Business Development Manager - EPC/EC

Business Development Manager - Power Management Division

Full-Time

Exempt

The Business Development Manager for IPS is responsible for identifying, evaluating, and recommending

prospective new work within the Power Management market areas including strategic market

development and penetration. Develops and coordinates strategy and directs the preparation of

proposals and presentations to win new business opportunities. Coordinates with functional

departments in formulating strategy and leads proposal preparation and negotiations with customers to

ensure the IPS Power Management business unit objectives are met. Establishes and maintains

customer relationships and strategic teaming partner relationships.

Principal Responsibilities:

• Formulates strategies to approach and develop targets and market segments

while developing action plans based upon those strategies.

• Directs departmental efforts and activities in maintaining and improving relationships with

customers and building relations with prospective customers. Assists other management

personnel or are responsible for:

o Building and maintaining relationships with appropriate middle and senior

management executives in customer organizations and strategic teaming partners.

o Keeping informed of customers' present and future plans for growth, projects, and

programmatic and technical requirements.

o Demonstrating through the use of personal knowledge, supplemented by other IPS

personnel, how IPS can help meet the customers' requirements and expectations.

• Directs and actively participates in planning the business development/capture strategy for

specific prospects. Keeps aware of the business development activity and strategy of

competitors, including their pricing trends and approaches. Follows up on jobs won and lost

to determine the reasons why IPS was or was not selected.

• Supervises the preparation and coordination of proposals, including developing and

managing proposal win plans and budgets.

• Develops teaming and pricing strategies and leads proposal and pricing reviews with

functional and senior managers.

• Apprises functional management on an as-needed basis of prospect status; coordinates

proposal and prospect staffing needs; and initiates follow through and obtains management

approval at appropriate level per legal instructions and corporate policies.

• Supports development of strategy and leads proposal presentations and fee negotiations

with customers.

• Supports the preparation and ensures corporate approval of contracts for awarded

projects/studies.

• Oversees the conduct of research of current and possible future strategic

markets. Recommends new services and new industry markets that the company should

actively pursue.

• Keeps informed of business relationships between IPS managers and key executives in

customer and prospective customer organizations and sees that these are utilized in overall

business development efforts.

• Maintains an active presence in the industry.

Minimum Qualifications:

• Bachelor's Degree and at least 15 years of relevant work experience in the Power

Management industry. At least 8 years of direct Power Management sales experience.

• Knowledge of the commercial Power Management markets; competitors; potential teaming

partners; customer key buying factors; specific pricing strategies; trends; and work scope.

• Technical knowledge of issues and initiatives at customer sites.
• Knowledge of and experience in company operations.
• Knowledge of company capabilities and services to other customers.
• Knowledge of current industry technology.
• Demonstrated ability to plan and organize resources.
• Knowledge of corporate policies and directives related to proposal and contract formulation.
• Skill in oral and written communication with demonstrated ability in making presentations to

customers and management.

• Experience in management, supervision, and personnel administration functions, including

selection and training of personnel.

• Responsible for developing prospects with customers. Related experience and demonstrated

performance required.

• Strong self-starter and able to work autonomously with a soft-structured team
• Self-motivated with discipline to work on the road from their home office
• Consultive sales approach
• Flexible, resilient, and adaptive
• Authentic individual with impeccable integrity

Preferred Qualifications:

• Advanced degree preferred.

IPS is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex,

national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

Any offer of employment is contingent upon the successful completion of a background investigation and

drug screen.

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