Manager of Business Development (104.25)

Manager of Business Development

Golden State Water Company is one of the largest investor-owned water utilities in the United States. We deliver quality, reliable water to more than 1 million people in over 80 communities throughout California. Golden State Water has been in business for more than 90 years because we put customers first.

The Manager of Business Development leads business development efforts for GSWC, focusing on identifying, analyzing, developing, and negotiating water and wastewater utility customer growth opportunities. This position will develop and execute strategies, build relationships with key stakeholders, and manage new business opportunities. The incumbent in this position must be able to combine analytical skills with an ability to communicate effectively with various internal and external stakeholders.

The Manager is responsible for identifying, evaluating, and securing new business opportunities to support the Company's overall growth strategy and the California Public Utilities Commission's (CPUC's) and State Water Resources Control Board's (SWRCB's) policy goals. The position involves developing strategic relationships, expanding market presence, and working cross-functionally to ensure successful execution of new business initiatives. This role also requires leading and performing a wide variety of substantive, complex, and analytical business, regulatory and ratemaking-related tasks associated with business development activities, including but not limited to the acquisition of existing and troubled water and wastewater systems and green field developments. The Manager will track industry trends, assess competitive dynamics, and manage the business development pipeline from opportunity identification through deal execution.

Essential Duties and Responsibilities:

• Pro-actively generates and identifies leads for new business and locates new prospects by contacting potential partners or industry leaders (e.g., telephoning, meeting or attending conferences)
• Organizes meetings with relevant stakeholders, sellers, and developers to discuss new business opportunities
• Performs analyses of potential new business opportunities to assess the financial, operational, and regulatory impacts and presents recommendations to executive leadership for consideration
• Oversees the preparation of proposals for acquisitions and new developments, including coordination with internal stakeholders to gather necessary information
• Coordinates with legal counsel and internal stakeholders of successful acquisition targets to oversee due diligence efforts and to ensure draft agreements and contracts comply with Company and regulatory requirements
• Assists the Regulatory Affairs team in developing effective strategies for regulatory approval of acquisitions
• Testifies as an expert witness in support of acquisition filings with the CPUC
• Provides monthly reports to executive team summarizing status of potential opportunities and analyses of unsuccessful bids
• Creates and manages an annual business development plan
• Works effectively with executive leadership to develop long term strategic plans and relationships
• Closes new business ventures by developing and negotiating agreements, integrating the new entity, and communicating with existing business operations

Qualities of a Successful Person in This Position:

• Balance multiple project assignments
• Analyze situations accurately and take effective action
• Reason logically and creatively
• Utilize a variety of analytical and research techniques to screen potential business leads
• Demonstrate ability to manage projects, personnel and work collaboratively with internal and external stakeholders
• Maintain composure under stressful situations
• Complete assignments independently or with minimal supervision
• Work productively and effectively when faced with time pressures, disruptions, or multiple responsibilities
• Make sound decisions based on the information available
• Present key facts, points, or inferences in writing in a clear, organized, and concise format
• Possess excellent oral and written communication skills
• Read, interpret, and analyze data and present ideas and information effectively
• Write a complex report that includes facts, conclusions, and recommendations
• Read and understand technical materials
• Interpret and synthesize information across different or multiple sources
• Coordinate work assignments with other managers and executives in the Company
• Demonstrate knowledge of regulation and cost of service issues
• Understand industry tariffs and rate design
• Demonstrate ability to negotiate settlements, contracts or agreements

Minimum Position Qualifications:

• Bachelor's Degree from an accredited college or university with major coursework in accounting, mathematics, economics, business, engineering, or a related discipline required
• Minimum of ten years of verifiable work experience in business development, accounting or finance or utility regulatory analysis. Experience in mergers and acquisitions preferred
• Demonstrated knowledge and experience in researching, analyzing, and preparing statistical and analytical studies
• Strong negotiation, communication, and relationship management skills, with proven ability to secure and grow revenue opportunities
• Proven ability of completing multiple project assignments
• Utility experience in a regulatory environment strongly preferred
• Proficiency in Microsoft applications (advanced Excel skills preferred)
• Five years' supervisory experience preferred
• Must be available for significant domestic, overnight, travel
• The Manager may be eligible to work remotely, however, the incumbent must reside near a major airport due to work-related travel requirements

Other Required Skills:

• Trustworthy; strong personal integrity; emotional maturity
• Demonstrates high level of accountability and ownership
• Solid presentation skills
• Executes with discipline and urgency
• Collaborative/Team oriented
• Exhibits professionalism with internal and external contacts
• Organized with strong attention to detail and time management skills
• High degree of initiative; self-starter