Title:  Senior Director of Business Development

Hiring Company Overview

Tri-State Light & Energy (TSLE) is an energy efficiency consulting and implementation contracting firm with a 40-year history in customer service and energy cost saving delivery. TSLE is a Minority Based Enterprise (MBE) for multiple states and has a major focus on providing energy engineering support for decarbonization initiatives. Regionally, TSLE delivers Direct Install Programs, Engineered Solutions Programs, Energy Savings Improvement Programs, and Engineering Services for Municipal, Commercial and Industrial Clients. TSLE is consistently recognized and awarded for being a small business champion that marries innovative technology with small company personalization and service. We are growing and looking to hire dedicated, industry-qualified candidates at all experience levels to grow with our company.

Job Description

We are seeking an experienced and dynamic Director of Business Development to lead and shape the business development efforts for our utility programs and the overall company. The ideal candidate will develop and execute a comprehensive strategic business development plan to enhance awareness, drive customer acquisition, and support revenue growth. This leadership role requires a strategic thinker with strong management capabilities and a proven track record in execution. The ideal candidate will have a proven track record of aligning execution with business objectives, regulatory developments, strong communication skills, and the ability to work effectively with clients, executives, sales, and operational teams. This position is responsible for managing and coordinating the activities and operations of the business development department and staff; developing and implementing the business development strategy, sales plan, and forecasts.

Job Responsibilities

Identifies and generates new business; develops and delivers sales presentations; develops relationships and responds to Request for Proposals.

Develops customer relations including but not limited to sales leads, utility commission regulatory processes, research, cold calling, qualifying leads, developing leads, and customer service.

Maintains and develops client relations for new and larger established existing customers, assuring all existing customer are contacted regularly to ensure customer satisfaction and develop need-based marketing relations.

Develops sales documentation including but not limited to spreadsheets, correspondence, sales proposals, presentations, and internal paperwork for new customer proposals and presentations.

Develops and implements a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts.

Develops an effective sales presentation that is continually tested and used in the field.

Collaborates with sales and operations to develops and implements a plan for closing business and maintaining long-term customer relationships.

Seeks/creates opportunities to expand business with current clients; identifies further business needs and develops and presents solutions.

Grows existing accounts to full potential and generates maximum revenue on a long-term basis.

Develops, implements, and maintains procedures that enhance the efficiency of the business development team.

Attends conventions, regulatory meetings, conferences, and trade shows as needed; prepares post-event reports and analysis.

Hires, trains, supervises, motivates, and develops business development staff; manages schedules and workflow.

Assigns duties and monitors quality of work; assures staff conforms to organizational policies and procedures and government regulations.

Provides day-to-day guidance and oversight of subordinates; actively works to promote and recognize performance.

Keeps up to date on overall activities of the team, identifying problem areas and taking corrective actions.

Performs other related duties as assigned by management.

Qualifications

Bachelors Degree (BA) from four-year college or university (Master’s degree preferred).

Minimum of 3-10 years of experience in marketing, with at least 2 years in a leadership role.

Experience with RFPs, Sales Development, Business plans.

Strong ability to manage business development, personnel, and vendors to drive marketing messaging.

Awareness of regulatory trends in the utility and engineering, lighting, construction, and contracting best practices.

Experience with energy, sustainability, engineering, construction, and utility programs desired.

Ability to self-manage and prioritize multiple tasks and deliverables,

Outstanding written and verbal communication, active listening, and presentation, editing and interpersonal skills,

Strong attention to detail with excellent analytical and judgment capabilities,

Ability to effectively work independently and in a team environment with multiple concurrent deadlines.

Proficiency in Microsoft Word, Excel, PowerPoint and Outlook, Adobe Acrobat/Reader.

Professional Skills

Strong understanding of market trends, customer needs, and industry-specific best practices (e.g. Energy, engineering, lighting, construction, sustainability).

Experience in driving sales and marketing in an engineering, contracting, or professional services firm is a plus.

Required knowledge of regulatory process.

Experience as a business development manager, sales executive or a relevant role.

Sharp negotiation and networking skills.

Proven sales track record.

Proficiency in MS Office and CRM software (e.g. HubSpot).

Market knowledge.

Communication and negotiation skills.

Ability to build rapport.

Time management and planning skills.

Attention to detail.

Ability to review filings to provide recommendations to the executive team and then drive solutions.

Being open to feedback and continuous improvement.

Creative thinker with a strategic mindset and strong analytical skills.

Ability to thrive in a fast-paced, dynamic environment.

Provide clarity in complex problems, facilitate decision-making, and guide marketing investments.

Strong customer service capability focusing on proactively identifying customer needs and managing customer expectations.

Self-starter who can work within a team environment to drive results.

Exceptional organizational, time-management, and planning skills.

Physical Demands of the Job

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully.

While performing the duties of this job, the employee is occasionally required to stand; sit, walk, climb, balance, stoop, kneel, crouch or crawl; use hands to finger, grasp, or feel objects; reach with hands and arms; push or pull; talk and hear; use repetitive motions.

The employee is frequently required to lift and/or move up to 20 pounds and occasionally lift and/or move up to 25 pounds.

The employee must have visual acuity to perform activities such as preparing and analyzing data and figures, transcribing, viewing a computer terminal, and extensive reading and visual inspections of marketing materials.

Work Environment

While performing the duties of this job, the employee is subject to the following work environment:

The employee is subject to both inside environmental conditions.

Diversity

TSLE is an equal-opportunity employer committed to diversity and inclusion in the workplace. TSLE prohibits discrimination and harassment of any kind based on age, race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, age, marital status, gender, gender identity or expression, veteran status, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. TSLE makes hiring decisions based solely on qualifications, merit, and business needs at the time. Please read our EEO Policy for more information.

TSLE is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. TSLE is a drug-free workplace

Screening

TSLE makes offers of employment contingent upon (1) successful completion of a routine background investigation and reference check, (2) drug testing, and (3) Act 34 Child Abuse clearance.

Benefits

Medical, vision, and dental insurance. 

401(k) with company match.

Company-provided life insurance.

Health Savings Account (HSA) 

Education reimbursement program with management approval.

Annual paid time off.

Observance of 7 Federal Holidays.

Work Schedule

Monday through Friday, 8:00 a.m. to 5:00 p.m.

40-hour work week.

Occasional weekends.

On-call requirement.

Some travel required, as needed.

Employee Acknowledgement

This job description is not intended to be all-inclusive. This position may be assigned to perform other related duties to meet the organization's ongoing needs.

I have read and understand this explanation and job description.

Employee Name:         

Employee Signature:                                                  Date: