Client Engagement Lead - Business Development- Utility Programs and Services Division

Client Engagement Lead - Business Development, Utility Growth Team, EEI Business Development Team

We are looking for a Client Engagement Lead to join our Business Development Utility Growth Team and help drive coordinated, client-centered growth across ICF’s utility markets. ICF’s utility practice is poised for significant growth over the next five years, as utility clients navigate decarbonization, grid modernization, energy efficiency, electrification, and evolving regulatory and market dynamics.

Under ICF’s market-focused growth model, the Utility Growth Team works across divisions and service lines to pursue opportunities that reflect the full breadth of ICF’s utility capabilities. This role requires an energetic, strategic, and disciplined sales leader who can lead teams, own complex pursuits, and build trusted relationships with utility decision-makers across North America.

The Client Engagement Lead plays a pivotal role in leading sales execution, managing and mentoring Business Development Managers, and ensuring a robust, high-quality pipeline of opportunities from early identification through contract close. This role partners closely with Delivery, Market Development, Proposal, Marketing, and centralized services to drive consistent, accountable growth outcomes.

This position is a U.S.

-based remote role.

Learn more about our Energy sector industry here. Energy Management Solutions and Strategy Consulting | ICF

• Lead, manage, and mentor Business Development Managers through regular meetings, coaching, performance management, and feedback to drive individual and team effectiveness.
• Reinforce consistent application of ICF’s preferred sales, capture, and pursuit methodologies, including disciplined qualification, pipeline governance, and pursuit execution.
• Drive accountability for sales goals, pipeline quality, conversion, and pursuit outcomes.
• Foster a collaborative, results-oriented culture that supports cross-functional engagement across Delivery, Market Development, Sales Enablement, Proposal, Marketing, and other enterprise teams.
• Support overall BD team effectiveness and organizational health, including onboarding, enablement, and continuous improvement.

• Oversee a pipeline of opportunities across geographies, buyer groups, and service offerings, ensuring focus on strategic fit, quality, and conversion.
• Drive early-stage, proactive opportunity identification and shaping, in partnership with Market Development and research resources.
• Provide strategic guidance on opportunity qualification, prioritization, and capture strategy.
• Ensure disciplined pipeline governance, including forecasting, reviews, and compliance with sales processes.
• Monitor pipeline performance against sales targets and adjust strategy to improve pursuit quality and win rates.

• Develop strategic solutions for growing relationships with key utility accounts, buyers, and decision-makers, positioning ICF as a trusted advisor for emerging needs.
• Build and sustain strong internal partnerships across Delivery, Market Development, and operating groups to align client strategy and solutioning.
• Engage with external partners and stakeholders to support coordinated pursuits and long-term account growth strategies.
• Lead account-based and subregional sales strategy execution, ensuring consistent targeting, follow-up, and relationship development.

• Support and contribute to client engagement, capture, and pursuit strategy, including value proposition development, and bid strategy.
• Ensure proposal strategy and execution consistency in partnership with Proposal, Marketing, and Delivery teams.
• Collaborate on regulatory, policy, and market intelligence initiatives to anticipate opportunities and inform pursuit prioritization.

Support sales enablement initiatives, including:

• Sales campaigns.
• Sales training, methodology enablement, and best-practice sharing.
• Effective use of AI and emerging technologies across BD, capture, and proposal development.

• Orchestrate multiple complex pursuits…