Business Development Director - Utility Energy Programs

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Job description

Job Description

Job Overview:

APTIM currently has an opening for an experienced utility energy programs Business Development Director. The Business Development Director position is responsible for business development and growth efforts for our award-winning Energy Efficiency (EE) Business Line including Demand Side Management (DSM), Smart Energy solutions and Grid Modernization/Resiliency. The successful candidate will bring a track record of sales relationship management and execution related to utility programs in energy program management, demand response and emerging technologies, as well as other sectors/areas of interest to the company.

The successful candidate will manage effective capture strategies for targeted opportunities and be able to close new work and increase our national footprint. Experience and proven track record in selling these services and an established client and industry reputation is a must. Excellent written and oral communication skills are required. Other duties may be assigned.

This role will involve direct engagement with utilities (regulated and non-regulated), municipalities, cooperatives, government agencies, and cross-selling established APTIM customers across the enterprise.

Key Responsibilities:

• Develops and maintains long-lasting and meaningful relationships with utility leadership and demand side management staff. Builds rapport and trust with clients offering solutions to complex problems.


• Builds strategic relationships with industry teaming partners; collaborating to expand existing work and win new opportunities


• Supports DSM marketing, sales of large projects/programs, teaming partnerships and client engagement activities to implement business development initiatives.


• Monitors market conditions, innovations and trends, and competitors' performance, pricing and sales strategies to maximize competitive stance


• Leads and/or supports capture teams in pursuit planning; development of win themes; and preparation of compelling proposals, presentations, and marketing materials.


• Conducts opportunity and client research


• Leads company capabilities presentations with customers; attends technical seminars and industry events including regional and national trade shows to expand market penetration of APTIM's services


• Assists National Business Development Director and Operations Lead with developing client relationships


• Participates in industry and client organizations (partners and competitors) as a strategic part of client development


• Works with Marketing Manager in the development of collateral pieces and client submittals, as needed


• Works with Operations and Project staff to enhance the company's client relationships across Operations and Project staffing levels


• Maintains client contacts and opportunities in the Salesforce and SharePoint systems


• Tracks goals and produces internal reports, as needed


• Develops client relationships through face to face meetings


• Establishes familiarity with a variety of APTIM concepts, practices, and procedures.

• Excellent written and oral communication skills, experience with client engagement and coordination.


• Performs a variety of complicated tasks. May lead and direct the work of others.


• A wide degree of creativity and latitude is expected.


• Travels as necessary to perform duties, up to 50% when travel resumes


• Anticipates and interprets customer needs to identify solutions


• Interprets business issues and adapts work priorities in own area


• Manages budget for own area and allocates resources accordingly

Basic Qualifications:

• Bachelor's degree from an accredited four-year college or university.


• 7-10 years' program/project management experience related to energy program management, implementation or administrative oversight, smart energy solutions, emerging technology and grid modernization


• Vaccination against the COVID-19 virus is required for this position. APTIM will consider requests for exemption due to a qualifying medical condition or sincerely held religious belief or practice.


• Fluently understanding of DSM programs, Distributed Energy Resources, and other efficiency solutions or emerging trends in the utility industry


• Working knowledge of the policy and regulatory influences on energy efficiency and utility programming


• Must be a self-starter, organized and have an ability to prioritize workload in a fast-paced environment.


• Proficient in Salesforce Microsoft Office software.


• Experience in the design, development and implementation of energy efficiency programs.


• Tangible and documented project management experience.

Desired/Preferred Qualifications:

• CEM, certification and/or the desire/ability to obtain, PMP


• Proven experience developing and maintaining relationships with key decision makers at utilities


• 5+ years' experience in the energy efficiency industry preferred.

Other Details:

Company Overview:

APTIM is a global leading professional services company specializing in engineering, program management, environmental services, disaster recovery, complex asset operation and maintenance, and construction services. Serving Federal, State Local, Industrial, Commercial, and Energy Power clients, we are your partner and relentless advocate.

Alternate Locations

- 1AG - 420 Exchange Suite 150 - Irvine - CA, - 1AP - 4120 Port Chicago Highway - Concord - CA, - 1DG - 777 NE Martin Luther King Jr Blvd - Portland - OR, - 1EQ - 2901 N Interstate Hwy 35 Ste 1 301 - Austin - TX, - DEN - th Street - Denver - CO