Sr. Director - Business Development - Utility Program Services at ICF
Arlington Heights, IL 60005
About the Job
Sr
Director - Business Development – Utility Programs & Services** US Remote either in Eastern or Central Time Zone **Ready to make a difference?ICF’s Utility Programs & Services Division develops solutions and strategies to lead utilities through the clean energy transformation
We are seeking a proven business development leader with deep experience in the utility industry to join our team and drive growth in new markets, with new clients, and in emerging clean energy transition areas
This position sits in our Group Business Development organization and serves as a strategic leader and partner to ICF’s Utility Programs & Services Division.The ideal candidate has more than a decade of experience in the utility industry
The Senior Director- Business Development will partner with senior leaders in the organization to develop and execute growth strategies and solutions for the clean energy transition
The ideal candidate possesses a proven track record in business development; understands the utility market and the challenges and complexities rising from the energy transition; and has the proven ability to build and lead a high-performing team.Why you will love working here:Quality of life: Flexible workplace arrangements, work-life balanceInvestment of the community: Donation matching, volunteer opportunitiesInvestment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase PlanAnd many, many more (Ask your recruiter for more details!)What you will be doing:Leadership and Team Development Continue to drive the team's adoption of an insight-led and customer-centered sales methodology by championing its benefits, promoting best practices, and supporting the development of tailored strategies to meet client needsDrive continuous improvement in business development maturity and sophistication across the entire organization through strategic leadership, process improvement, and special projectsAnalyze and connect insights of utility, state, and federal goals to inform strategic visionPartner with internal teams to facilitate design thinking workshops and collaborative sessions to co-create strategic regional and offering-specific growth goals with Divisional leadership Hire, train, and mentor a cross-functional business development team comprising client engagement, regulatory, enablement, and programs and strategy
Foster a collaborative and high-performance team culture focused on consistently delivering valueCollaborate with divisional leadership to develop and implement annual growth strategies and sales plans Share best practices across teams to enhance efficiency and effectivenessPartner with Corporate Marketing and divisional staff to ensure adequate coverage of national and regional conferences; develop and execute ICF-led workshops with utility clients and prospects.Client Engagement and BD ProgramsProactively meet with key clients and prospects to assess needs and share best practices and thought leadership
Expect 25% - 50% travel to visit client sites and teams
Ensure the success of strategic business development programs such as our utility advisory council and account management program, among othersBuild and maintain strong relationships with key clients and prospectsInform and guide pursuit strategies that focus on delivering unique insights and value to clients Attend and speak at conferences and/or ICF-hosted utility eventsTraining and CoachingProvide ongoing coaching and mentorship to team members to ensure continuous improvement of processes and programsIn partnership with the broader business development team, corporate Learning & Development, and division operation, develop and deliver training programs to enhance the skills of seller/doer staff and business development teams
Coach executives and account leads in preparation for client presentations and meetings Reporting & Sales AnalyticsPrepare reports on key business development metrics and present monthly on status of business development for our utility programs and servicesAnalyze market trends, sales metrics, and competitive landscape to inform strategic decisionsWhat we need you to have (minimum qualifications): Bachelor’s degree in business, policy, sustainability, or a related field (or applicants can substitute one year of related experience for one year of education)10+ years of experience in business development, utility consulting, implementation of utility decarbonization programs, or a combination of 2 of these areas5+ years of experience leading and developing teamsDemonstrated success pursuing and winning deals over $10M in total contract valueWhat we would like you to have:Demonstrated leadership managing a business development team responsible for more than $100M in combined annual contract value sales.Strong understanding of utility, state, and federal decarbonization goals and challenges.Excellent client relationship management and interpersonal skills.Exceptional communication and presentation skills, with the ability to convey value propositions and take an insight-driven approach to sales.Proven ability to tell a compelling story that aligns with client needs and organizational goals.#ER-22#BusinessDevelopmentWorking at ICFICF is a global advisory and technology services provider, but we’re not your typical consultants
We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive
We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status
Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals
For more information, please read our EEO & AA policy.Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process
To request an accommodation please email
All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations
Read more here: Requesting an Accommodation for the ICF interview process.Read more about workplace discrimination rights, the Pay Transparency Statement, or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position
The pay range for this position based on full-time employment is:$181,204.00 - $308,046.00Nationwide Remote Office (US99)SummaryLocation: Reston, VA; New York, NY; Atlanta, GA; Chicago, ILType: Full time
Director - Business Development – Utility Programs & Services** US Remote either in Eastern or Central Time Zone **Ready to make a difference?ICF’s Utility Programs & Services Division develops solutions and strategies to lead utilities through the clean energy transformation
We are seeking a proven business development leader with deep experience in the utility industry to join our team and drive growth in new markets, with new clients, and in emerging clean energy transition areas
This position sits in our Group Business Development organization and serves as a strategic leader and partner to ICF’s Utility Programs & Services Division.The ideal candidate has more than a decade of experience in the utility industry
The Senior Director- Business Development will partner with senior leaders in the organization to develop and execute growth strategies and solutions for the clean energy transition
The ideal candidate possesses a proven track record in business development; understands the utility market and the challenges and complexities rising from the energy transition; and has the proven ability to build and lead a high-performing team.Why you will love working here:Quality of life: Flexible workplace arrangements, work-life balanceInvestment of the community: Donation matching, volunteer opportunitiesInvestment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase PlanAnd many, many more (Ask your recruiter for more details!)What you will be doing:Leadership and Team Development Continue to drive the team's adoption of an insight-led and customer-centered sales methodology by championing its benefits, promoting best practices, and supporting the development of tailored strategies to meet client needsDrive continuous improvement in business development maturity and sophistication across the entire organization through strategic leadership, process improvement, and special projectsAnalyze and connect insights of utility, state, and federal goals to inform strategic visionPartner with internal teams to facilitate design thinking workshops and collaborative sessions to co-create strategic regional and offering-specific growth goals with Divisional leadership Hire, train, and mentor a cross-functional business development team comprising client engagement, regulatory, enablement, and programs and strategy
Foster a collaborative and high-performance team culture focused on consistently delivering valueCollaborate with divisional leadership to develop and implement annual growth strategies and sales plans Share best practices across teams to enhance efficiency and effectivenessPartner with Corporate Marketing and divisional staff to ensure adequate coverage of national and regional conferences; develop and execute ICF-led workshops with utility clients and prospects.Client Engagement and BD ProgramsProactively meet with key clients and prospects to assess needs and share best practices and thought leadership
Expect 25% - 50% travel to visit client sites and teams
Ensure the success of strategic business development programs such as our utility advisory council and account management program, among othersBuild and maintain strong relationships with key clients and prospectsInform and guide pursuit strategies that focus on delivering unique insights and value to clients Attend and speak at conferences and/or ICF-hosted utility eventsTraining and CoachingProvide ongoing coaching and mentorship to team members to ensure continuous improvement of processes and programsIn partnership with the broader business development team, corporate Learning & Development, and division operation, develop and deliver training programs to enhance the skills of seller/doer staff and business development teams
Coach executives and account leads in preparation for client presentations and meetings Reporting & Sales AnalyticsPrepare reports on key business development metrics and present monthly on status of business development for our utility programs and servicesAnalyze market trends, sales metrics, and competitive landscape to inform strategic decisionsWhat we need you to have (minimum qualifications): Bachelor’s degree in business, policy, sustainability, or a related field (or applicants can substitute one year of related experience for one year of education)10+ years of experience in business development, utility consulting, implementation of utility decarbonization programs, or a combination of 2 of these areas5+ years of experience leading and developing teamsDemonstrated success pursuing and winning deals over $10M in total contract valueWhat we would like you to have:Demonstrated leadership managing a business development team responsible for more than $100M in combined annual contract value sales.Strong understanding of utility, state, and federal decarbonization goals and challenges.Excellent client relationship management and interpersonal skills.Exceptional communication and presentation skills, with the ability to convey value propositions and take an insight-driven approach to sales.Proven ability to tell a compelling story that aligns with client needs and organizational goals.#ER-22#BusinessDevelopmentWorking at ICFICF is a global advisory and technology services provider, but we’re not your typical consultants
We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive
We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status
Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals
For more information, please read our EEO & AA policy.Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process
To request an accommodation please email
Candidateaccommodation@icf.com
and we will be happy to assistAll information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations
Read more here: Requesting an Accommodation for the ICF interview process.Read more about workplace discrimination rights, the Pay Transparency Statement, or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position
The pay range for this position based on full-time employment is:$181,204.00 - $308,046.00Nationwide Remote Office (US99)SummaryLocation: Reston, VA; New York, NY; Atlanta, GA; Chicago, ILType: Full time
