoming opportunities

In partnership with business leadership team, create a targeted pipeline of utilities and list of utility contacts, by solution, and begin qualifying leads

In partnership with the business leadership team, collaborate to create a list of expansion opportunities for ICF’s existing utility clients

Act as the primary relationship manager for target accounts

Actively lead a minimum of 5 pursuits through the entire lifecycle of the sale, from deal qualification, to discovery, through proposal creation, client presentation, and negotiations

Develop win strategies and plans for target accounts; identify and document critical activities for each pursuit

Participate in activities such as pipeline reviews, forecasting, gate reviews, and proposal reviews

Source teaming partners and negotiate teaming agreements and work share among partners

Participate in business planning activities to include regular pipeline and gate reviews, as well as proposal reviews; diligently maintain CRM notes and reports/updates on opportunities

Actively engage in and contribute to relevant strategy development and business planning

Work in coordination with ICF’s marketing team to develop thought leadership, targeted campaigns, social media activity

In coordination with delivery teams, accurately price ICF solutions to achieve profitability and revenue metrics

Create business plans and business models, value propositions, and win strategies to increase ICF’s solution offerings into new markets or with new utility divisions

Plan and attend industry conferences to grow the network and message of the ICF Grid Engineering and Analytics group

Generate $3M in sales, and $15M in qualified pipeline for new accounts with targets growing after year 1.

Maintain active social media presence on LinkedIn to promote ICF to utility clients

Qualification

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Business DevelopmentCapture ManagementUtility Sector KnowledgeClient Relationship ManagementProposal CreationSocial Media PresenceElectrical EngineeringBusiness Planning

Required

B.S. in engineering (preferably electrical or computer engineering), business, or a related field.

8+ years of prior business development and capture management experience in the utility or energy sectors and who can demonstrate market and domain knowledge

Preferred

Record of leading multiple pursuits and winning new business with total annual contract values above $5M

Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills

Ability to gain support and establish working relationships with program/project managers, technical leads, SMEs, peers, and all levels of internal staff

Firm understanding of a disciplined capture process; strong organizational skills, initiative, and commitment to high-quality work

Ability to apply critical thinking and properly analyze and qualify opportunities, including sound recommendations for go/no-go decisions

A professional demeanor and positive attitude, even while working in a fast-paced environment and with an integrated business development team