Burns & McDonnell Utility Solutions Business Development Manager in San Diego, California


Burns & McDonnell’s Business & Technology Solutions (BTS) division is seeking an energetic, accomplished sales & business development professional with demonstrated success in selling services and/or technology to utilities. The Business Development Manager will be responsible for growing BTS market share in existing and new electric, water, and natural gas utility accounts within a defined geographic market. Utilizing direct to market and internal channel sales strategies, the Business Development Manager will be responsible for creating, managing and closing utility solution opportunities.

Utility solutions are comprised of utility advisory consulting, security consulting, technical professional services and technology.

The Business Development Manager will be responsible for creating a territory sales plan; incorporating sales enablement of internal channel partners, targeted account plans, and field marketing strategy.

This person will play a key role in developing new business and managing key utility and unregulated energy accounts working directly with BTS leadership to rapidly expand the division. This person will be responsible for implementing a structured sales plan aimed at generating new business, and to build strong, trust-based relationships with customer decision makers at the “CXO” level.

Job Duties

  • Identify new business opportunities for utility solutions with current and prospective utility clients in order to drive pipeline growth

  • Create high activity levels in assigned region presenting BTS capabilities within sales meetings, external marketing events and internal enablement sessions.

  • Collaborate internally with other Burns & McDonnell utility centric business units and regional offices, with an external focus to maximize existing client opportunities and develop new clients

  • Collaborate with business development managers, business line leads, project managers, and proposal production staff on client proposals, RFI’s and RFP’s.

  • Utilize CRM for forecasting opportunities, contact management, sales notes, and campaign follow up

  • Identify and align BTS capabilities to current market trends, informing offering creation and iteration. Develop and maintain high level of solution competency.

  • Identify opportunities by working with existing technology partners ESRI, OSIsoft, Oracle and others.

  • Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.

  • Attend and participate in professional associations. Strive for leadership role in select professional associations.

  • Build relationships with clients at highest possible corporate level.

  • Lead annual marketing and sales planning process for region.

  • Meet and exceed sales targets

  • Execute assigned reporting – forecasting, expense, activity, etc



  • Minimum 8-10 years related professional experience in marketing and business development/sales with at least 5 years of utility industry specific experience.

  • Must demonstrate excellent oral and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.

  • Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).

  • CRM experience required

  • Demonstrated solution selling capability inclusive of services and technology

  • Understand the core functions and business models of utility clients

  • Ability to work collaboratively in a team selling environment

  • Must be proactive and organized

  • Must be a creative problem solver


Job Business Development/Sales

Primary Location US-CA-Brea

Other Locations US-CA-San Diego

Schedule: Full-time

Travel: Yes, 75 % of the Time

About Burns & McDonnell

Burns & McDonnell is making the world a more amazing place with more than 5,000 engineers, architects, construction professionals, scientists and consultants on staff and growing. We strive to create amazing success for our clients and amazing careers for our employee-owners. We take on some of the world’s toughest challenges with the industry’s best thinking.

We have offices and projects spanning the US and the globe. We are proud to rank among FORTUNE magazine’s 100 Best Companies to Work For. Our culture of 100% employee ownership plays a major role in supporting that outcome. Each employee shares in the ownership of the firm, bringing the commitment of an owner to our projects. Clients appreciate that and have rewarded us with a 90% repeat business rate and decades-long partnerships. Pretty cool for a 100 year old firm that grows organically.

At Burns & McDonnell, you’ll have the opportunity to make a difference every day while fulfilling your personal and professional ambitions. Our entrepreneurial culture lets you guide your destiny and shape the path your career travels. And with more than 350 service specialties, your career and development options are abundant.

Burns & McDonnell is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans

Req ID: 182465