DescriptionInframark is seeking a dynamic and driven Vice President of Business Development to lead the expansion of our Operation & Maintenance (O&M) business unit. In this role, you will be responsible for providing overall business development leadership for your assigned territory, while working closely with internal and external stakeholders to develop comprehensive contract services solutions for government and utility owned facilities.
Inframark is the largest American-owned provider of water and wastewater utility services, with over $500 million in annual revenue and 2,500+ employees. We offer a breadth of services and expertise across Automation & Intelligence, Community Management, and Municipal Utility Districts. The O&M business unit manages water and wastewater utilities, collection and distribution systems, public works departments, natural gas distribution, and other services for over 100 municipal, industrial, and military clients nationwide.
As a member of our team, you will leverage your industry expertise to achieve growth by expanding our brand, building customer relationships, and assisting O&M leadership in maximizing the operating performance of the company. We will ask you to use your business acumen and strategic mindset to lead our team to success with innovative solutions. We will also ask you to collaborate across the company to offer our clients unique solutions and contribute to a growth mindset within the business development team.
The successful candidate will be able to:- Lead the project development life cycle: from prospecting leads and developing opportunities to creating and presenting dynamic proposals and closing deals.
- Develop a targeted market plan, which should include strategies for competitive take aways and development of municipalities who have never outsourced before
- Create detailed maps of the decision making process and all decision maker/influencers for all targets
- Position Inframark as the best partner for the potential client
- Convert the target to a client through client-mandated process (RFP, RFQ, Open Bid)
- Own the process from beginning to end and marshal our internal resources to a successful outcome.
- Improve margins, close rates and contract lengths by being a trusted advisor for the client and participate with them in defining the specifications for all proposals.
- Meet or exceed territory revenue quotas at standard gross margins or better
- Identify prospective projects through current customer relationships, networking, cold calling and market research
- Understand and leverage market trends affecting the O&M business and keep company management informed of business conditions which may affect assigned product or markets
- Proactively seek out solutions to prospective customer problems using the vast internal network of experts
- Work with legal, finance, safety, compliance, operations and human resources to ensure we are targeting and selling the right work for our employees, clients and shareholders
- Lead the strategic aspects of proposal development and directly write the executive summary of every proposal, RFQ or RFP (Graphic Designer and Copywriter will support)
- Maintain an active pipeline by regularly updating progress in our CRM system
- Work with marketing and promotion, including advertising, review media, conferences, specials sales, and subsidiary rights
- Attend pre-bids and site meetings
- Present proposals professionally and creatively to ensure the best result
- Assist in project start-ups to ensure all key elements of the proposal are met and work with operations counterparts to ensure customers are completely satisfied with our services and personnel
- Maintain and expands relationships with customers and prospects to include all key stakeholders, decision makers and influencers
- Identify prospective projects through current customer relationships, networking, cold calling and market research
- Complete bid forms, bond requests, contract checklists, etc. including expediting appropriate corporate signatures
- Assist in evaluation of lost projects to increase contract wins
- Understands and adheres to all company health and safety procedures as they relate to essential job functions
Experience and Qualifications: - BA/BS Degree in Business Management, Marketing, Environmental Sciences or Civil Engineering. MBA preferred.
- Ten (10) or more years of business development experience; previous experience working in a large environmental or O&M firm is beneficial
- Professional Engineer (P.E.), a plus
- History of success selling in the municipal market through city staff and council
- Working understanding of water and wastewater infrastructure
- Prior experience negotiating and contracting with the US Armed Forces, NASA, and other Federal Civilian agencies.
- Established relationships with a diverse cross-section of public & private sector leaders.
- Excellent oral and technical written communications, self-motivation, team-oriented work practices, and strong technical problem-solving skills
- Analytical skillset with the ability to develop pricing proposals and support compliance with sales budgets.
- Experience personally engaging in key pursuits including the development of strategy, pricing, and managing the team.
Requires overnight travel approximately 30% of the time.
We offer a competitive salary, benefits package, and opportunities for career growth and development. Join our team today and help us shape the environmental infrastructure for municipal, private, and federal clients.
Inframark is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.