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American Water Senior Director of Growth & Business Development in Camden, New Jersey

American Water's Homeowner Services Division is poised for significant growth over the next 5 years and this growth begins with our Business Development team! Come and lead a team of hungry salespeople who believe in disrupting the industry by providing what we believe, is a truly better product.

Primary Role

Be our game changer. Lead and successfully execute of the Homeowner Services (HOS)’s business-to-business (B2B) partnership sales and business development. Provide vision and leadership for development of strategy and tactics for two merging/complimentary companies, American Water Resources and Pivotal Home Solutions, that result in new B2B partnership and sales that achieve the company’s sales goals. Master of many verticals: Develop winning bids that garner partnerships worth over $10MM in revenue to AWR across multiple sales verticals – Water, Electric, Gas, Non-Traditional. Manage and drive the efforts behind HOS’s growth strategy to expand market distribution for existing products via both public and private partnerships. Create and sustain team performance in a high-performance work environment with a solution-driven attitude, creative thinking and sense of urgency.

Key Accountabilities

Market Development:

  • Lead our team to Identify, research and launch partnership and endorsement contracts with public (municipal) and private (energy, gas, and affinity) companies to expand market distribution for core products.

  • Manage a network of advocate firms to help open doors for our proposition.

  • Evaluate and prioritize prospective partners for growth/margin opportunity, partnership integrity and speed to market.

  • Develop business plans, forecasts, budgets, winning RFP’s, marketing materials, sales presentations and business models.

  • Drive business performance by contributing strategic and tactical professional experience, knowledge and skills.

  • Staff Development:*

  • Motivate, coach and manage business/market development managers and staff.

  • Create a culture of success and deliver bottom-line results through individual and team performance, effective planning, goal setting, risk/reward actions, employee coaching, training and accountability, and teamwork.

  • Define optimal sales force structure.

  • Hire and develop sales staff and become known as an employer of choice and a sales force that top sales people want to join.

  • Define and oversee sales staff compensation and incentive programs in conjunction with HR that motivate the sales team to achieve profitable growth and meet sales targets.

  • Establish, define and coordinate sales training programs that enable staff to achieve their potential and support HOS sales objectives.

  • Support customer growth in new business initiatives including new states, corporate and contractor partnerships, non-traditional partnerships and commercial offerings

Continued

Competitive Intelligence:

  • Monitor and stay current on industry trends through collection of competitive, market, customer and business intelligence in relevant arenas that can lead to either threats or opportunities for growth.

  • American Water (AWK and HOS) Coordination:*

  • Network and coordinate closely with the corporate business development functions, corporate compliance and other internal stakeholders to establish successful support, channel and partner programs that support the overall objectives and vision of American Water.

  • Coordinate efforts with the HOS marketing team in order to maximize opportunities on customer (B2C) acquisition.

  • Work cross-functionally with all other HOS team members to accomplish organizational and departmental objectives.

Knowledge/Skills

  • Candidate should be an executive, well networked in the utility industry across a number of verticals.

  • Knowledge of federal, state and municipal leaders who have influence and/or decision-making authority over waterline and sewer line programs and other warranty and protection plan products.

  • Knowledge of network of businesses and agencies who link B2B opportunities to the private sector.

  • Strong sales management skills including the ability to successfully ‘close’ partnerships (e.g., planning, organization, direction of employees); strong verbal and written communication skills (e.g., tact/diplomacy, persuasion, cooperation, ability to motivate, negotiate others).

  • Strong project management skills including a demonstrated ability to create and achieve goals and objectives.

  • Problem solving and decision-making.

  • Team builder.

  • Computer applications.

Experience/Education

  • Bachelor’s degree required. MBA preferred, but not required

  • A minimum of 15 years demonstrated sales, marketing and business development experience.

  • An understanding of the competitive environment for B2B (warranty and insurance) partnerships in both the public (traditional) and private (non-traditional and affinity) sectors preferred.

  • Ability to understand organizational risk – both financial and brand reputation – and develop and execute on clear financial strategies and plans.

Competencies

Drives Safety Culture

Drives Vision & Purpose

Strategic & Learning Agility

Political & Organizational Savvy

Builds Effective Teams & Network

Situational Adaptability

Persuades

  • 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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