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Business Development Specialist- Federal
2 months ago
TEN is an independent energy services company that provides energy projects to state, local, and federal government, K12, higher education, healthcare, and large commercial and industrial customers. We help our clients address deferred maintenance, invest in infrastructure, make their buildings more efficient and sustainable, incorporate renewable energy, decarbonize their enterprise, and make their operations more resilient.
TEN brings the latest technology, new engineering ideas, and creative financing and ownership solutions to deliver projects quickly and efficiently.
Part of the Duquesne Light Holdings, Inc. (DLH) family of companies, TEN has the capacity to deliver, finance, and guarantee all levels of projects and technology applications.
TEN is currently seeking a Senior Business Development Manager (BDM) for the Washington DC /VA/MD and Pennsylvania region to be responsible for securing contracts, cultivating customer relationships, and driving business opportunities within the Federal Government’s various agencies and sites in the mid-Atlantic region. The Senior Business Development Manager is responsible for communicating TEN’s differentiators and value proposition in support of our Federal Government customers related to our energy performance contracting business. This position will secure contracts by identifying and qualifying potential business targets and projects using a consultative approach to sell business solutions that address client’s needs while adhering to stringent Federal Government procurement practices. The Senior Business Development Manager is responsible for communicating client goals and objectives to TEN’s technical teams in order to develop potential project scopes and solutions that are aligned with client energy related objectives as well as energy performance contracting related procurement vehicles. The Senior BDM will report to TEN Senior VP of Business Development.
Location:
Remote in Washington DC/MD/VA area or Pennsylvania
Responsibilities
Qualifying, pursuing, and securing new business that aligns with TEN’s capabilities and solutions with Federal Government agencies and sites.
Develop an understanding of prospective customer’s business objectives and various business models offered by TEN to ensure we successfully offer solutions that address specific customer objectives.
Work with TEN’s technical team to identify and develop solutions that meet customer’s needs, demonstrate TEN’s value and differentiate TEN as compared to competitors and other customer alternatives for potential projects
Work with TEN’s technical team and business partners to develop contract approaches and potential strategies to support securing new business with Federal Government entities
Identify a list of potential business targets by
Developing an understanding of and ability to articulate the various federal energy performance contracting vehicles with prospective targets
Nurture relationships with valued business partners
Attending all federal trade shows and industry conferences
Requirements
Education and Experience Requirements
Bachelor’s degree in business, engineering, or a related field required
years of consultative sales experience required, preferably within energy services or building solutions markets
Working experience with federal government agencies preferred.
Working experience with energy service companies preferred.
Familiarity with state and federal legislation pertaining to procurement.
Skills
Skills and Abilities Utilized in this Role Include:
Ability to effectively present information to customers and other stakeholders
Effective and successful consultative, value-based sales, development, negotiation, and closing techniques
Excellent organizational skills with ability to manage multiple priorities and business relationships
Strong written and verbal communication/presentation skills required
Proficiency with Microsoft Word and PowerPoint
Basic understanding of business finance and accounting strongly
Scope
In addition to daily deliverables, outputs and reporting, also considers and recommends longer term best practices to improve processes based on experience. Accountable for managing one’s own time and workflow and may also lead functional project teams. Works independently, requiring guidance in only the most complex situations. Has well established capabilities, acts as a resource to less experienced staff on complex issues.
Decision Impact
Problems and issues faced are vague and require reasoning to identify root cause. Draws on significant past experience to perform role. Accountable for direct level of reasoning and decision making.
EQUAL OPPORTUNITY EMPLOYER
Duquesne Light Holdings is committed to providing equal employment opportunity to all people in all aspects of the employment relationship, without discrimination because of race, age, sex, color, religion, national origin, disability, sexual orientation and gender identity or status as a Vietnam era or special disabled veteran or any other unlawful basis, as defined by applicable law, and fostering a workplace free of unlawful discrimination and retaliation. This policy affects decisions including, but not limited to, hiring, compensation, benefits, terms and conditions of employment, opportunities for promotion, transfer, layoffs, return from a layoff, training and development, and other privileges of employment. An integral part of Duquesne Light Holdings' commitment is to comply with all applicable federal, state and local laws concerning equal employment and affirmative action.
Duquesne Light Holdings is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful.
If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at HR@duqlight.com and describe the specific accommodation requested for a disability-related limitation.
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