Business Development Manager - Utilities

Description


We value individuals with a competitive spirit and a relentless drive to succeed in the highest echelons of the industry. Our ideal candidate and teammate thrives in a fast-paced environment, consistently seeking opportunities to outperform competitors and achieve top-tier results, while never hesitating to ask for help when needed. At IPS, we compete in the Major leagues, where innovation, curiosity, and adaptability are crucial to our sales approach. We seek teammates who combine strong technical acumen with a deep understanding of our customers, disciplined execution, and strategic thinking. Time management, effective communication, and a 'buyer first' mindset are essential. We encourage our team members to continuously seek knowledge, ask probing questions, and challenge conventional thinking to uncover innovative solutions that set us apart from the competition.

Responsibilities & Expectations:

The Business Development Manager for IPS is responsible for identifying, evaluating, and recommending prospective new work within the Power Management market areas including strategic market development and penetration. Develops and coordinates strategy and directs the preparation of proposals and presentations to win new business opportunities. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customers to ensure the IPS Power Management business unit objectives are met. Establishes and maintains customer relationships and strategic teaming partner relationships.

• Formulates strategies to approach and develop targets and market segments while developing action plans based upon those strategies
• Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists other management personnel or are responsible for:
  • Building and maintaining relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners
  • Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements
  • Demonstrating through the use of personal knowledge, supplemented by other IPS personnel, how IPS can help meet the customers' requirements and expectations
• Directs and actively participates in planning the business development/capture strategy for specific prospects. Keep aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why IPS was or was not selected.
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets
• Develop teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers
• Apprises functional management on an as-needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow-through and obtains management approval at appropriate level per legal instructions and corporate policies
• Supports development of strategy and leads proposal presentations and fee negotiations with customers
• Supports the preparation and ensures corporate approval of contracts for awarded projects/studies
• Oversee the conduct of research of current and possible future strategic markets. Recommend new services and new industry markets that the company should actively pursue
• Keeps informed of business relationships between IPS managers and key executives in customer and prospective customer organizations and sees that these are utilized in overall business development efforts
• Maintains an active presence in the industry

Qualifications and Competencies:

• 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. Advanced degree preferred
• Knowledge of the commercial Power Management markets; competitors; potential teaming partners; 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 to customers and management
• Experience in management, supervision, and personnel administration functions, including selection and training of personnel
• Responsible for developing prospects with customers. Related experience and demonstrated performance 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

You'll thrive at IPS if you...

• Lead with integrity and prioritize safety. You demonstrate high standards and commit to a safe, ethical workplace.
• Value teamwork and accountability. You work well with others, take responsibility, serve others, and deliver on your commitments.
• Focus on the customer. You are dedicated to providing an unmatched customer experience and exceeding expectations.
• Have an entrepreneurial spirit. You're proactive, innovative, and thrive in a fast-paced environment.
• Communicate effectively and with purpose. You keep everyone informed with clear, concise communication.
• Stay curious and love to learn. You continuously seek new knowledge and grow personally and professionally.

Who We Are:

At Integrated Power Services (IPS), we're committed to empowering you to make a meaningful impact. As the industry's leading and fastest-growing service provider, IPS offers single-source electromechanical and power management solutions to enhance the reliability of critical infrastructure across North America and the United Kingdom. We serve over 30,000 essential customer locations, from renewable energy pioneers to hospitals, manufacturers, and municipalities, helping them avoid costly downtime and ensure mission-critical operations.

When you join IPS, you're joining a team that's revolutionizing equipment and process reliability across diverse sectors, from power generation to petrochemicals, and beyond. You'll learn from industry experts, grow alongside a talented workforce, and be part of a company that is built on the Shared Values of Safety, Integrity, Teamwork, Accountability, Customer Focus, and Entrepreneurial Spirit.

Benefits:

• Paid Time Off (PTO)
• 401k Employer Match
• Bonus Incentives
• Tuition Reimbursement Program
• Medical, Dental and Vision plans
• Employee Assistance Program (EAP)
• And more!

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 and driving record investigation. As a federal contractor, our company is committed to maintaining a safe and drug-free workplace. Candidates for this position are required to complete a pre-employment drug screen successfully. The drug screening process will include testing for substances that may impair one's ability to perform the job safely and effectively.


Special Accommodations: If you require assistance or accommodation while seeking employment with IPS, please contact us at [email protected] . Please note that this email is to be used for accommodation requests, not general employment inquiries.