Business Development Manager - Utility Programs and Services

We are looking for a Business Development (BD) Manager to join our Utility Programs and Services Division (UPS) and help us grow our business in the utility sector. ICF's utility practice is poised for significant growth over the next five years. ICF's utility clients are at the center of a fundamental shift in the energy industry including decarbonization of energy generation, grid modernization, energy efficiency and electrification. We are looking for an energetic, passionate, and driven BD Manager to help utilities across North America solve some of the biggest challenges facing the future of energy.

As a BD Manager, you will be expected to build, qualify, and manage a pipeline of opportunities that will position ICF for significant growth over the next two years. Learn more about our Energy sector industry here. Energy Management Solutions and Strategy Consulting | ICF

ICF is a mission-driven company filled with people who care deeply about improving the lives of others and making the world a better place. We seek candidates who are passionate about building a culture that encourages, embraces, and hires dimensions of difference.

This position is a US based remote position.

What you will be doing:

Month 1 Expectations:

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 the Utility Programs and Services division and within the business development team.
In partnership with the delivery team, create a targeted pipeline of utilities and list of utility contacts, by solution, and begin qualifying leads.
In partnership with the delivery team, collaborate to create a list of expansion opportunities with key utility clients.

First 6 months expectations:

Develop a qualified pipeline of at least $50M.
Actively lead a minimum of 5 pursuits, concurrently. The expectation is that the person in this role will lead the entire lifecycle of the sale, from deal qualification, to discovery, through proposal creation, client presentation, and negotiations.
Develop win strategies and identify and document critical activities for the pursuit.
Participate in activities such as pipeline reviews, forecasting, gate reviews, proposal reviews, etc.
Serve as red team reviewer for at least three competitive proposals, across solution sets.
Source teaming partners and negotiate teaming agreements and work share among partners.
Develop relationships with key business development leaders across ICF's four operating groups and within our corporate center of excellence.

First 12-18-months expectations:

Achieve Sales of $20M+.
Actively engage in and contribute to relevant strategy development and business planning.
Work in coordination with marketing team to develop thought leadership, targeted campaigns, social media activity.
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.
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.
Leverage strategic input from critical partners, including executive leadership, Enterprise Account Leaders, and operating group business leadership and synthesize inputs and direction into winning tactics and actions.

Required Qualifications and Experience:

5+ years of prior business development and capture management experience. Preference given to candidates with experience in the utility or energy sectors and who can demonstrate market and domain knowledge.
Demonstrated track record of leading multiple pursuits and winning new business with total contract values above $10M+ annually.
3+ years of experience following a structured and disciplined Capture process and mature capture methodologies, processes and artifacts.

Preferred skills/experience:

Experience working in the Utility or Energy sectors (Clean Energy, Energy Efficiency, DER, Electrification, Wind, and/or Oil and Gas.
Bachelor's degree.
Professional certification in capture and proposal management such as CPCM, APMP, or Shipley.
Experience with outreach.io, demandbase or introhive.

Professional skills:

Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills.
Demonstrated high business acumen, project management skills/focus, advocacy skills to drive the win, with the ability to manage by influence.
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.
Excellent interpersonal skills and ability to gain support and establish working relationships with program/project managers, technical leads, SMEs, peers, and all levels of internal staff.
Willingness to travel to client sites, ICF offices and conferences as required.

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Working at ICF

ICF is a global advisory and technology services provider, but we're not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

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 icfcareercenter@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 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 is:
$105,353.00 - $179,101.00

Illinois Remote Office (IL99)

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