Business Development Executive - Utilities
West Monroe isn’t a start-up consulting firm, but we act like one.
From day one, our people have the opportunity to make a definitive personal impact for their clients and their careers. What does this mean? It means we seek out the best of the best, and then we challenge them to make us better.
If you aren’t interested in being integrated into the business, this isn’t the place for you. We celebrate driven sales professionals who thrive in a collaborative environment. You’ll sometimes be a “one-person show” but you’ll work with our consultants on the front lines – partnering with clients to deliver game changing solutions in the most dynamic industries. Sound interesting? Then West Monroe Partners just might be the place for you.
Think you’re up to the challenge?
With over 15% growth expected in 2019, West Monroe Partners is looking for a Business Development Executive to join our growing presence in the Central U.S. Specifically, driving new management/technology consulting business in the Energy and Utilities Practice.
You will provide support to the local delivery team and practice leaders both in the Central U.S. and National Practice Leaders on a variety of new business development initiatives. This is an outstanding role for somebody that is looking to take on a leadership position and advance their business development career with a fast-growing company.
What will you be doing?
· Relationship Management
o Leverage your personal network of Energy and Utilities (E&U) relationships in the Central U.S. to secure executive-level introduction meetings to generate new business
o Research new companies and contacts, map/segment the Central U.S. marketplace, and manage and grow contacts
o Attend industry conferences to introduce West Monroe to new prospects, understand the latest industry trends and competitors, and drive opportunities to pursue
· Sales Leadership/Market Segmentation
o Lead personal sales pursuits across the Central U.S.
o Work with E&U practice leaders and E&U consultant teams to expand the practice offerings and prospect targets
o Continually scan the marketplace for pending RFPs/RFIs at utility clients
· Lead Origination, Conversion, Pursuit and Close
o Manage “working the funnel” of your leads and opportunities to move them through from origination to close
o Collaborate and drive pursuit team and advise on strategy, positioning and messaging of introductory meetings, proposals and closing efforts
o Track leads, contacts, activities, and opportunity data in CRM system
· Target Account Strategy
o Provide leadership around the sales pursuit process and proposal delivery teams for all pursuits
· Alliance Development
o Identify and develop unique, industry-specific alliance partners that can drive leads to WMP
· Marketing Programming and Campaign Execution
o Create and drive industry-based, outbound programming and call follow up into new prospects and existing accounts for opportunity identification qualification
o Team closely with WMP Marketing to develop new client case studies/project summaries and execute outbound marketing campaigns
We need someone who can bring the following to the table:
· Strong Central U.S. industry contacts are required (experience and relationships with water and electric utility companies are highly desired)
· Demonstrable knowledge of the issues and technical solutions in the Utilities Practice
· 10 - 15 years or greater of experience representing and selling project-based consulting services
· Knowledge of the latest trends in the utilities industry (Electric, Water, Oil and Gas) and solid grounding in business concepts and dynamics
· Ability to travel on short notice
· Bachelor’s degree
· Able to work independently and as a team player in coordinating and driving sales processes
· Outstanding verbal and written communication skills
· Strong interpersonal skills
· Aggressive self-starter
· Effective time management and organization skills
· Membership and participation in business community associations
