Vice President of Business Development

Job Location: Dallas / Fort Worth Area - Dallas, TX Position Type: Full Time Job Category: Business Development THE OPPORTUNITY This is a build and lead role. Principle Services is at a critical inflection point: growing fast; with a small, talented Business Development (BD) team in place; a CRM in place; analytics infrastructure being built; and a clear revenue target that requires disciplined execution. While there is a good foundation established for the BD department, this role will require someone who can strategically improve processes, data, and frameworks to meet organizational growth goals. The Vice President of Business Development will lead and develop the BD team (sales, proposals, and marketing) and serve as a member of the PS Leadership Team. You will own the pipeline health, the team's performance, and the team's contribution to company growth and overall success. You will also play a key role in executive level client conversations, adding credibility alongside PS leadership and operations. If you are energized by the power industry; love developing people, processes, and tools; have an entrepreneurial mindset to continue to build a company; can drive cross department collaboration and engagement through influence, and enjoys metrics to support strategic decision making this role is for you. ROLE AT A GLANCE WHAT YOU WILL OWN Team Leadership & Development (Primary) Lead, coach, and develop a full time BD team including Business Development Managers, Proposals, and Marketing staff, as well as other team members that support business development efforts, but may not reside directly on the BD team. Accountable for empowering, building, and inspiring the BD team to get the job done; including hiring, developing, and when necessary, making changes to ensure the right people are in the right seats. You will be empowered to make those decisions in partnership with executive leadership. Set clear individual and team expectations tied to measurable outcomes. Hold the team accountable with candor and care. Empower and grow a team that represents who we are as a company and creates opportunities. This means that all proposals, marketing materials, and sales efforts clearly represent our culture, quality, and safety. Participate as a member of the PS Leadership Team, contributing a BD lens to all company level strategic conversations, not just functional updates. Coordinate with other functional leaders to create optimal cross functional solutions when the BD function is involved. Serve as the BD function's voice in weekly L10 meetings, Quarterly Rocks, and the Annual planning process. Pipeline Health & BD Metrics Own new client account acquisition and existing account expansion to meet revenue targets and revenue performance for the company each year. Establish revenue targets with Leadership team during annual planning, plan resource needs, and develop strategies to hit the targets and execute. All revenue must meet profitability expectations. Own and continually improve BD metrics. Report on client success, pipeline health, leading indicators, and conversion trends in a transparent and proactive manner. Help leadership make informed decisions. Serves as an escalation resource for at risk client accounts, partnering with delivery teams to diagnose issues and drive resolution, to support overall client success. Collaborate with stakeholders on KPI development, data flow, and dashboard buildout. Maintain a healthy pipeline of prospective work relative to revenue targets. Ensure Salesforce data integrity: every opportunity current, staged, and clear accountability, with opportunity dates and weighted value maintained. Identify and escalate pipeline risks before they become revenue misses. Industry Presence Develop and maintain relationships with key accounts in the Company's targeted growth areas. Maintain knowledgeable on industry trends that will inform PS strategic growth efforts and share that information with relevant internal stakeholders. Drive efforts to expand our geographic footprint into targeted areas in partnership with other Leadership team members. Assist the business development team by joining and/or calling on potential client Leaders to add credibility and close new relationships. Senior Leaders will support closing key accounts during your first year and at critical times. Your job is to build self sufficiency, not depend on the support indefinitely. Lead the company’s effort at key industry conferences and represent PS at a senior level. Understand basic commercial terms and risks to effectively support contract negotiations. Time Allocation (Approximate) 50% Team leadership, coaching, pipeline management, BD metrics, leadership team participation; 30% Strategy, account planning, CRM oversight, cross functional collaboration; 20% Client facing travel and industry engagement. Qualifications WHAT YOU MUST BRING: NON NEGOTIABLES Leadership Maturity Demonstrated track record of developing a small, growing sales team; not just managing one. This is an entrepreneurial position entrusting the right Leader with the resources and tools to build and scale a dynamic Business Development engine. Comfortable giving hard feedback and comfortable receiving feedback. Has led through ambiguity and rapid growth, not just steady state management. Understands and deeply advocates that Safety, Quality, and Culture of the Company must be maintained in parallel with revenue growth. Respectfully works with stakeholders across the company to obtain support as needed. Accountability Orientation Comfortable embracing and being accountable to the growth and revenue goals of the organization. Does not hide behind narrative when numbers are soft. Reports reality, then proposes solutions. Has personally owned a revenue or pipeline target and missed one. Can articulate lessons learned from both successes and misses. Builds and refines metrics and systems to provide visibility, not because of a requirement, but due to a personal unwavering desire to win. Industry Experience and Credibility Minimum 10 years in electric utility, transmission & distribution, generation, or directly adjacent infrastructure industry. Has sold or led BD efforts at the owner/utility level: understands how owners think, how decisions get made, and how relationships convert to contracts in this industry. Comfortable in a room with utility executives without needing a technical expert present and can credibly represent PS in front of construction, operations, engineering, and project management counterparts. WHAT WE'D LOVE YOU TO BRING CRO potential: you see yourself growing into a Chief Revenue Officer role as PS scales. Has made the transition from individual contributor to sales leader and can speak specifically to what they learned and where they struggled in that shift. Experience leading with data in Salesforce or comparable CRM. Experience leading Business Development from a place of analytical maturity and advanced reporting would be a strong value add. Familiarity with AI assisted sales tools, proposal automation, or analytics platforms. Comfort with emerging tools is a plus, not a prerequisite. Experience building or managing a proposal function, not just contributing to one. Existing relationships with electric utilities and/or developers in Texas, Oklahoma, Louisiana, and/or Arkansas markets. Experience operating within EOS/Traction or a similar structured operating system. Bachelor's degree in Business, Marketing, Engineering, Construction Management, or related field. WHAT THIS IS NOT This is not a role for someone who needs to build “perfect” strategy before they execute. The strategy framework and processes are mostly in place, and we need someone who can ‘hit the ground running’, immediately engaging in BD activities to hit and exceed existing revenue goals. This is not a pure hunter role. If you only want to sell, this is not the right fit. This is not a pure strategy role. If you are not willing to be in front of clients performing the BD function, this is not the right fit. This is not a role for someone who is uncomfortable with metrics or sees accountability systems as a lack of trust. This is not a role for someone who needs to be the smartest person in the room. PS has strong operators. We need a BD leader who makes them better. This is not a role for someone who is intimidated by challenging goals, hard conversations, and complex problem solving. This is not a role for someone that does not want to cross collaborate with various departments across the organization to achieve results. WHY THIS ROLE IS WORTH YOUR ATTENTION PS is real, growing, and profitable (>40% growth each of the last 3 years and expecting >50% this year). PS has been established for over 7 years. This is not a startup company without structure or a foundation, but still offers an entrepreneurial spirit for someone to make their mark. The BD infrastructure is being built right now. You will inherit a function that is being upgraded, not neglected. The BD team in place is talented and stable. Leadership has managed this transition thoughtfully. The team you lead has talent who will make you look good if you invest in them. Senior Leaders will close opportunities with you. You are not alone in the commercial effort. There is a path to CRO as PS grows. This role is designed to grow with the company. DISCLAIMERS: This job description is intended to convey information essential to understanding the scope of the position and general nature of the work performed. It is not exhaustive and should not be construed as an all inclusive list of job duties, responsibilities, or requirements. Management reserves the right to modify, add, or remove duties as necessary to meet business needs. The company is an equal opportunity employer and complies with all applicable federal, state, and local laws regarding nondiscrimination. Qualified applicants are considered for employment without regard to race, color, religion, sex, national origin, age, disability, or any other status protected by applicable law. This job description is not a contract of employment, implied or otherwise. Employment with the company is at will, meaning the employee or the company may terminate the employment relationship at any time, with or without cause, and with or without notice. #J-18808-Ljbffr