Business Development Executive - Energy & Utilities

West Monroe is looking for a Business Development Executive to join our growing Energy & Utilities (E&U) team to focus on generating new business in the Northeast and Mid-Atlantic United States. Specifically, you will be responsible for initiating and converting strategy, management, technology, and digital consulting opportunities into contracted engagements in the investor-owned and municipal electric, gas, and water utility industry. You will be focused on identifying and closing engagements aligned to industry trends such as the Energy Transition, Digital Utility, Decarbonization, Grid Modernization, Utility IT/OT, DER Integration, Cybersecurity, Customer Engagement & Affordability, Electrification, Regulatory, and others. You will provide support to practice leaders nationally, as well as the regional leadership and delivery team, on a variety of business development initiatives. This is a key role for a sales and account management professionals who have strong relevant relationships with utility executives and who is looking to advance their business development career with a fast-growing company. We offer highly competitive compensation (including uncapped commissions) and benefits packages.

What will you be doing?

Relationship and Account Management

• Identify and prioritize relationship building and pursuit planning and execution with regional and practice leads.
• Leverage your personal network (and the networks of colleagues) within the energy & utilities industry, focused on investor-owned utilities, to secure, coordinate, and deliver executive-level meetings to generate new business at target accounts.
• Incorporate horizontal expertise and teams into E&U pursuits, including process improvement, program/change management, technology enablement, data & analytics, business process outsourcing, workforce optimization, strategic sourcing, etc.
• Integrate into our priority accounts where needed: develop a working knowledge of the organization and its key players, and work with our account leadership teams to drive business in new buying centers.
• Research both new and existing accounts and prospects, establish new contacts, and conduct introductory and follow-up meetings
• Map and segment the national marketplace, then drive the execution of plans to secure new business.
• Support engagement teams with proposal development, contracting, and account administration activities, including timely and proactive resolution of issues
• Attend industry and alliance conferences in the U.S. to introduce West Monroe to new prospects, understand the latest industry trends and how West Monroe uniquely addresses them, and strengthen existing relationships.
• Mentor staff in growing business development skills and build a strong internal network to support sales pursuits.

Sales Performance

• Leverage sales experience in achieving $3-5M+ in annual sales and building/maintaining a 2-3X pipeline.
• Domain knowledge and understanding in several utility operations business functions: distribution/transmission operations, IT/OT, customer service, field operations, supply chain, asset management, cybersecurity, artificial intelligence, regulatory/federal affairs.
• Familiarity with selling in the enterprise consulting/professional services business model: RFPs, SOWs, pricing, pursuit strategy, competitive analysis, cross-practice collaboration.
• Articulate West Monroe’s value proposition in the market and source net-new opportunities at new and existing clients. Develop compelling pitches that convert leads into new business.
• Assist/drive in the influencing and collaborative development of RFP responses for large investor-owned utilities. Interface with utility procurement teams through the RFP process from beginning to end.
• Bring a “Hunter Mentality” approach to field sales from prospecting to close with an individual contributor mindset, while bringing along individuals with the right experience & expertise.
• Work with West Monroe Marketing to develop new client case studies/project summaries and execute marketing campaigns. Leverage campaigns to follow up with new prospects and existing accounts for opportunity identification, qualification, and follow up.
• Help ideate and create new offerings and capabilities and offer insights for thought leadership and research initiatives that can be taken to market.
• Lead and/or collaborate on key account planning, and execute those plans for account growth.

We need someone who can bring the following to the table:

• Demonstrable knowledge and articulation of Energy & Utilities industry issues/trends, and a compelling message on how West Monroe differentiates itself in this marketplace – focusing on strategy, management, IT, and digital transformation.
• Strong contribution to proposal/RFP development, pricing models, SOW’s, and fostering the legal/procurement process.
• Strong business contacts in the Energy & Utilities industry (primarily  in the Northeast and Mid-Atlantic).
• Demonstrated experience in exceeding $3-5M+ in annual sales of consulting services
• Create/edit and present market-facing collateral for client/prospect discussions, briefings, presentations, etc.
• Experience using CRM (i.e., Salesforce) to organize, prioritize and execute outreach and manage pipelines on a daily basis.
• Ability to travel often and as necessary with short notice.
• Able to work independently and as a team player in coordinating and driving sales processes/methodologies.
• Outstanding verbal and written communication skills (including public speaking skills).
• Strong interpersonal skills.
• Assertive self-starter/motivator who can also coordinate collaborative pursuit strategies.
• Effective time and attention management and organization skills.
• Membership and participation in industry/business/community associations.

Seattle or Washington, D.C. 191300 - 225000 USD
Los Angeles 191300 - 225000 USD
New York City or San Francisco 191300 - 225000 USD
A location not listed above 170000 - 200000 USD