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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business development within the municipal market, leveraging consultative selling and strong interpersonal skills to build relationships with decision-makers. Proficient in managing the proposal process and utilizing CRM systems to track opportunities and sales forecasts.
Highest-signal resume keywords
Business DevelopmentConsultative SellingCRM ProficiencyMunicipal Market ExperienceWater and Wastewater Infrastructure Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Proposal DevelopmentOpportunity QualificationSales ForecastingMarket ResearchContract Negotiation
Soft Skills
Interpersonal SkillsCommunication SkillsRelationship BuildingProblem Solving
Tools & Technologies
Microsoft OfficeCRM PlatformsSpreadsheetsDatabasesPresentation Software
Certifications & Qualifications
Bachelor's DegreeProfessional Engineering (P.E.) Certification
Industry Keywords
Municipal MarketPublic Works InfrastructureWater InfrastructureWastewater InfrastructureRFP and RFQ Processes
About the role
Key responsibilities & impact- Develop targeted market plans, including strategies for competitive takeaways and developing municipalities or industries that have never outsourced
- Create detailed maps of decision-making processes and decision-makers/influencers for target accounts
- Build and maintain relationships with client decision-makers and stakeholders
- Prepare proposals with the team, advise on contract prices, and help assemble project teams through RFP, RFQ, and open-bid processes
- Work with operations staff to support contract renewal efforts
- Own the business development process from beginning to end and marshal internal resources toward successful outcomes
- Meet or exceed territory revenue quotas at standard gross margins or better
- Identify prospective projects through customer relationships, networking, cold calling, and market research
- Understand and leverage market trends affecting the O&M business
- Seek solutions to prospective customer problems using the internal network of experts
- Coordinate with legal, finance, safety, compliance, operations, and human resources
- Lead the strategic aspects of proposals with support from graphic design and copywriting
- Develop and maintain opportunity pipelines and sales forecasts in the CRM system
- Keep management informed of business conditions affecting assigned products or markets
- Work with marketing and promotion, including advertising, review media, conferences, special sales, and subsidiary rights
- Attend pre-bids and site meetings
- Present proposals professionally and creatively
- Assist in project start-up to ensure proposal elements are met
- Understand renewal terms on current contracts
- Adhere to company health and safety procedures
Requirements
What you’ll need- History of success working in the municipal market and familiarity working with city staff and elected officials
- History of success using a consultative selling model
- Experience working with consultants and advocate partnerships
- Working understanding of water, wastewater infrastructure, and public works infrastructure
- Strong business development, opportunity qualification, and consultative selling skills
- Excellent interpersonal and communication skills, with the ability to present technical concepts to technical and non-technical stakeholders at all organizational levels
- Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software
- Microsoft Office (Excel, Word, PowerPoint) required
- Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits
- Bachelor's degree and 10+ years of related experience
- Professional Engineering (P.E.) certification is a plus, not required
- Approximately 30% overnight travel
Benefits
Comp & perks- Approximately 30% overnight travel requirement
- Company health and safety procedures and protections related to essential job functions