Jobs

Business Development Manager - Utilities Industry

  • Minority Executive Search
  • Sep 14, 2018
Full time Business Development

Job Description

Location: May sit anywhere in the West in California, Nevada, Colorado, Washington, UT. Must be close to the airport. CA and WA may be more costlySalary: 125K to 140K Plus Bonus

Our client is hiring for a Substation Technical Solutions Business Development Manager (BDM) for the Western US Region. This position is responsible for building on existing customer relationships as well as expanding our services to new customers in the assigned geographic region.

You’ll work as part of our Power Grids Grid Integration organization, which serves utility, industrial, and renewable energy and other customers with products and services to help transport electricity efficiently and reliably, maintain power quality, and control and manage electrical networks.

Typical BDM duties include but are not limited to the following:

  • Develop and close sales opportunities in the following areas:
  • Substation Construction Project Services (substation upgrades, retrofits, additions)
  • Substation Engineering Services (engineering-only, engineering & procurement) including complete design services and full line of related studies
  • Mobile Substations (complete substations, partial substations, specialty units)
  • Substation Security & Resiliency (solution development, engineering, turnkey project services)
  • Interface with other company groups to identify potential service opportunities and lead the effort to bid and secure targeted projects
  • Support and leverage company US Front End Sales organization to meet business unit objectives
  • Lead development of business unit sales and marketing strategy for Substation Technical Solutions with focus on existing lines of service as well as new service offerings to complement company’s substation business
  • Contribute to marketing activities including development of marketing materials, customer and channel communication, as well as trade show and conference activities
  • Support management with key data and insights on market dynamics, target opportunity status, and key tactics being employed to effectively capture service opportunities
  • Identify key customers and lead strategy to increase awareness of Substation Technical Solutions offerings and potential value to the customer
  • Directly build new customer relationships and expand existing ones resulting in well diversified orders profile for both utility and non-utility customers with a healthy pipeline of future opportunities
  • Work closely with Tender Managers and extended proposal team to conduct risk review process and ensure submitted tenders and final contracts reflect the approved risk review by management
  • Meet or exceed quarterly and annual orders and orders gross margin targets for Power Grids Substation Technical Solutions business in both the utility and non-utility market segments

Basic qualifications:

  • Bachelor’s degree –AND-
  • Minimum of eight (8) years of demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service business _OR_
  • Master’s degree –AND-Minimum of six (6) years of demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service business _OR_
  • Ideally this role could be filled at a more senior level role should the candidate meet the following:
  • Bachelor’s degree –AND-Minimum of twelve (12) years of demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service business _OR_
  • Master’s degree –AND- Minimum of ten (10) years of demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service business.

Preferred Qualifications:

  • Bachelor’s degree or Master’s degree in Electrical Engineering
  • Experience with High and Medium Voltage Substation Construction and/or Substation Maintenance
  • Knowledge of High Voltage Gas Insulated Switchgear (GIS), High Voltage Air Insulated Switchgear (AIS) and High Voltage Power Transformers
  • Experience with design and deployment of mobile or skid mounted substations
  • Experience negotiating substation tenders or related service contracts
  • Working knowledge of commercial and legal terms and conditions
  • Demonstrated ability to build and cultivate relationships
  • Professional with excellent written and verbal communications skills; Comfortable making presentations both internally and externally
  • Process oriented individual with strong analytical skills; Ability to comprehend a complex process and execute it effectively
  • Strong external focus; Ability to understand customer trends and tendencies and translate them into business requirements
  • Demonstrated ability to manage multiple priorities concurrently and successfully
  • Self-motivated and self-directed; ability to perform with minor supervision
  • Experience utilizing SalesForce.com
  • Candidates should have authorization that permits them to work in the USA (i.e. US citizen or equivalent work visa)

Additional Information:

50% travel - visiting customers, leading bid efforts. Will work from home or from a local ABB office

May sit anywhere in the West in California, Nevada, Colorado, Washington, UT. Must be close to the airport. CA and WA may be more costly

Market - Utility 

Opportunity markets:  Industrial, Large Commercial (steel, mining, Oil & Gas)

Substation Service: 1 engineering services 2 Brownfield project work - upgrade, retro fit, addition to existing substation 3 mobile substation (utility and mining market) emergency backup

Sales Cycle - 3 to 5 week window to bid

$1M to $5M - Brownfield project

$100k - $1M - Engineering services

$1M - $3M - mobile substation

Not equipment services

Career Path - small growing team. Could grow into segment leads. Team is still relatively new. Can grow to take on larger role within Service. Can move within Substation to larger projects and BUs or take the technical path

In person interview in Raleigh with Scott and multiple members of the team

Training and Onboarding - Come to Raleigh for a few weeks to learn products and company bidding process. Introduce to FES team. Set up with mentor



Please answer the questions listed below and email them back to me with your updated resume to eral@minorityexecsearch.com Referrals are welcome! 
1. What is your current base salary?

2.  Do you have
 (8) years of demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service?
3. Do you have High and Medium Voltage Substation Construction and/or Substation Maintenance experience?
4. Do you have demonstrated sales and/or proposal management and/or project management experience in the Transmission and Distribution Substation market as part of an engineering, project or service business?