Business Development Manager

Willdan

. Develop and execute strategic business development plans to expand market share and achieve revenue and growth objectives .

Posted 11/4/2026full-timeUnited StatesSeniorLead💰 $100,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic business development and consultative sales within mission-critical industries, focusing on client engagement and relationship management. Proficient in managing complex sales cycles and collaborating with multidisciplinary teams to achieve revenue growth and operational objectives.

Highest-signal resume keywords

Consultative Business DevelopmentStrategic Sales ManagementMission-Critical Industry ExperienceHVAC and Energy Conservation SolutionsInterpersonal and Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Lifecycle ManagementOpportunity DevelopmentProposal StrategyMarket AnalysisPUE CalculationsEquipment Efficiency AnalysisHeat Load AnalysisAutomation Controls SystemsNegotiation SkillsRevenue Forecasting

Soft Skills

Relationship BuildingMentoringCollaborationCustomer AdvocacyPresentation Skills

Industry Keywords

Data CentersTelecomCable CompanyEnergyUtility Incentive ProgramsEngineeringConstructionInfrastructureSustainabilityProfessional Services

Tech Stack

Tools & technologies

Airflow

About the role

Key responsibilities & impact

Develop and execute strategic business development plans to expand market share and achieve revenue and growth objectives
Identify and engage new mission-critical accounts and generate qualified opportunities
Cultivate long-term relationships with executive-level decision-makers, facility owners, public agencies, and strategic partners
Lead consultative sales engagements and communicate the value of Willdan's energy, engineering, design-build, and optimization contracting solutions
Manage the complete sales lifecycle, including prospecting, qualification, opportunity development, proposal strategy, presentations, negotiations, and contract execution
Collaborate with engineering, project management, finance, legal, marketing, and operations teams on technical and commercial proposals
Coordinate internal project development resources throughout the pursuit process
Maintain an accurate sales pipeline, forecast revenue, document customer interactions, and monitor opportunity progress
Analyze market trends, competitive activity, procurement opportunities, and industry developments
Serve as the client's advocate, manage customer expectations, and promote exceptional service
Mentor and support less experienced business development professionals

Requirements

What you’ll need

Bachelor's degree in business, engineering, or related discipline required
8-10 years of progressively responsible experience in consultative business development, strategic sales, account management, or related client-facing roles in mission critical types of environments with a proven history of successful projects
5+ years of business development specifically in mission-critical industries including data centers, telecom, and cable company environments, focusing on HVAC, controls, and energy conservation-based solutions
Business development experience with corporate data center customers preferred
Understanding and practical application of PUE, equipment efficiency calculations/analysis, heat load to cooling load analysis, economization energy use, airflow measures impacting hotspots, IT rack density analysis, and automation controls systems
Demonstrated success developing new business opportunities, managing complex sales pursuits, and achieving revenue objectives
Excellent interpersonal, presentation, negotiation, and written communication skills
Ability to collaborate across multidisciplinary teams while balancing customer expectations, technical requirements, and business priorities
Experience within energy, utility incentive programs, engineering, construction, infrastructure, facilities, sustainability, or professional services industries preferred
Ability to manage multiple complex pursuits simultaneously
Ability to travel as needed based on role requirements
Willdan participates in E-Verify