Senior Business Development Manager- Remote

ICF’s utility practice is poised for significant growth over the coming years. From electric infrastructure upgrades to supporting grid resilience and modernization, to energy efficiency and electrification of buildings and vehicles, ICF’s utility clients are at the center of a fundamental shift in the energy industry. We are looking for an energetic, passionate, and driven Business Development (BD) Manager to position ICF to help utilities across North America solve some of the biggest challenges facing the “future of energy,” with a particular focus on grid engineering.

As a BD Manager, you will be expected to develop and nurture client relationships, and build, qualify, and manage a pipeline of opportunities that will position ICF for significant growth over the next two years. 

What you will be doing:

In the first month, you will be expected to:

• Be able to communicate the value and components of ICF’s core solution set for utilities

• Learn and demonstrate understanding of ICF’s capture and business development processes

• Develop relationships with key business partners across ICF’s utility-focused businesses and within the business development team

• Develop relationships with functional partners across ICF, including in Contracts and Legal, and learn ICF’s processes for engaging with those functions

• With the support of the delivery and business development teams, document master service agreement rebid dates, competitor analysis/incumbents, programs and initiatives, and other information useful to identifying upcoming opportunities

• In partnership with business leadership team, create a targeted pipeline of utilities and list of utility contacts, by solution, and begin qualifying leads

• In partnership with the business leadership team, collaborate to create a list of expansion opportunities for ICF’s existing utility clients

In the first six months, you will be expected to:

• Act as the primary relationship manager for target accounts

• Actively lead a minimum of 5 pursuits through the entire lifecycle of the sale, from deal qualification, to discovery, through proposal creation, client presentation, and negotiations

• Develop win strategies and plans for target accounts; identify and document critical activities for each pursuit

• Participate in activities such as pipeline reviews, forecasting, gate reviews, and proposal reviews

• Source teaming partners and negotiate teaming agreements and work share among partners

• Participate in business planning activities to include regular pipeline and gate reviews, as well as proposal reviews; diligently maintain CRM notes and reports/updates on opportunities

Within the first year, you will be expected to:

• Actively engage in and contribute to relevant strategy development and business planning

• Work in coordination with ICF’s marketing team to develop thought leadership, targeted campaigns, social media activity

• In coordination with delivery teams, accurately price ICF solutions to achieve profitability and revenue metrics

• Create business plans and business models, value propositions, and win strategies to increase ICF’s solution offerings into new markets or with new utility divisions

• Plan and attend industry conferences to grow the network and message of the ICF Grid Engineering and Analytics group

• Generate $3M in sales, and $15M in qualified pipeline for new accounts with targets growing after year 1.

• Maintain active social media presence on LinkedIn to promote ICF to utility clients

Minimum Requirements:

The right person for this role will bring all or a majority of the following qualifications and experience:

• B.S. in engineering (preferably electrical or computer engineering), business, or a related field.

• 8+ years of prior business development and capture management experience in the utility or energy sectors and who can demonstrate market and domain knowledge

Preferred Qualifications:

• Record of leading multiple pursuits and winning new business with total annual contract values above $5M

• Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills

• Ability to gain support and establish working relationships with program/project managers, technical leads, SMEs, peers, and all levels of internal staff

• Firm understanding of a disciplined capture process; strong organizational skills, initiative, and commitment to high-quality work

• Ability to apply critical thinking and properly analyze and qualify opportunities, including sound recommendations for go/no-go decisions

• A professional demeanor and positive attitude, even while working in a fast-paced environment and with an integrated business development team

Working at ICF

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email Candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more here: Requesting an Accommodation for the ICF interview process.

Read more about workplace discrimination rights, the Pay Transparency Statement, or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is: