Business Development Manager - Power Management Division Full-TimeExemptThe Business Development Manager for IPS is responsible for identifying, evaluating, and recommendingprospective new work within the Power Management market areas including strategic marketdevelopment and penetration. Develops and coordinates strategy and directs the preparation ofproposals and presentations to win new business opportunities. Coordinates with functionaldepartments in formulating strategy and leads proposal preparation and negotiations with customers toensure the IPS Power Management business unit objectives are met. Establishes and maintainscustomer relationships and strategic teaming partner relationships.
Principal Responsibilities:- Formulates strategies to approach and develop targets and market segmentswhile developing action plans based upon those strategies.* Directs departmental efforts and activities in maintaining and improving relationships withcustomers and building relations with prospective customers. Assists other managementpersonnel or are responsible for:o Building and maintaining relationships with appropriate middle and seniormanagement executives in customer organizations and strategic teaming partners.o Keeping informed of customers' present and future plans for growth, projects, andprogrammatic and technical requirements.o Demonstrating through the use of personal knowledge, supplemented by other IPSpersonnel, how IPS can help meet the customers' requirements and expectations.* Directs and actively participates in planning the business development/capture strategy forspecific prospects. Keeps aware of the business development activity and strategy ofcompetitors, including their pricing trends and approaches. Follows up on jobs won and lostto determine the reasons why IPS was or was not selected.* Supervises the preparation and coordination of proposals, including developing andmanaging proposal win plans and budgets.* Develops teaming and pricing strategies and leads proposal and pricing reviews withfunctional and senior managers.* Apprises functional management on an as-needed basis of prospect status; coordinatesproposal and prospect staffing needs; and initiates follow through and obtains managementapproval at appropriate level per legal instructions and corporate policies.* Supports development of strategy and leads proposal presentations and fee negotiationswith customers.* Supports the preparation and ensures corporate approval of contracts for awardedprojects/studies.* Oversees the conduct of research of current and possible future strategicmarkets. Recommends new services and new industry markets that the company shouldactively pursue.* Keeps informed of business relationships between IPS managers and key executives incustomer and prospective customer organizations and sees that these are utilized in overallbusiness 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 teamingpartners; 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 tocustomers and management.* Experience in management, supervision, and personnel administration functions, includingselection and training of personnel.* Responsible for developing prospects with customers. Related experience and demonstratedperformance 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 anddrug screen.
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