Business Development Manager, West Region; Utilities

Overview

We value individuals with a competitive spirit and a relentless drive to succeed in the highest echelons of the industry. Our ideal candidate and teammate thrives in a fast‑paced environment, consistently seeking opportunities to outperform competitors and achieve top‑tier results, while never hesitating to ask for help when needed. At IPS, we compete in the Major leagues, where innovation, curiosity, and adaptability are crucial to our sales approach.

We seek teammates who combine strong technical acumen with a deep understanding of our customers, disciplined execution, and strategic thinking. Time management, effective communication, and a “buyer first” mindset are essential. We encourage our team members to continuously seek knowledge, ask probing questions, and challenge conventional thinking to uncover innovative solutions that set us apart from the competition.

The Business Development Manager for IPS is responsible for identifying, evaluating, and recommending prospective new work within the Power Management market areas including strategic market development and penetration. Develops and coordinates strategy and directs the preparation of proposals and presentations to win new business opportunities. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customers to ensure the IPS Power Management business unit objectives are met.

Establishes and maintains customer relationships and strategic teaming partner relationships.

• Formulates strategies to approach and develop targets and market segments while developing action plans based upon those strategies
• Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers.
  • Building and maintaining relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners
  • Keeping informed of customers’ present and future plans for growth, projects, and programmatic and technical requirements
  • Demonstrating through the use of personal knowledge, supplemented by other IPS personnel, how IPS can help meet the customers’ requirements and expectations
• Directs and actively participates in planning the business development/capture strategy for specific prospects. Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why IPS was or was not selected.
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets
• Develop teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers
• Apprises functional management on an as‑needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow‑through and obtains management approval at appropriate level per legal instructions and corporate policies
• Supports development of strategy and leads proposal presentations and fee negotiations with customers
• Supports the preparation and ensures corporate approval of contracts for awarded projects/studies
• Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue
• Keeps informed of business relationships between IPS managers and key executives in customer and prospective customer organizations and sees that these are utilized in overall business development efforts
• Maintains an active presence in the industry

• Bachelor’s Degree and at least 15 years of relevant work experience in the Power Management industry. At least 8 years of direct Power Management sales experience. Advanced degree preferred
• Knowledge of the commercial Power Management markets; competitors; potential teaming partners; customer key buying factors; specific pricing strategies; trends; and work scope
• Technical knowledge of issues and initiatives at customer sites
• Knowledge of…