Director, Business Development

The Efficiency Network, Inc. (TEN)is an independent energy-focused design/build contractor that provides building infrastructure upgrades and energy projects to state, local, and federal government, K-12 education, higher education, healthcare, and large commercial and industrial customers. We help our clients address deferred maintenance, invest in infrastructure, improve the efficiency and sustainability of their buildings, and make their operations more resilient.

TEN applies state of the art technology, engineering, construction and project management concepts and practices, along with creative financing and ownership solutions, to deliver projects quickly and efficiently.

TEN is part of the Duquesne Light Holdings, Inc. family of companies.

Location: Hybrid in Pittsburgh, PA

Summary:

Reporting to TEN's Senior Vice President, Business Development, the Director, Business Development (DBD) is responsible for supporting TEN's Business Development Managers (BDMs), overseeing and providing coaching and support for TEN's sales activities and work product, collaborating with project development and engineering teams on solution strategy, and collaborating with finance to help develop sales plans to align with TEN's business growth goals. The DBD will support the execution of TEN's business and sales plans by helping BDMs maintain sales pipelines and sales activity necessary to meet TEN's quarterly sales targets.

The principal duties of the Director, Business Development are to: participate in client meetings and provide direct coaching to BDMs; foster strategic tactical selling across the BDM team; grow client, business partner, and vendor relationships; align activities to company processes and business strategies; and collaborate on sales and revenue plans. The Director, Business Development, plays a key role in ensuring that TEN meets annual sales plan targets, and achieves annual revenue plans.

This position requires an entrepreneurial spirit; diversity of sales and marketing expertise; strong written, verbal, and interpersonal communication skills; and excellent customer care skills.

Responsibilities:

• Co-lead BDM activities in alignment with TEN's business plan, culture, and processes;
• Partner in the creation of TEN's sales plan, BDM quota's and performance targets, and support BDM performance assessments and reviews
• Collaborate with the opportunity sales lead to create tactical strategies, and oversee pursuit activities to increase TEN's likelihood of selection;
• Maintain the right cultural and ethical behaviors, approaches, and disciplines for BDMs including TEN's sales process and selling approach;
• Contribute to customer meetings and interviews, and cultivate customer relationships in collaboration with BDMs;
• Drive awareness of TEN's brand and complete range of offerings across the marketplace;
• Identify, engage, develop and maintain strategic partnerships with channel partners;
• Coach and mentor BDMs using TEN's standardized sales processes;
• Partner on the accuracy of CRM pipeline data;
• Co-lead the communication of sales activity to TEN leadership team and to TEN Board;
• Identify new growth areas;
• Support QA/QC of BDM work products; Ensure BDM proposals and presentations align with TEN's standards as first level reviewer;
• Work closely with Proposal and Marketing team to create high quality and impactful deliverables
• Liaise with customer staff and contractors on behalf of the company to ensure that the customer's concerns are being addressed;
• Perform other duties as required;
• Travel, as required (valid driver's license at all times).

Education and Experience Required:

• Bachelor's degree in business or (preferred) engineering
• 10+ years of business development and/or sales experience; 3+ years of prior management experience
• Experience selling in the public-sector to include formal procurement solicitations
• Exposure to business theory, processes, management, budgeting, finance
• Experience coaching or mentoring desired
• Experience selling complex contracted services for existing buildings desired

Skills/Abilities:

• An entrepreneurial spirit;
• Strong customer-focus with well-developed customer relations skills;

• Strong coaching and mentoring skills;
• An ability to think strategically and tactically;
• Ability to present the company professionally;
• Excellent written and oral communication skills;
• Excellent interpersonal skills;
• Strong tactical skills;
• Self-motivated and directed, with ability to organize multiple priorities;
• Keen attention to detail;
• Confidence and ability to work under pressure;
• Ability to write and edit proposals, presentations, marketing materials;
• Ability to function and motivate in a team-oriented, collaborative environment

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.