SUMMARY

Equans is seeking an experienced Business Development Director (BDD) to support the development of our Integrated Facility management services in Northeastern USA (ME, NH,MA,MD,NJ,PA,NY) . The seasoned Sales professional must be capable of effectively delivering ESI Value Proposition regarding Integrated Facility Management and Energy Optimization to the C-level and must demonstrate success through a proven track record of managing and closing opportunities throughout the entire sales cycle.
Reporting to the Business Development Vice-President; the successful candidate assumes responsibility for market development through prospecting, prepares responses to requests for proposals, and negotiates and signs contracts, primarily in the fields of facility management, technical solutions and energy management. The candidate will also collaboratively work with EQUANS’s sister companies (HT Lyons, Conti and Systecon) to develop cross-selling opportunities.
This position will play the lead role in growing our facility services business in the United States, from strategy development and market penetration design to execution of the plan.

DESCRIPTION

Key Responsibilities

REQUIREMENTS

• Focuses on demonstrating value at the executive level, including initiating contacts, generating, and following up on leads, conducting sales interviews & presentations, building/maintaining relationships, attending key events while translating evolving Market Needs into Business Strategies.
• Demonstrates autonomy to prepare commercial offers in a compelling, persistent and confident manner, particularly owners and owner representatives at the C-level while generating required business results.
• Works with teams of internal specialists (energy, sustainability and technology and operations) to enhance presentations and commercial offers.
• Actively listens, probes, and identifies Pressures, Plans and Problems through effective communication skills. Understands the customer’s business and buying process. Demonstrates financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Assists in the development of key account Strategic plans and Pursuit Strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies and current market needs.
• Actively supports and participates to the bidding process. Leading and negotiating pricing, long-term contract terms and conditions within existing business parameters. Work collaboratively with all internal stakeholders to ensure success in bidding.
• Directs and negotiates prices, contractual terms and conditions within existing business parameters.
• Utilizes sales tools (CRM) to plan and document progress as well as building and managing a Sales Pipeline aligned with their yearly Business Plan and objectives.
• Accountable to shepherd client relationships from the early stages of the sales process through to post-sales and transition to the Operations teams.
• Accountable for being well-informed about current industry trends and being able to speak with conviction about the industry. Keeping abreast of competition, competitive issues, and products/services.
• Virtual Communication skills are a necessity for effective Selling in today’s global environment. Must attend, participates, and present at trade shows and conferences (Virtual or in person). Participates in professional organizations.
• This is a field role and regular travel is required.

SKILLS

• Authorized to work in the US;
• Bachelor’s degree in Engineering, business administration or a related field.
• Minimum ten (10) years’ experience in facility management and/or building science (Understanding facility services/IFM commercial models).
• Demonstrated relevant experience in strategic business development role.Innovative individual who employs entrepreneurial characteristics, a problem solver with strong business acumen.
• Must be result driven and autonomous.
• Excellent communication and presentation skills.
• Strong negotiation skills and the ability to work effectively as part of a team.
• Ability to apply strategic thinking to business issues and achieve results.
• Proficient with Microsoft Windows/ MS Office Applications.
• Knowledge of energy conservation, sustainability, district energy and digital solutions are an asset.

Please refer the Job description for details