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American Water Manager of Business Development (Homeowner Services) in Camden, New Jersey

American Water's Homeowner Services division is growing rapidly and we are in need of multiple Business Development Managers with high-energy, an entrepreneurial spirit, strong relationship building skills and a yearning to play a vital role in the continued growth of a business unit.

Primary Role

Educates potential partners about our solutions and drives them to partner with American Water Homeowner Services. Leads all aspects of partnership development including lead identification, qualification, & cultivation, assessment of prospect needs, demonstrating the solution, contract negotiation and finalization. Provides key data, field input and industry insights to enhance our partnership sales opportunities and overall value to the business. Works with sales support personnel with preparation and delivery of ongoing sales and assigned market reports and conducting ad-hoc analysis. Supervises select consultants and agencies, their activities and associated budget. Assists with the development and implementation of the annual sales and account operations plan.

Key Accountabilities

*WINNING PARTNERSHIPS FOR AMERICAN WATER:*

  • VERTICALS* – Targeted Prospects Include but will not be limited to:

  • Municipalities & Government Entities

  • Utilities – Water & Wastewater

  • Energy Companies – Electric, Gas and Other

  • Property Management Companies

  • American Water Market Based Partners

  • Other Verticals As Assigned

_ SALES PARTNERSHIP DEVELOPMENT:_

Responsible for all aspects of partnership development in assigned market including:

  • Lead Identification:*

  • Identify and lead research on partnership prospects

  • Populate funnel with leads for each pursued vertical

  • Uncover means of populating each vertical funnel including. but not limited to, trade associations, industry meetings, contractor groups, networking opportunities, and rental lists.

  • Lead Qualification:*

  • Leverage existing lead qualification means to guide decisioning & strategic sales focus for assigned market

  • Collaborate with internal sales support to refine qualification means ongoing and to identify means to qualify non-traditional leads

  • Lead Cultivation:*

  • Utilize all means to establish relations with targeted stakeholders for potential opportunities including marketing activities, parent company relations, consultants, cold calling, meetings & shows and inside sales activity

  • Travel to prospect locations to develop relationships with staff at various levels

  • Identify & build strong rapport with key decision makers

  • Participate in target industry associations, meetings & other networking opportunities to further cultivate relations and new leads

  • Ensures a steady flow of new and existing leads through sales funnel in each vertical within assigned market territory

  • Identifying the Opportunity (Prospect Needs Assessment):*

  • Leverage relationships and points of engagements to gain deep understanding of prospect needs & challenges

  • Engage prospects in potential discussions relating to solutions to needs & challenges

  • Provide key data and industry insights to enhance the opportunity for prospects

  • Collaborate with internal sales support to develop comprehensive solutions for prospects which matches services & solutions to prospect (incorporating recommendations from key internal stakeholders throughout)

  • Present recommended solution to executive team members and assures proposal documentation is complete & approved by all required stakeholders

Continued

Exploring & Demonstrating Opportunity:

  • Work with internal resources to ensure optimal solutions are readied for prospects

  • Deliver & present comprehensive solutions to prospects

  • Provide key data and industry insights to enhance the opportunity for prospects

  • Coordinate with appropriate departments to secure targeted AW talent to speak to key aspects of the solutions during demonstrations with each prospect

  • Contract Negotiation & Finalization:*

  • Collaborate with internal stakeholders to usher contract to completion

  • Maintain presence and visibility with partner through program launch

  • COMPETITOR & INDUSTRY INSIGHTS:*

  • Responsible for providing key data, field input and industry insights to enhance our partnership sales opportunity and value to the business

  • SALES:*

  • Collaborate with sales support and marketing to catalog and document all competitor activity, contract terms and partnership details within Salesforce

  • Leverages collected data and trend information to assess risk to outlined sales strategy within the assigned market territory

  • CUSTOMER SERVICE* :

  • Work with sales support and operations to document competitive relationships and offers in the assigned market territory within Microsoft CRM

  • REPORTING, FINANCE & TEAM ACTIVITY:*

  • Responsible for assisting sales support personnel with preparation and delivery of ongoing sales and assigned market reports and conducting ongoing analysis.

  • Pipelines - provides data and updates all appropriate information in and outside salesforce to ensure timely compilation of vertical specific funnels, prospect pipelines, partnership cost of acquisition, consultant, and conversion reports.

  • Finance – coordinates with account operations, sales & administrative support to ensure fluid management and appropriate coding/assignment of partnership sales related expenditures, invoice trafficking and approvals and accruals.

  • Team – works with account operations and partnership sales management to deliver weekly status updates, to attend quarterly business development activities and to traffic internal communications (items such as timelines, key changes, etc.)

  • Account Operations & Marketing – responsible for supporting events and activities within assigned market for existing partnerships.

Knowledge/Skills

  • Excellent verbal and written communication skills

  • Ability to engage audiences in our product and our story using strong interpersonal skills (e.g., persuasion negotiation, cooperation, diplomacy)

  • Ability to follow-through, converting long-term relationships into value adding deals

  • Keen ability to identify, develop & coordinate internal & external stakeholders

  • Operates well within established company frameworks

  • High levels of integrity and strong discernment skills

  • Awareness of assigned market regulatory issues

  • Understanding of emerging utility industry trends

  • Experience dealing with public policy, government affairs, & public works projects

  • Analytical mindsets including exposure & dealings to financial models and spreadsheet software

Education/Experience

  • Bachelor’s degree required.

  • 5 to 10 years business development related experience preferred.

  • Demonstrated success leading both short & long-term sales cycles from lead identification to close required.

  • Success with selling services to the government, municipal or utility sector preferred.

  • Experience with Insurance / Warranty and Affinity marketing preferred.

  • Prior dealing and established book of key influencers at utilities, energy companies & municipalities such as utility directors (water/wastewater), mayors, & city council members preferred.

Travel Requirements

Overnight: 25-40%

Competencies

Prioritizes & Role Models Safety

Self-Awareness

Develops Talent

Plans, Aligns, & Directs

Drives Engagement

Decision Quality

  • Join American Water...We Keep Life Flowing*™

  • American Water is firmly committed to Equal Employment Opportunity (EEO) and prohibits employment discrimination for employees and applicants* based on his or her age, race, color, pregnancy, gender, gender identity, sexual orientation, national origin, religion, marital status, citizenship, or because he or she is an individual with a disability, protected veteran or other status protected by federal, state, and local laws.

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