Business Development Manager

VEIC is a sustainable energy company on a mission to generate the energy solutions the world needs. For over 30 years VEIC has been working with governments, utilities, foundations, and businesses across North America to develop and deploy clean energy services that provide immediate and lasting change. With expertise in energy efficiency, building decarbonization, transportation electrification, and new approaches for a clean and flexible grid, VEIC brings innovative solutions to the market. VEIC is nationally recognized for developing pilots and programs that optimize energy use, reduce energy burdens for low-income customers, and advance new technologies. In addition to our full-service consulting business, VEIC administers three large-scale sustainable energy programs: Efficiency Vermont, Efficiency Smart, and the DC Sustainable Energy Utility (DCSEU).

The Business Development Manager develops and implements business development, sales strategies and activities that achieves revenue, GHG reduction, and equity goals.  This includes (1) Leading the identification and capture of new clients for VEIC services and products; (2) Leading the development and nurturing of relationships with both new and existing clients; (3) Contributing in the development of proposals and responses to bids that meet clients’ needs and result in award to VEIC.   

We are committed to building a work community that is inclusive and represents a vibrant diversity of background, experience, perspective, and thought. Climate change impacts all of us; however, we are impacted differently based on our identities and experiences. We all deserve a place at the table to make decisions about our collective future – we hope you’ll consider joining us as we work towards our vision for a healthy planet, thriving people, and energy justice.

Candidates across all markers of identity (age, race, gender, ability, communication style, etc.) are highly encouraged to apply.

• Manages all stages of the sales cycle including:
  • Identification of new leads and new clients which results in a development of a robust sales pipeline to achieve current and future year targets.
  • Conducts initial review and vetting of incoming RFP’s and solicitations to determine whether to move forward with proposal development.
  • Contributes and co-leads the proposal development process with the Proposal Manager, including running pursuits through the established go/no go process and is key to the proposal win strategy.
  • Maintaining relationships with past and current clients.
  • Identify teaming partners and find mutually beneficial project opportunities to pursue.  Maintain ongoing relationships with partners to ensure VEIC is seen as a partner of choice.
  • Leading or supporting negotiations from the point of announcement of selection for an award to execution of a signed contract,
  • Monitoring client satisfaction during execution of the work; and identifying (when appropriate) the next level of service to offer the client once each previous project is completed.
• Collaborates closely with Marketing, Subject Matter Experts, and other Business Development team members to develop a strong understanding of VEIC’s service and product offerings and to ensure business development and sales activities are aligned with VEIC’s Strategic Plan, Business Area plans, and Business Development priorities.
• Develops a detailed understanding of a prospective client’s needs, a vision of success, and a strategy to win the business and create a long-term relationship including developing compelling value propositions to executives, directors, and key decision makers.
• Develops strategic relationships and networks that advance business development opportunities in targeted states or business areas.
• Contribute to very large and high-profile projects, and / or projects with complex client relationships and / or political regulatory landscapes.
• Attends conferences to generate new leads through tradeshow participation, networking, and business development activities at the conference.
• Informs and may lead continuous improvement processes to assure that systems deliver high quality results that can be used to achieve VEIC mission, vision and goals.
• Utilizes VEIC’s CRM system as a tool for tracking all leads and opportunities.
• Other duties as assigned.

Knowledge and Experience:

• Strong personal commitment to the mission, vision, goals, and values of VEIC.
• Bachelor degree and a minimum of five years’ experience with business development and sales activities, including at least five years’ experience in energy efficiency and/or renewable energy programs – or a similar combination of education and experience from which comparable knowledge and skills were acquired.
• Excellent written and oral communication skills with proven presentation and negotiation skills.
• Demonstrated ability to successfully identify, shape, and win new business in the energy and transportation sector.
• Demonstrated knowledge of, and contacts within, the clean energy field.  Relationships with key federal clients also desired.
• Ability to develop relationships and work successfully with a diversity of clients including federal and state energy staff, utility personnel, teaming partners, trade allies, other program implementers, policy makers, and regulators.
• Strong strategic thinking skills, with some demonstrated experience in effective application of those skills to high level work assignments.
• Proven ability to be organized, detail oriented, accurate, and able to handle multiple tasks and competing priorities.

Working Conditions:

Internal – Office work is normally performed in either a home office or in VEIC’s climate-controlled office environment, where exposure to conditions of extreme heat/cold, poor ventilation, fumes and gases is very limited. Noise level is moderate and includes sounds of normal office equipment (computers, telephones, etc.).  No known environmental hazards are encountered in normal performance of office job duties. Depending on territory assignment, a remote work arrangement may be required or optional.

External – Less than 10% travel required.

Physical Demands:

Work involves standing and walking for brief periods of time, but most duties are performed from a seated position. There is potential for eyestrain from reading detailed materials and computer screen. Deadlines, workloads during peak periods and changing priorities may cause increased stress levels. Work may include occasional pushing, pulling, or carrying objects weighing of approximately 40 pounds such as files, documents, and some equipment. Work normally requires finger dexterity and eye-hand coordination to operate computer keyboards at a moderate skill level. Repetitive motion injuries may occur. Company will provide adaptive devices as needed.