Sr. Federal Business Development Specialist- Energy Solutions

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

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 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.