Note: The job is a remote job and is open to candidates in USA. Willdan hires a Business Development Manager to drive growth in data center, telecom, and cable industries through executive-level client relationships and consultative sales of energy, engineering, and sustainability solutions. The role manages the full business development lifecycle and partners with internal teams to deliver tailored client solutions and expand long-term customer relationships.
Responsibilities
- Develop and execute strategic business development plans to expand market share by identifying and engaging new mission-critical accounts, generate qualified opportunities, and achieve assigned revenue and growth objectives
- Cultivate and maintain long-term relationships with executive-level decision-makers, facility owners, public agencies, and strategic partners by understanding their business objectives, operational challenges, financial priorities, and sustainability goals
- Lead consultative sales engagements by identifying client needs, developing solution strategies, and communicating the value of Willdan's energy, engineering, design-build, and optimization contracting solutions
- Manage the complete sales lifecycle, including prospecting, qualification, opportunity development, proposal strategy, presentations, negotiations, and contract execution
- Collaborate with engineering, project management, finance, legal, marketing, and operations teams to develop competitive technical and commercial proposals that maximize customer value and business success
- Coordinate internal project development resources throughout the pursuit process to ensure efficient use of technical expertise and successful delivery of client solutions
- Maintain an accurate and active sales pipeline by utilizing business development tools to forecast revenue, document customer interactions, monitor opportunity progress, and support strategic decision-making
- Analyze market trends, competitive activity, procurement opportunities, and industry developments to identify emerging business opportunities and strengthen mission-critical go-to-market strategies
- Serve as the client's advocate by fostering collaboration across internal teams, managing customer expectations, and promoting exceptional service throughout the business development process
- Mentor and support less experienced business development professionals by sharing best practices, providing guidance during pursuit development, and promoting a collaborative, high-performing sales culture
Skills
- Bachelor's degree in business, engineering, or related discipline required
- 8-10 years of progressively responsible experience in consultative business development, strategic sales, account management, or related client-facing roles in mission critical types of environments with a proven history of successful projects
- 5+ years of business development specifically in the mission-critical industries including data centers, telecom, and cable company environments focusing on HVAC, controls, and energy conservation-based solutions
- Applicable understanding and application of key metrics such as PUE, equipment efficiency calculations/analysis, heat load to cooling load analysis, areas to optimize economization energy use, airflow measures impacting hotspots, and items such as IT rack density analysis along with practical experience associated with automations controls systems
- Demonstrated success developing new business opportunities, managing complex sales pursuits, and consistently achieving revenue objectives
- Excellent interpersonal, presentation, negotiation, and written communication skills with the ability to effectively influence diverse stakeholders
- Demonstrated ability to collaborate across multidisciplinary teams while balancing customer expectations, technical requirements, and business priorities
- Proven ability to manage multiple complex pursuits simultaneously while maintaining a high level of organization, professionalism, and customer service
- Business development experience with corporate data center customers is also preferred
- Experience within the energy (including utility incentive programs), engineering, construction, infrastructure, facilities, sustainability, or professional services industries preferred
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