Are you ready to make an impact?
Ready to thrive in the next step on your career journey? With over 25% growth expected in 2024, West Monroe is looking for a Business Development Executive to join our growing Energy & Utilities (E&U) team to generate new business in our North America markets. Specifically, you will be responsible for initiating and converting new strategy, management, technology, and digital consulting opportunities into contracted engagements in the investor-owned electric, gas, and water utility industry. You will be focused on selling engagements aligned to industry trends such as the Energy Transition, Digital Utility, Decarbonization, Grid Modernization, Utility IT/OT, DER Integration, Transportation Electrification, Regulatory, and others. You will provide support to practice leaders nationally, as well as the regional delivery team, on a variety of business development initiatives. This is an outstanding role for a sales and account management professional who has strong relevant relationships with utility executives and who is looking to advance their business development career with a fast-growing company. We offer highly competitive compensation and benefits packages.
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What will you be doing?
Relationship Management
- Identify and prioritize relationship building and pursuit planning and execution with regional and practice leads
- Leverage your personal network (and the networks of colleagues) within the energy & utilities industry, focused on investor-owned utilities, to secure, coordinate, and deliver executive-level meetings to generate new business at target accounts
- Incorporate horizontal expertise and teams into E&U pursuits, including process improvement, program/change management, technology enablement, data & analytics, business process outsourcing, workforce optimization, strategic sourcing, etc.
- Research new/existing accounts/prospects, new contacts, and map/segment the national marketplace – and then execute plans to secure new business
- Attend industry and alliance conferences in the U.S. to introduce West Monroe to new prospects, understand the latest industry trends and how West Monroe uniquely addresses them, and strengthen existing relationships
- Mentor staff in growing business development skills and build a strong internal network to support sales pursuits
Sales Performance
- Demonstrated experience in exceeding $3-5M + in annual sales and building/managing a 2-3X pipeline.
- Domain knowledge/understanding in several utility operations business functions: distribution/transmission operations, IT/OT, customer service, field operations, supply chain, asset management, regulatory/federal affairs.
- 7+ years of selling consulting and advisory services to executive-level corporate strategic buyers.
- Familiarity with selling in the enterprise consulting/professional services business model: RFPs, SOWs, pricing, pursuit strategy, cross-practice collaboration.
- Articulate West Monroe’s value proposition in the market and source net-new opportunities at new and existing clients. Develop compelling pitches that convert leads into new business.
- Assist/drive in the influencing and collaborative development of RFP responses for large investor-owned utilities. Interface with utility procurement teams through the RFP process from beginning to end.
- Bring a “Hunter Mentality” approach to field sales from prospecting to close with an individual contributor mindset, while bringing along individuals with the right experience & expertise.
- Work with West Monroe Marketing to develop new client case studies/project summaries and execute marketing campaigns. Leverage campaigns to follow up with new prospects and existing accounts for opportunity identification, qualification, and follow up.
- Help ideate and create new offerings and capabilities, and offer insights for thought leadership and research initiatives that can be taken to market.
- Lead and/or collaborate on key account planning, and execute those plans for account growth.
We need someone who can bring the following to the table:
- Demonstrable knowledge and articulation of Energy & Utilities industry issues/trends, and a compelling message on how West Monroe differentiates itself in this marketplace – focusing on strategy, management, IT, and digital transformation
- Strong business contacts in the Energy & Utilities industry (primarily investor-owned utilities)
- Create/edit and present market-facing collateral for client/prospect discussions, briefings, presentations, etc.
- Experience using CRM (i.e., Salesforce) to organize, prioritize and execute outreach and manage pipeline on a daily basis
- Ability to travel on short notice
- Able to work independently and as a team player in coordinating and driving sales processes/methodologies
- Outstanding verbal and written communication skills (including public speaking skills)
- Strong interpersonal skills
- Aggressive self-starter/motivator who can also coordinate collaborative pursuit strategies
- Effective time management and organization skills
- Membership and participation in industry / business / community associations
#LI-HYBRID
Based on pay transparency guidelines, the salary range for this role can vary based on your proximity to one of our West Monroe offices (see table below). Information on our competitive total rewards package, including our bonus structure and benefits is here. Individual salaries are determined by evaluating a variety of factors including geography, experience, skills, education, and internal equity.
Employees (and their families) are covered by medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan, purchase shares from our employee stock ownership program and be eligible to receive annual bonuses. Employees will also receive unlimited flexible time off and ten paid holidays throughout the calendar year. Ten weeks of paid parental leave will also be available for use after successful completion of one year of employment.
West Monroe is a digital services firm that partners with companies in transformative industries to deliver quantifiable financial value. We believe that digital is a mindset and it’s something companies become, not something they do. We bring together diverse, multidisciplinary teams that use their expertise to develop and execute new ideas and ways of working.
At West Monroe, we invest in our people and care in a big way. We are growing the next generation of leaders who lead with inclusion, enabling us to address our clients’ most complex challenges. If you’re looking for a place where you’ll feel supported, our team will help you grow. We believe that growth breeds opportunity for all. And know that when we come together, we can do what's never been done.
Our fast-paced culture and collaborative teams bring the energy and expertise needed to make an impact and deliver beyond expectations. If you are ready to set big goals with us, join us on our journey of building what matters for our clients, our people, and our communities.
West Monroe is an Equal Employment Opportunity Employer
We believe in treating each employee and applicant for employment fairly and with dignity. We base our employment decisions on merit, experience, and potential, without regard to race, color, national origin, sex, sexual orientation, gender identity, marital status, age, religion, disability, veteran status, or any other characteristic prohibited by federal, state or local law. To learn more about diversity, equity and inclusion at West Monroe, visit www.westmonroe.com/inclusion.
If you are based in California, we encourage you to read West Monroe’s Notice at Collection for California residents, provided pursuant to the California Consumer Privacy Act (CCPA) and linked here.