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Country:

United States

Location:

Houston

Posted:

A Month Ago

TRC Companies

Are you looking for an opportunity to bring your operations and leadership abilities to an established, growing organization? TRC is seeking a Director of Digital Business Development for the Digital area of TRC to help drive sales in key strategic accounts within IT/OT solutions surrounding transmission, distribution and generation including DERMS, OMS, Grid Modernization, EMS, SCADA, AMI/MDM solutions, etc.

TRC is a national engineering, consulting, and construction management firm that provides integrated engineering, consulting, and construction management services to the Environmental, Power, Oil & Gas, Infrastructure and Digital information technology markets. Through organic growth and acquisitions, the company has achieved a compounded annual growth rate of 20% of the past 5 years. To handle growth activity as well as the continuous evaluation and improvement of systems and processes, the company is looking to hire additional sales and business development talent. This is an excellent opportunity to be part of an industry leading business led by a highly motivated and dynamic CEO with strong support from a private equity firm.

In this role, the qualified individual will be responsible selling TRC's consulting services to implement IT/OT solutions, including but not limited to: DERMS, Grid Modernization, digital energy efficiency systems, energy management & SCADA system solutions, asset management solutions, outage management and workforce management solutions, microgrid solutions, AMI/MDM solutions, Public Cloud (AWS/Azure) systems, Cyber Security, insourcing and outsourcing, and running Managed Service accounts within a utility.

The position requires strong business development, client service, and technical experience, ideally with a background in IT/OT solutions, software, and hardware. The position also requires a solid reputation in the Power industry to support the building and maintaining of important client relationships. You will be responsible to facilitate, develop and execute a set of strategies to engage with a set of portfolio accounts, working to help customers leverage intelligent technologies for asset-intensive infrastructure clients to achieve their business goals.

Responsibilities:

  • Develop and maintain corporate relationships with key and strategic clients focused on power and electric utility companies
  • Build strategic company-to-company relationships with key enterprise-wide decision makers
  • Manage targeted client accounts to leverage growth
  • Nurture long-term relationships to become client's "Trusted Advisor"
  • Understand and articulate our value proposition, positioning us to take advantage of our clients' growth strategies
  • Manage end to end sales process from initial customer engagement to leading proposal responses and helping negotiate and close deals
  • Develop and manage sales pursuits in energy markets.
  • Meet or exceed yearly sales targets
  • Work with TRC Digital management to develop, prioritize, and implement market strategies that achieve market penetration
  • Collaborate with TRC's operating service lines to pursue new business opportunities and initiatives.
  • Support development and execution of marketing/sales plans for different services.
  • Expanding the company's business across work environments and sectors by cross selling TRC's full suite of capabilities.
  • Lead internal client teams.
  • Strong leadership capabilities to develop people and thru performance management.

Qualifications:

  • BS/BA in Engineering, Science, or Business Management preferred, Graduate degree a plus.
  • 10+ years of relevant experience in an engineering and consulting firm setting.
  • Personable, with very strong communication skills, and possess the desire to lead an aggressive business expansion in a fast paced and dynamic market.
  • Possess good relationships with clients' decision makers at power and utility companies.
  • Proven track record of meeting and exceeding quotas
  • Ability to communicate effectively to both technical and business professionals and management
  • Expert in deal origination, sales process, solution shaping and contract negotiations
  • Ability to adapt to new technology trends and translate them into solutions that address customer needs
  • Demonstrated experience with strong partnerships and advocacy with customers
  • Excellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilities
  • Demonstrated understanding and mitigation of competitive threats
  • Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
  • Successful track record of leading sales initiatives to exceed revenue targets.
  • Strong Leadership, 100% Business Development experience.
  • Strong creativity and critical thinking abilities.
  • Ability to grow and maintain relationship with any individual, irrespective of the background and type of personality
  • Strong detail-orientation and top-level self-organization

EOE Minorities/Females/Protected Veterans/Disabled



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