Business Development Manager (Energy, Mechanical Construction, (1823) Dallas, Texas

We are currently seeking a Business Development Manager to join the team as a member of our growing Energy Services division in Dallas.

This person will be responsible for:

Business Development

  • Develop and execute a sales plan for identifying appropriate project opportunities in all applicable service offerings with new and existing clients
  • Manage the project development and sales process from opportunity targeting through booking and transition to operations
  • Leverage relationship management and needs-based selling skills to provide clients with a consultative sales process
  • Respond to Requests for Proposals, Request for Qualifications and other requests to engage clients
  • Create vertical market development plans; make recommendations regarding actions, including cooperative selling efforts with Energy & Facility Solutions, Majors, Electric, Service, and other McKinstry service offerings company wide
  • Create and manage internal sales processes:  lead generation, sales, proposal creation and customer services delivery
  • Build and maintain relationships with industry leaders, associations and organizations in regional or vertical market
  • Build and own “go to market” strategy, which includes SWOT analysis, competitive analysis, and vertical market and horizontal offering strategies

Team Management

  • Perform managerial functions including hiring, coaching, and separations
  • Direct team to ensure successful achievement of business goals
  • Manage one or more Account Executives
  • Coach and develop members of the team and conduct performance reviews
  • Act as steward of McKinstry culture; communicate and influence policies and procedures
  • Work with peers in other business units to share best practices and knowledge

Business Management

  • Maintain sales forecast models
  • Create and control budgets
  • Analyze and deliver accurate and timely financial results
  • Monitor and manage key business metrics
  • Report identified potential business risk elements and participate in mitigation efforts
  • Contribute to development of strategic and tactical business plans
  • Create and implement continuous improvement process
  • Create and deliver processes, standards, and communication vehicles to increase efficiency and decrease risk

Client Relations

  • Leverage relationship management and needs-based selling skills to provide clients with a consultative sales process
  • Provide customer service support to the customer with regard to energy efficiency project financing and contracting issues
  • Be the client’s single point of accountability for specific aspects of a project
  • Utilize McKinstry design Customer Relationship Management processes and tools

Energy Services

  • Develop and implement a plan for identifying Energy Services project opportunities
  • Promote Energy Services capabilities to other McKinstry business units
  • Promote Energy Services to external industry and market groups
  • Negotiate Energy Service projects with owners, purchasing managers and consultants

Job Specific Knowledge

  • Advanced knowledge of Microsoft Office Suite - Word, Excel, Outlook and Visio required; working knowledge of SharePoint preferred.
  • Knowledge of building infrastructure mechanical and electrical system.
  • Knowledge of Energy Services Performance Contracting, and Design, Build, Operate and Maintain process.

EDUCATION and EXPERIENCE

  • Equivalent of four (4) years college level training in business, engineering, construction, management, or business administration. 
  • Equivalent of five (5) years of financial solution/consultative sales experience including previous leadership, sales, and marketing with an Energy Services Performance Contract (ESCO) organization, with responsibilities for identifying leads, closing sales and providing oversight to a project implementation team. 

WORKING CONDITIONS

  • Ability and willingness to travel regionally.
  • Provide personal transportation for meetings and job visits away from the office; reimbursed.



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