Business Development Manager - Facility Operations

Business Development Manager

Build the future, spark innovation and align your career with purpose.

McKinstry is innovating the waste and climate harm out of the built environment and creating lasting impact. Together, we're building a thriving planet.

Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy-related carbon emissions. We're making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through:

• Renewables and energy services
• Engineering and design
• Construction and facility services

To get where we're going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you?

The Opportunity with McKinstry

We are currently seeking a Business Development Manager to join our growing Facility Operations team in Spokane, WA. In this role, you will be responsible for hunting and closing new Facility Operations annuity business including O&M contracts, remote operations, active energy management, and full-program facility operations. This person also leads consultative selling engagements with multi-stakeholder decision-making teams across target verticals. Additional responsibilities include:

• Hunt and develop new client relationships across assigned PNW markets by leveraging McKinstry's existing brand, relationships, and internal channel partners
• Lead consultative selling engagements facility assessments, leadership charrettes, ROI analyses diagnosing client pain and positioning McKinstry's FO model as the solution
• Manage complex, multi-stakeholder sales cycles with contract values of $250K$1M+
• Collaborate daily with operations, Technical Services, Energy, and ROC teams to develop and win cross-BU opportunities
• Align selling approach to both strategic decision-makers (CFOs, Superintendents, VPs of Operations) and operational contacts (Facility Directors, Building Managers)
• Review and discuss findings and reports with customers to:
• Drive further opportunities.
• Develop and maintain a sales plan for identifying technical services project opportunities and other services.
• Coordinate and perform duties and responsibilities such as lead generation, customer services, proposal development, customer acquisition and coordinating the start of projects.
• Respond to requests for proposals and requests for qualifications.
• Manage the development of projects including developing proposals, maintaining satisfactory customer relationships and partnering with internal resources.

Client Relations

• Initiate and develop consultative relationships with potential and existing clients.
• Guide clients through project financing and contracting processes.
• Utilizes McKinstry's tools and processes to support our customer relationship strategies.

Other duties as assigned.

What You Need to Succeed at McKinstry

• Proven hunter mentality with track record of opening new client relationships and building pipeline from zero
• Consultative selling skills: discovery, diagnosis, ROI development, multi-stakeholder alignment
• Knowledge of building infrastructure systems (HVAC, BAS, controls) and O&M delivery models
• Financial acumen: ability to build and present ROI analyses and business cases to C-suite
• Experience navigating complex sales cycles with contract values $250K$1M+
• Strong cross-functional collaboration and team leadership experience
• Five or more (5+) years of people management experience
• Bachelor's degree in business, engineering, construction management or equivalent business experience required.
• Seven to ten (7-10+) years of experience of financial/performance contracting experience including previous leadership, sales, and marketing with technical services or related organization, with responsibilities for identifying leads, closing sales, and providing oversight to a project implementation team required.
• Applicable organization affiliations and or professional group associations preferred.
• Working knowledge of the enabling legislation as it pertains to contracting methods such as Performance Contracting, etc preferred.
• Intermediate knowledge of Microsoft Office Suite - Word, Excel, PowerPoint, Outlook and Visio required; working knowledge of SharePoint preferred.

PeopleFirst Benefits

When it comes to the basics, we have you covered:

• Competitive pay 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximum

People come first at McKinstry and we go beyond the basic benefits with:

• Family formation benefits, including adoption and IVF assistance
• Up to 16 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• "Building Good" paid community service time
• Learning and advancement opportunities via McKinstry University
• McKinstry Moves onsite gyms or reimbursement for remote workers

See benefit plan documents for complete details.

If you're driven by our vision to build a thriving planet together, McKinstry is the place to build your career.

The pay range for this position is $114,210 $173,610 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered. Base pay information is based on market location.

The McKinstry group of companies are equal opportunity employers. We are committed to providing equal employment opportunities to all employees and qualified applicants without regard to sex, gender identity, sexual orientation, age, race, color, creed, marital status, national origin, disability, veteran status, genetic information or any other basis protected by law. This policy applies to all terms and conditions of employment including, but not limited to employment, advancement, assignment, and training. This commitment to Equal Employment Opportunity is made equally as a social responsibility and as an economic and business necessity.

McKinstry is a drug-free workplace. Employment is contingent upon successfully passing a pre-employment drug and alcohol test, complying with the requirements of the Immigration Reform and Control Act and a Confidentiality Agreement, in addition to successful outcomes of background and reference checks.

Applicants for this role will only be considered if they possess current US Work Authorization, and do not require employer-sponsored VISA support to begin or remain in this role.