TEN is an independent energy services company that provides energy projects to government, K12, higher education, healthcare, and large commercial customers. We help our clients make their buildings more efficient, make their cities smarter, and make their operations more resilient.
TEN brings the latest technology, new engineering ideas, and creative 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 region to be responsible for securing contracts, cultivating customer relationships, and driving business opportunities. The Senior Business Development Manager is responsible for communicating TEN’s differentiators and value proposition into the market in support of our Public Sector, Higher Education, Healthcare and Commercial & Industrial customer segments related to our energy efficiency solutions 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. The Senior Business Development Manager is responsible for communicating client goals and objectives to TEN’s technical teams to develop potential project scopes and solutions that are aligned with client objectives. The Senior BDM will not have any vertical market or product restrictions and will report to TEN Senior VP of Business Development.
Location: Remote in Washington DC/MD/VA area
Responsibilities
- Qualifying, pursuing, and securing new business with assigned local and municipal targets that align with TEN’s capabilities and solutions sets in the Washington DC/MD/VA area.
- Develop an understanding of prospective customer’s business objectives to ensure we successfully offer solutions that align with their 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
- Identify a list of potential business targets by
- Direct selling in target vertical markets
- Leveraging suppliers, contractors and manufacturers' representative relationships and business intelligence
- Working with regional engineering firms to identify possible opportunities to showcase TEN’s value
- Attending and working trade shows and industry conferences
- Understand or develop a thorough knowledge of various business models offered by TEN in order to identify the most suitable approach to address specific customer objectives
Qualifications
- Bachelor’s degree in business, engineering, or a related field
- Ten or more (10+) years of consultative sales experience, preferably within construction or energy services or building solutions markets
- Familiarity with state and federal legislation pertaining to procurement
- 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 ones own time and work flow 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 analysis of multiple sources of information for solution. 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.
