Business Development Manager - Facility Operations at McKinstry in Seattle, Washington

Job description

• Description
• The Opportunity with McKinstry

Responsibilities

• We are currently seeking a Business Development Manager to join our growing Facility Operations team in Seattle, WA. In this role, you will be responsible for hunting and closing new Facility Operations annuity business — including O&M contracts, remote operations, active energy management, and full-program facility operations. This person also leads consultative selling engagements with multi-stakeholder decision-making teams across target verticals. Additional responsibilities include:
• Hunt and develop new client relationships across assigned PNW markets by leveraging McKinstry's existing brand, relationships, and internal channel partners
• Lead consultative selling engagements — facility assessments, leadership charrettes, ROI analyses — diagnosing client pain and positioning McKinstry's FO model as the solution
• Manage complex, multi-stakeholder sales cycles with contract values of $250K–$1M+
• Collaborate daily with operations, Technical Services, Energy, and ROC teams to develop and win cross-BU opportunities
• Align selling approach to both strategic decision-makers (CFOs, Superintendents, VPs of Operations) and operational contacts (Facility Directors, Building Managers)
• Drive further opportunities.
• Develop and maintain a sales plan for identifying technical services project opportunities and other services.
• Coordinate and perform duties and responsibilities such as lead generation, customer services, proposal development, customer acquisition and coordinating the start of projects.
• Respond to requests for proposals and requests for qualifications.
• Manage the development of projects including developing proposals, maintaining satisfactory customer relationships and partnering with internal resources.
• Initiate and develop consultative relationships with potential and existing clients.
• Guide clients through project financing and contracting processes.
• Utilizes McKinstry’s tools and processes to support our customer relationship strategies.
• Other duties as assigned.

Requirements

• Proven hunter mentality with track record of opening new client relationships and building pipeline from zero
• Consultative selling skills: discovery, diagnosis, ROI development, multi-stakeholder alignment
• Knowledge of building infrastructure systems (HVAC, BAS, controls) and O&M delivery models
• Financial acumen: ability to build and present ROI analyses and business cases to C-suite
• Experience navigating complex sales cycles with contract values $250K–$1M+
• Strong cross-functional collaboration and team leadership experience
• Five or more (5+) years of people management experience
• Bachelor’s degree in business, engineering, construction management or equivalent business experience required.
• Seven to ten (7-10+) years of experience of financial/performance contracting experience including previous leadership, sales, and marketing with technical services or related organization, with responsibilities for identifying leads, closing sales, and providing oversight to a project implementation team required.
• Applicable organization affiliations and or professional group associations preferred.
• Working knowledge of the enabling legislation as it pertains to contracting methods such as Performance Contracting, etc preferred.
• Intermediate knowledge of Microsoft Office Suite - Word, Excel, PowerPoint, Outlook and Visio required; working knowledge of SharePoint preferred.

Skills

Required

• Proven hunter mentality
• Consultative selling skills
• Discovery
• Diagnosis
• ROI development
• Multi-stakeholder alignment
• O&M delivery models
• Financial acumen
• Strong cross-functional collaboration
• Team leadership

Preferred

• Applicable organization affiliations
• Professional group associations
• Working knowledge of SharePoint

Benefits

• Competitive pay 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximum
• People come first at McKinstry and we go beyond the basic benefits with:
• Family formation benefits, including adoption and IVF assistance
• Up to 16 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• “Building Good” paid community service time
• Learning and advancement opportunities via McKinstry University
• McKinstry Moves onsite gyms or reimbursement for remote workers
• See benefit plan documents for complete details.
• If you’re driven by our vision to build a thriving planet together, McKinstry is the place to build your career.
• The pay range for this position is $126,900 – $192,900 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered. Base pay information is based on market location.