Vice President, Business Development (B2B2C)

Who We Are


Oncourse Home Solutions, also operated as American Water Resources, is a trusted home protection provider helping homeowners across the country protect what matters most. We are a $500 million organization backed by private equity firm Apax Partners, serving 2 million customers across 43 states. We partner with 25+ utilities and municipalities (and growing!) to provide customized solutions tailored to any community - delivering real value where people live. We help homeowners protect the essential systems that keep their homes running - from HVAC, appliances, and electrical to water, sewer, gas lines, and more - so they can avoid the stress and financial impact of unexpected repairs. Our work helps homeowners stay safe, comfortable, and confident in their homes every day.


At Oncourse, our people are what makes that possible. We call ourselves SUPERs - Successful, United, Progressive, Empathetic, and Reliable - because that's how we show up for our customers and for each other. We invest in our employees through competitive benefits, an inclusive culture, and employee-led resource groups that strengthen connection, community, and belonging across the company.


As an equal opportunity employer, our employment decisions are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, ancestry, marital status, parental status, mental or physical disability, military or veteran status, or any other basis protected by federal, state, or local law. Oncourse Home Solutions is committed to recruiting and retaining talented applicants and to providing all employees with a workplace free from discrimination and/or harassment.


Position Summary:

We are seeking a Vice President - Business Development to build on existing momentum and scale enterprise growth across Utility, Municipal, and other verticals. This executive will be responsible for driving enterprise revenue through long-term B2B2C partnerships, leading high-impact deals from initial engagement through contract execution and launch, while leading a team of Business Development Directors and an emerging SMB sales function against defined sales targets. This role combines ownership of the most strategic opportunities with leadership of a high-performing team. The VP will play a critical role in shaping deal strategy, accelerating pipeline, and improving win rates across the organization. Reporting to the SVP, Business Development & Partnerships, the VP will operate with urgency in a Private Equity-backed environment while successfully navigating the longer, procurement-driven sales cycles typical of utilities and municipalities. This role requires both strategic thinking and hands-on leadership across complex, multi-stakeholder deals.


This role can be based in our Naperville, IL headquarters or remotely within the Midwest/Central U.S.

Naperville-based employees follow a hybrid in-office model (Tuesday-Thursday onsite). Remote employees are expected to travel regularly to our Naperville headquarters for leadership meetings, cross-functional collaboration, and key business initiatives. All candidates should expect up to 50% travel.

Responsibilities include but are not limited to:

• Enterprise Revenue Growth: Lead the development and closure of multi-year Utility and Municipal partnerships across electric, gas, water/wastewater, city, and emerging verticals. Drive revenue through B2B2C programs.
• Strategic Deal Leadership: Own the most complex and high-value opportunities, guiding deals from initial engagement through RFP response, negotiation, and contract execution. Provide direction and support across team-led deals as needed.
• Pipeline & Forecast Discipline: Build and maintain a high-quality pipeline across both enterprise and SMB segments. Ensure strong pipeline hygiene, accurate forecasting, and clear reporting to executive leadership and Board-level stakeholders.
• Deal Oversight & Coaching: Review, shape, and support team deals to improve win rates, deal structure, and cycle time. Step into critical opportunities as needed to drive outcomes.
• Vertical Market Strategy & Consultative Selling: Develop and execute targeted strategies tailored to regulated industries, aligning solutions with partner priorities such as customer satisfaction, regulatory compliance, affordability, and infrastructure reliability.
• Value Proposition Development: Translate market and partner insights into compelling B2B2C offerings that drive adoption, revenue, and long-term partnership value.
• Cross-Functional Internal Collaboration: Partner closely with Product, Finance, Legal, Marketing, Operations, and Customer Care to ensure solutions are executable, scalable, and aligned with partner commitments.
• Team Leadership & Performance Management: Lead, coach, and develop a team of Business Development Directors and an emerging SMB sales function. Drive performance through structured pipeline reviews, deal coaching, and clear accountability against defined sales targets.
• Executive & Industry Representation: Represent Oncourse with credibility in executive forums, partner meetings, and industry conferences.
• Relationship Building: Establish and maintain strong relationships with utilities, municipalities, and key stakeholders within regulated industries.

We're Excited if this is You!

Experience and Qualifications of the Role

• 10+ years of enterprise business development experience closing large, multi-year agreements within complex, multi-stakeholder buying environments.
• 5+ years of direct people management experience with a track record of consistently recognizing and rewarding excellent performance and addressing performance issues head-on, without delay.
• 5+ years of experience leading enterprise or mixed sales teams, with continued involvement in strategic deal execution.
• Demonstrated ability to operate as a player-coach , balancing deal leadership with team development.
• Proven success navigating procurement-driven sales cycles (RFP/RFI) within utilities, municipalities, or similarly complex industries.
• Experience structuring and closing long-cycle (6-18+ months) deals involving multiple decision makers across legal, finance, procurement, and executive leadership.
• Demonstrated ability to build and convert pipeline , both directly and through team execution.
• Experience with B2B2C or channel-driven business models strongly preferred.
• Ability to lead across different sales motions, including complex enterprise deals and higher-velocity SMB sales that involve structured, multi-touch sales cycles and partnership-driven elements.
• Strong command of consultative enterprise sales methodology, with disciplined pipeline management and reliable forecast accuracy.
• Executive presence and credibility with senior decision makers across operations, finance, legal, and procurement.
• Experience negotiating complex commercial and legal agreements.
• Experience operating in a Private Equity-backed or similarly high-accountability, performance-driven environment preferred.

Computer Skills Needed to Perform the Job

• Fluency in a CRM and sales pipeline management platform (e.g., Salesforce).
• Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint, Outlook).
• Ability to quickly learn and adapt to new systems and sales enablement technologies.

Education

• Bachelor's degree in Business Administration, Marketing, or related field, or equivalent experience. MBA or advanced degree preferred.

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $246,755 - $350,000 USD Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.


Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.

Competencies :

Business Acumen - Knows how businesses work; knowledgeable in current and potential future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.


Strategic Agility - Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans.


Dealing with Ambiguity -Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.

Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets firsthand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Negotiating - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Building Effective Teams - Blends people into teams when needed; creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team.

Perseverance - Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

Interpersonal Savvy - Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Perseverance - Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.


Priority Setting - Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.