Managing Director, Business Development

VEIC is a mission-driven organization seeking a strategic leader for the position of Managing Director, Business Development. This role is responsible for driving growth strategies, managing a pipeline of opportunities, and overseeing the development of competitive proposals to enhance VEIC’s impact in climate and energy solutions.

Responsibilities:

• Own and drive VEIC’s annual sales targets, managing a qualified pipeline of new and expansion opportunities, including foundation funding strategic initiatives
• Participate on VEIC’s Senior Leadership Team to guide, inform, and support the overall goals and objectives of the organization, collaborating with cross-functional leaders to ensure alignment and coordination in go-to-market strategies
• Develop and execute go-to-market strategies guided by the BD Roadmap, and VEIC’s Strategic Plan for existing and emerging services, geographical markets, and client types
• Directly manage, coach, and develop a team of Business Development and Bids & Proposal and staff, setting individual targets, running pipeline reviews, and supporting pursuit strategy
• Foster a high-performance, accountable culture that balances short-term wins with long-term relationship development
• Develop and expand long-term internal and external client relationships with key accounts and partners to drive repeat business and meet annual sales targets
• Engage in client and partner engagement and consultative selling — uncovering client needs, aligning offerings, and positioning value in non-transactional ways
• Represent VEIC at national and international forums, conferences, and committees to elevate visibility and generate leads
• Lead quarterly meetings and other coordination meetings with the business development team, business area leads, and Senior Leadership Team members
• Collaborate with cross-functional leaders across VEIC, especially Consulting, in support of the development of new business opportunities
• Lead Business Development stage-gate meetings with the leadership team and make recommendations on go/no-go decisions for opportunity pursuits
• Oversee the Proposal team and ensure strong collaboration with Consulting and other subject matter experts across VEIC to produce proposals that are differentiated from competitors with compelling win themes to achieve the win rate outlined in the Business Development Plan
• Oversee proposal quality and strategic messaging, ensuring win themes are compelling and differentiated from competitors
• Drive business development initiatives and strategy for the organization, aligning cross-organizational support for development of targeted services, markets, and customers. Advance organizational priorities at the senior leadership level
• Collaborate and coordinate in partnership with the Director of Policy, understanding policy and regulatory trends in target states, and emerging program opportunities from policy initiatives to inform growth strategy
• In partnership with the Managing Director of Marketing and Communications, obtain needed marketing intelligence and translate it into positioning strategies, thought leadership, and marketing campaigns to drive pipeline development
• Track & report on BD metrics, including win rates, pipeline, sales forecasts, and BD and Bids & Proposal budgets to the management team
• Actively manage the Business Development budget, ensuring the use of the budget is aligned with strategic priorities in the Business Development Plan and that goals are achieved within the budget
• Identify and advance initiatives, tools, and systems that improve team performance and efficiency
• Other duties as assigned

Requirements:

• Strong personal commitment to the mission, vision, goals and values of VEIC
• Master's degree in business administration, marketing, or other relevant degree or a combination of education and experience from which comparable knowledge and skills are acquired
• Minimum of 15-20 years of leadership experience, including executive leadership, staff supervision, contract management and negotiation, budget management, communications, and the ability to develop and attain goals
• Minimum of ten years of experience in business development and growth with at least 5 years leading business development teams
• Strong connections with clients and partners in the energy efficiency, flexible load management and decarbonization sector
• Strong knowledge of energy efficiency and decarbonization solutions, technologies, and market trends
• Exceptional leadership and team management skills
• Proficiency with CRM's, ideally Salesforce
• Excellent communication, negotiation, and presentation abilities
• Excellent proposal review skills to elevate proposal quality and likelihood of winning
• Ability to travel as needed to meet with clients and attend industry events
• Strong collaboration, analytical and problem-solving skills
• All positions at VEIC are subject to criminal background checks