WESCO Senior Business Development Associate (Western U.S.) in Houston, Texas
We are seeking a Senior Business Development Associate for our WESCO Energy Solutions (WES) team. In this role, you will identify and develop strategic relationships with targeted Energy Service Companies (ESCOs) and other potential customers of energy infrastructure retrofits and improvements. You will be responsible for achieving sales and profitability goals, the development of a strong pipeline of new business opportunities through direct and indirect customer contact and lead prospecting. This is a self-directed position with minimal supervision. You will identify, qualify and lead the team that develops the WESCO solution for our ESCO client. Prior experience working for an ESCO or selling to one is highly preferred.
Secure business development meetings with target ESCO representatives (Sales, Development, Engineering and Management) to understand their customer’s needs and differentiate how WES can best assist the ESCO deliver a superior Energy Savings Performance Contract (design/build energy and operations savings retrofit project).
Qualifies potential projects to assure match between the ESCO needs and WES offerings to obtain commitment of likely award upon successful completion of project development process.
Maintain all sales activities (meetings and calls) using Outlook calendar and document all activities in Sales Force CRM.
Coordinates with business unit leaders and their Sales, Marketing and Category Management teams to identify customer lead opportunities and follow a process for developing those leads into potential opportunities.
Reviews and ensures accuracy of qualitative and quantitative business development pipeline analysis and ongoing status to management.
Develops and utilizes qualitative and quantitative tools to develop tactical and strategical customer business case, including revenue potential, probability for conversion, costs, risks, and benefits.
Facilitates and maintains relationships with the business unit leaders in Sales, Marketing and Category Management teams to ensure on-going cultivation of robust pipeline of opportunities established by management.
Responsible for creating and distributing monthly reports summarizing business development and integration activities to management.
Enhances and maintains standardized approach for collecting information on business profiles including financial background for presenting strategic acquisitions and joint venture candidates to management.
Leads development of complex models for proposals for Sales to present to customers.
Must have a good understanding of working with various business units and teams across the organization to coordinate critical elements in customer acquisition and development.
High School Degree or Equivalent required
Bachelor’s Degree preferred.
Requires in-depth knowledge and experience in financial service/business development (4-5 years).
Experience selling to or working for an ESCO (Energy Service Company) is highly preferred.
Proficient with Microsoft Office and ability to perform advanced computer skills.
Knowledge of industry including suppliers, customers, and competitors.
Strong analytical skills in finance and accounting, including proficiency in analyzing financial statements and completing financial models.
Ability to lead the implementation of medium to large scale projects. Capable of facilitating meetings and developing detail-oriented quality deliverables in support of various business development initiatives.
Acquisition valuation, due diligence, and integration.
Extensive organizational skills with ability to prioritize in a fast-paced environment.
Interpersonal skills with ability to communicate, written and verbal, and interact with all levels of personnel within organization.
Ability to adapt to changing priorities, meet deadlines, and work well under pressure.
Ability to concurrently manage highly complex and parallel projects that include multiple stakeholders.
Ability to identify and clarify/define problems and possible solutions independently.
Ability to work independently with general supervision, while establishing priorities of others in one or more department, including exercising judgment to make decisions within scope of assigned authority.
Ability to solve difficult to moderately complex problems and take a new perspective using existing solutions and identify key barriers/core problems and apply problem-solving skills to resolve complex situations.
Position is located in the Central US with access to major airport.
Travel Requirements:25% - 50%
WESCO International, Inc., including its subsidiaries and affiliates ("WESCO"), is an Equal Opportunity and Affirmative Action Employer. It is the policy of WESCO to not discriminate against any job applicant or employee based on age, race, religion, color, handicap, sex, physical condition, disability, sexual orientation, gender identity, national origin, or protected veteran status or any other protected status. This policy includes but is not limited to the following: recruitment and employment, promotion, demotion, transfer, compensation, selection for training including apprenticeship, layoff, or termination.