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Business Development Manager Resume Example

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BUSINESS DEVELOPMENT MANAGER
Summary
SALES & OPERATIONS / EXECUTIVE MANAGEMENT Agile Leadership - Strategic Planning - New Business Development - Team Building - Revenue Growth OBJECTIVE-a leadership position in an organization seeking to foster a high performing team that drives revenue through a focus on innovation, strong customer relationships and targeted growth strategies. Highly motivated, creative and versatile leader with over 15 years of proven success in: *Organizational Leadership-effective team leadership focused on positive outcomes through collaboration resulting in multiple contract awards *Consultative C-Level Sales-skilled at identifying key targets, planning and executing strategies to achieve success in complex, multi-faceted sales *Federal Contracting-understand and successfully negotiated contracts with multiple federal agencies utilizing various contracting vehicles including UESC and DOEs IDIQ. *Market Development-developed multiple vertical markets resulting in contracts and revenue growth *Alternative Financing-knowledge of financing options including capital leases, bonds, ESPC, UESC, PPA, and Public Private Partnerships *Public Speaking and Presenting-effectively present specific business case or broader industry concepts in the pursuit of new contracts *Proposal and Capture Management-ownership and responsibility for successful team pursuits and wins.
Experience
Business Development ManagerJan 2008 to Current
SIEMENS INDUSTRY, INC － Canton, MA
  • Global leader in providing complex energy solutions Develop growth strategies, business plans, and marketing campaigns focused on generating year over year revenue growth.
  • Lead cross-functional team to develop top quality, firm-fixed, design-build projects that provide energy savings and operational improvements for our customers.
  • Lead negotiations on pricing and terms of sales to maintain margin requirements while balancing customer satisfaction.
  • Collaborate across all regions, functions, and industries to secure resources, solutions, and strategies that result in maximizing project benefits.
  • Ensure compliance with all Siemens' internal review processes and requirements to achieve project support.
  • Key Accomplishments.
  • Led cross functional teams to plan, manage and implement strategies resulting in the award of over $150M in energy projects.
  • Successfully sold into multiple verticals including Federal, HUD and Commercial markets.
  • Strategically navigated the complexities of multiple large organizations to implement a complex financing structure resulting in over $26M in projects.
  • Consistently partnered with operations to execute projects that exceed margin and revenue targets by up to 5%.
  • Effectively used negotiation tactics and strategies to protect margin targets while maintaining a high level of customer satisfaction.
  • Developed and enhanced marketing pieces to succinctly highlight our value proposition.
  • Managed the highly attended Finance Track for Energy 2014, an industry sponsored training and trade show, doubling Siemens speaking presence at the event.
  • Conducted community outreach through Siemens Science Day program.
  • Earned President's Circle Award for top salesperson in 2010 and 2012.
Senior Program ManagerJan 2004 to Jan 2008
NATIONAL GRID － Waltham, MA
  • The largest supplier of energy in Northeastern US and Great Britain; acquired KeySpan in 2007 Managed and grew customer-base for National Grid's award-winning, energy efficiency programs; oversaw $2M budget, designed, developed, and implemented all marketing collateral, and trained and supervised subcontractors responsible for program implementation.
  • Consulted with key internal/external decision makers on adopting short- and long-term growth strategies.
  • Spoke at numerous conferences and industry events on behalf of the company Key Accomplishments.
  • Revitalized underperforming programs to exceed YOY budgetary and energy efficiency targets by 5 to 10%.
  • Developed and implemented marketing campaigns that increasing customer program participation by 50 percent.
  • Spearheaded cross-utility collaboration to provide comprehensive, unified services to customers.
  • Earned numerous merit-based recognition awards for exceeding program targets, leading team in subcontractor selections and effective collaboration across teams.
Jan 1997 to Jan 2000
MASSACHUSETTS DEPARTMENT OF PUBLIC UTILITIES － Boston, MA
  • Provides oversight of investor-owned electric power, natural gas, and water utilities in the Commonwealth Economist Analyzed petitions, filings and testimonies submitted by natural gas utilities for logical consistency, accuracy, and empirical integrity.
  • Identified technical and policy issues within utility filings, statements, and intentions.
  • Cross-examined utility company representatives and intervening witnesses in a quasi-judicial setting.
  • Provided oral and written analysis of complex issues resulting in over a million dollars in savings to ratepayers.
Education
Bachelor of Science, Natural Resource Economics1993University of Massachusetts － Amherst, MANatural Resource Economics
Professional Affiliations
President of the Board, Efficiency Forward, parent organization for the Design Light Consortium (DLC)-2017-present Board Member, Action for Boston Community Development (ABCD) - 2010 to 2012 Member, Women's Information Network@Siemens, Canton, MA Association of Energy Engineers (AEE), Society of Military Engineers (SAME), National Association of Energy Services Companies (NAESCO), Association of Energy Services Professionals (AESP), Federal Utilities Partnership Working Group (FUPWG)
Interests
2013, 2014, 2015 and 2016-4th year rider and fundraiser for the Pan Mass Challenge, an annual bike-a-thon that crosses the state of Massachusetts raising much needed funds for cancer patients and cancer research at Dana Farber Cancer Institute through its Jimmy Fund.
Skills
benefits, budget, business plans, oral, conferences, customer satisfaction, energy efficiency, Finance, financing, functional, marketing, marketing collateral, natural gas, negotiation, negotiations, pricing, processes, program implementation, speaking, quality, sales, Siemens, utilities, written
Additional Information
  • AWARDS 2010 and 2012-President's Circle Award for top salesperson, Siemens 2014-Top Plus Award Winner for collaboration between internal business units, Siemens 2006 and 2008-Three Above and Beyond Awards, National Grid OTHER 2013, 2014, 2015 and 2016-4th year rider and fundraiser for the Pan Mass Challenge, an annual bike-a-thon that crosses the state of Massachusetts raising much needed funds for cancer patients and cancer research at Dana Farber Cancer Institute through its Jimmy Fund.
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Resume Overview

Companies Worked For:

  • SIEMENS INDUSTRY, INC
  • NATIONAL GRID
  • MASSACHUSETTS DEPARTMENT OF PUBLIC UTILITIES

School Attended

  • University of Massachusetts

Job Titles Held:

  • Business Development Manager
  • Senior Program Manager

Degrees

  • Bachelor of Science , Natural Resource Economics 1993

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