Southland Industries Federal Business Development Manager - Energy in Dulles, Virginia

Federal Business Development Manager - Energy

Tracking Code


Job Description

Southland Industriesis an MEP building systems firm that provides innovative, yet practical engineering, construction, service, building automation, and energy solutions. For almost 65 years, we have been optimizing each stage of the building life cycle with our in-house expertise and improving how buildings are designed, built, and maintained. We are currently a 850 million dollar company with ambitious growth plans.If you’re someone with a true passion for our industry, we’re looking for you! At Southland, we seek people that don’t just follow a career path, but blaze their own. People who want to apply innovation to their problem solving and embrace the concept of full collaboration between disciplines work at Southland. We appreciate the spirit of integrity and entrepreneurialism with which our people act, and have learned that the more opportunity we allow our employees, the greater the results. Each part of our business is interconnected and requires input from others, which has led to the collaborative setting from which we thrive. Join our team and become a part of an organization that values work-life balance, community, and exceptional quality of work. Position Summary: The Federal Business Development Manager (BDM) is responsible for creating an enterprise-wide Energy Services strategic plan, developing strategies for targeting clients with local Account Representatives, supporting local Account representatives in customer interactions, and driving top and bottom line growth for Southland Energy’s Federal market segment. This role reports into the Sales Director- Federal Energy Services and can be virtual. The ideal candidate is an out-of-the-box thinker and doer with proven success in the Federal energy conservation, renewable energy, and/or design-build space. We are looking for an industry leader with world-class business acumen and a demonstrated track record of successfully developing and negotiating complex energy services and solutions deals. In addition, this candidate will also possess the skills to support, train and mentor other Southland Energy employees in customer interactions. What you'll be doing:

  • Become industry leader by establishing, building and developing high quality relationships with Agencies nationwide and identify specific targets and opportunities.

  • Understand specific Agency deliverables, challenges and how Southland can mitigate those challenges

  • Understand Agency specific procurement processes and assist Account Executives with successful path forward

  • Work with Southland Account Executives in preparing agency specific presentations and proposals that will create a value proposition.

  • Develop strategy for branding Southland Energy across all Agencies

  • Develop and help execute a market penetration strategy for multiple agencies

  • Assist Account Executives with developing business plans, call plans, and qualifying opportunities.

  • Attend industry specific tradeshows and events. Actively participate in associations and networks which will assist in building the corporate brand and identity.

  • Assist proposal development efforts, analysis of solicitations and competition analysis of opportunities.

  • Develop a database and metrics to measure Southland’s market penetration.

  • Track and report on key Federal business results and trends

  • Evaluate teaming and partner relationships

  • Collaborate with sales and operations management in the company to ensure and demonstrate commitment to customer needs and satisfaction before and after implementation of services. Escalate customer issues or challenges as well.

  • Operate with the highest level of ethics and integrity with all colleagues and customers.

    What you'll need to be successful:

  • Strong communication skills, both written and verbal

  • Ability to effectively present information and respond to questions from groups of clients, customers, and the general public

  • Proven track record of business development excellence

  • Experience with utilizing Federal contract vehicles

  • Existing, established relationships with the Federal Government and knowledge of the proposal process and regulations

  • Experience with project financing

  • Ability to create and maintain relationships with industry and customers

  • Excellent presentation, oral and written communication skills

  • Demonstrated organizational skills which include the ability to plan prospecting calls, assist the proposal process and conduct effective presentations.

  • Strong interpersonal communication skills, writing and speaking skills. Effective leadership skills which include the ability to influence others while building internal and external partnerships

  • Bachelor's Degree

  • 10+ years of consultative and/or complex sales experience

  • Experience in a quota-driven sales environment, exceeding sales production targets


  • Master's Degree

  • Experience in energy services and/or renewable energy industry

  • Experience working with public sector or governmental agencies

  • Experience working with or for engineering, architectural, and/or design-build firms

  • Experience in a management consulting or strategy consulting

    Physical Capabilities:

  • Ability to Travel 50% of the time

  • Normal Office Environment and Field Environment, may be exposed to different weather elements

  • Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer

  • Frequently communicates with employees and customers

  • Able to get from office to off-site customers

  • While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to sit; use hands to finger, handle, or feel and reach with hands and arms. While performing the duties of this Job, the employee is required to sit 2/3rds of the time; use hands to finger 2/3rds of the time; walk 1/3rd of the time; stand 1/3rd of the time; reach with hands and arms 2/3rds of the time; stoop, kneel, crouch 1/3rd of the time; talk or hear 2/3rds of the time.

  • The employee must frequently lift and/or move up to 10 pounds.

    Benefits:As an employee-owned company, we offer a comprehensive benefits package that includes excellent benefits for you and your family:

  • 401(k) Plan with50% Company Match(no cap) and immediate 100% vesting

  • Annual bonus program based upon performance, profitability, and achievement

  • Medical, Dental, Vision Insurance

  • Term Life, AD&D Insurance, and Voluntary Life Insurance

  • Disability Income Protection Insurance

  • Pre-tax Flexible Spending Plans (Health and Dependent Care)

  • Holidays/Vacation/Personal Time/Life Events Leave

  • Numerous training opportunities and company paid membership for professional associations and licenses

For more information on Southland Industries, please visit our web site:www.southlandind.comor onFacebookorLinkedInorTwitterTo hear what our employees are saying about working at Southland Industries, check out our Career Video -Working at SouthlandEEOE/AA/Everify participating Employer

Job Location

Dulles, Virginia, United States

Position Type