Sr. Director - Business Development - Utility Program Services

Sr. Director - Business Development Utility Programs & Services

US Remote either in Eastern or Central Time Zone

Ready to make a difference?

ICF’s Utility Programs & Services Division develops solutions and strategies to lead utilities through the clean energy transformation.

We are seeking a proven business development leader with deep experience in the utility industry to join our team and drive growth in new markets, with new clients, and in emerging clean energy transition areas.

This position sits in our Group Business Development organization and serves as a strategic leader and partner to ICF’s Utility Programs & Services Division.

The ideal candidate has more than a decade of experience in the utility industry. The Senior Director-Business Development will partner with senior leaders in the organization to develop and execute growth strategies and solutions for the clean energy transition.

The ideal candidate possesses a proven track record in business development; understands the utility market and the challenges and complexities rising from the energy transition;

and has the proven ability to build and lead a high-performing team.

Why you will love working here :

• Quality of life : Flexible workplace arrangements, work-life balance
• Investment of the community : Donation matching, volunteer opportunities
• Investment in you : Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan
• And many, many more

What you will be doing :

Leadership and Team Development

• Continue to drive the team's adoption of an insight-led and customer-centered sales methodology by championing its benefits, promoting best practices, and supporting the development of tailored strategies to meet client needs
• Drive continuous improvement in business development maturity and sophistication across the entire organization through strategic leadership, process improvement, and special projects
• Analyze and connect insights of utility, state, and federal goals to inform strategic vision
• Partner with internal teams to facilitate design thinking workshops and collaborative sessions to co-create strategic regional and offering-specific growth goals with Divisional leadership
• Hire, train, and mentor a cross-functional business development team comprising client engagement, regulatory, enablement, and programs and strategy.
• Foster a collaborative and high-performance team culture focused on consistently delivering value
• Collaborate with divisional leadership to develop and implement annual growth strategies and sales plans
• Share best practices across teams to enhance efficiency and effectiveness
• Partner with Corporate Marketing and divisional staff to ensure adequate coverage of national and regional conferences;

develop and execute ICF-led workshops with utility clients and prospects.

Client Engagement and BD Programs

• Proactively meet with key clients and prospects to assess needs and share best practices and thought leadership. Expect 25% - 50% travel to visit client sites and teams.
• Ensure the success of strategic business development programs such as our utility advisory council and account management program, among others
• Build and maintain strong relationships with key clients and prospects
• Inform and guide pursuit strategies that focus on delivering unique insights and value to clients
• Attend and speak at conferences and / or ICF-hosted utility events

Training and Coaching

• Provide ongoing coaching and mentorship to team members to ensure continuous improvement of processes and programs
• In partnership with the broader business development team, corporate Learning & Development, and division operation, develop and deliver training programs to enhance the skills of seller / doer staff and business development teams.
• Coach executives and account leads in preparation for client presentations and meetings

Reporting & Sales Analytics

• Prepare reports on key business development metrics and present monthly on status of business development for our utility programs and services
• Analyze market trends, sales metrics, and competitive landscape to inform strategic decisions

What we need you to have (minimum qualifications) :

• Bachelor’s degree in business, policy, sustainability, or a related field (or applicants can substitute one year of related experience for one year of education)
• 10+ years of experience in business development, utility consulting, implementation of utility decarbonization programs, or a combination of 2 of these areas
• 5+ years of experience leading and developing teams
• Demonstrated success pursuing and winning deals over $10M in total contract value

What we would like you to have :

• Demonstrated leadership managing a business development team responsible for more than $100M in combined annual contract value sales.
• Strong understanding of utility, state, and federal decarbonization goals and challenges.
• Excellent client relationship management and interpersonal skills.
• Exceptional communication and presentation skills, with the ability to convey value propositions and take an insight-driven approach to sales.
• Proven ability to tell a compelling story that aligns with client needs and organizational goals.

ER-22

BusinessDevelopment