Business Development Manager

Job content

Ameresco, Inc. (NYSE:AMRC) is a leading cleantech integrator and renewable energy asset developer, owner and operator. Our comprehensive portfolio includes energy efficiency, infrastructure upgrades, asset sustainability and renewable energy solutions delivered to clients throughout North America and Europe. Our solutions range from upgrades to facility’s energy infrastructure to the development, construction and operation of renewable energy plants combined with tailored financial solutions. We foster an entrepreneurial, collaborative, and forward-thinking culture that thrives with innovation, diversity of thought, and inclusion. We are excited with all that the future holds for our industry, planet, and communities.

Role and Scope

The Electrical BDM’s role is to improve Ameresco’s market position and achieve financial growth primarily in the Electrical/ICP sector. Define long-term organisational strategic goals, build key customer relationships, identify business opportunities, support negotiations to close business deals and maintain extensive knowledge of current market conditions. The BDM will work in a senior sales position within the company and work with the internal team, marketing staff and other managers to increase sales opportunities and thereby maximise revenue for Ameresco. To achieve this, the BDM will need to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future. The BDM will also help manage existing clients and ensure they stay satisfied and positive by calling on clients, making presentations on solutions and services that meet or predict clients’ future needs.

The primary role of the BDM is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. The BDM must then plan persuasive approaches and pitches that will convince potential clients to do business with the company. The BDM must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. The BDM is also required to grow and retain existing accounts by presenting new solutions and services to clients. The BDM must work with mid and senior level management marketing and technical staff and may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop a pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

The BDM will be responsible for specific duties as follows:

New Business Development

• Prospect for potential new clients and turn this into increased business.
• Cold call as appropriate to ensure a robust pipeline of opportunities
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organisation
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approach and pitch.
• Work with team to develop proposals that speak to the client’s needs, concerns and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasising agreements and working through difference to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.
• Present and image that mirrors that of the client.
  
  

Client Retention

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.
  
  

Business Development Planning

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
  
  

Management and Research

• Submit monthly progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the company’s CRM system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Understand the company’s goal and purpose so that business development activities enhance the company’s performance.
  
  

Other Skills And Qualifications

• Strong commercial awareness
• Networking
• Persuasion
• Prospecting
• Public speaking
• Research
• Writing
• Closing skills
• Motivation for sales
• Sales Planning
• Identification of customer needs and challenges
• Market knowledge
• Meeting sales goals
• Professionalism
• CRM (Salesforce)
• Microsoft office
  
  

General Duties

• To update the company work monitoring systems with accurate details
• Assist in improving operations, decrease turnaround times, streamline work processes, and work cooperatively and jointly to provide quality seamless customer service
• General office duties
  
  

All Applicants must have the legal right to work in the UK

An award-winning industry leader, AMERESCO challenges the brightest, most talented and creative individuals in the industry by providing an environment that embraces initiative, diversity, and achievement along with comprehensive rewards, including company pension and incentive plans.