SUMMARY
The Director of Business Development leads and manages all aspects of the Company's business development program, including pursuit and capture of existing and new-development water and wastewater systems, military base and similar asset-heavy water and wastewater systems, operation and management contracts of water and wastewater systems, leasing and concessions of water and wastewater systems, and other Company business model aligned opportunities. The Director of Business Development takes ownership of the cultivation of opportunities, development of proposals, pursuit activities, preliminary due diligence, negotiation and execution of agreements, and partnership with integration activities. The Director of Business Development works closely with District Managers in California, General Managers in Hawaii, Washington, and New Mexico, and other Company departments including legal, finance, engineering, human resources, regulatory, operations, and water quality/environmental to insure strong cross-functional engagement in business development activities. This position reports to the Vice President, Corporate Development & Chief Regulatory Officer and can be located in any district office location in California.
ESSENTIAL FUNCTIONS
Develops, leads, and executes the Company's business development strategy
Leads the Company's business development team and supervises business development managers and other assigned personnel within the department
Monitors the marketplace for events or triggers which might lead to new opportunities
Maintains and grows a robust business development pipeline of prospects
Responsible for the cultivation, development, pursuit, and capture of existing and new-development water and wastewater systems through acquisition
Responsible for the cultivation, development, pursuit, and capture of military base and similar asset-heavy water and wastewater systems through acquisition or long-term contract
Responsible for the cultivation, development, pursuit, and capture of asset leases or concessions of water and wastewater systems through contract
Responsible for the cultivation, development, pursuit, and capture of operation and management contracts and other opportunities aligned with the Company's business model
Responsible for analysis of, and responses to, Request for Proposals received from third parties
Responsible for the financial, risk, and opportunity analysis of business development prospects
Responsible for the development of written new business proposals, and obtaining executive authorization for pursuit and capture
Responsible for the negotiation and execution of new business acquisition agreements and/or other agreements as appropriate
Responsible for the business development process, until execution of acquisition agreement or other agreements; subsequent to execution, responsible for partnering with other Company personnel on new business integration activities
Works closely with District Managers in California, General Managers in Hawaii, Washington, and New Mexico, and other Company departments including legal, finance, engineering, human resources, regulatory, operations, and water quality/environmental to insure strong cross functional engagement in business development activities
Educates internal and external stakeholders on potential contract terms to ensure broad understanding of deal particulars and potential contractual obligations
Engages key internal stakeholders to ensure organizational support, resources are available to execute necessary activities, timelines are developed and adhered to, policies and procedures are followed, sound fiscal management is maintained, and issues are identified and resolved in a timely manner
Leads and manages the preliminary due diligence process including engagement of appropriate Company departments and functions, review of data, onsite evaluations, and preparation of reports for officer and manager review
Acts as central point of contact, and source of facts, for internal and external stakeholders, through execution of agreement, and educating client about Company's business, operations and standards as necessary
Leads regular update meetings with key officers and affected managers regarding the status of business development projects
Develops templates, policies, and procedures for best management and efficient functioning of the business development process
Maintains current detailed files and documentation adequate for internal review and management of all business development projects; prospective, current, and closed
Works and complies with Sarbanes-Oxley (SOX) and Limits of Authority controls
From time to time, and as directed by the Vice President Corporate Development & Chief Regulatory Officer, leads, and manages other multi-district or multi-company projects
Performs other duties as assigned
MINIMUM QUALIFICATIONS
Bachelor's degree in Business, Finance, Engineering, Law, or related field or equivalent relevant experience
Advanced degree or certification (MBA, PE, CPA, JD, etc.) desired
Five years of increasingly responsible experience in a utility management role or equivalent experience
Ten years of increasingly responsible experience in a utility professional role or equivalent experience
Five years of direct involvement in business development efforts, including pursuit and capture of water and wastewater systems, desired
Excellent written, verbal, and presentation communication skills
Proficient in the use of Microsoft Office applications including Word, Excel, and PowerPoint
Valid Driver License
REQUIRED KNOWLEDGE, SKILLS, & ABILITIES
Ability to project manage multiple, complex, and time-sensitive business development projects including prospect development, due diligence review, coordination of multiple functions, communication and follow-up with key stakeholders, contract negotiation, and being the primary Company person leading a successful capture of a business development opportunities
Ability to create, manipulate, and critically review financial models based on Excel spreadsheets
Ability to communicate effectively and persuasively, both verbally and in writing, and build relationships with clients, agencies, contractors, consultants, customers, vendors, and internally
Ability to think and pivot between strategic and tactical actions, persistent attention to detail, and ability to lead and flourish through ambiguity
Ability to review, understand and ensure performance of Company obligations within contracts, including adherence to deadlines and project schedules
Working knowledge of the water industry, including water production and distribution systems and wastewater systems
Strong knowledge of capital and expense budgeting
Strong knowledge of public utility commission and regulatory principles and practices and how they interrelate to new business opportunities, and ability to analyze and negotiate regulatory terms with third parties
Knowledge and ability to implement Company policies, procedures, and standards, including safety and security processes and programs
Knowledge and ability to successfully implement contemporary project management methods
Ability to establish and maintain accurate records and electronic filing systems for document management
Ability to work effectively with all levels of employees and management
Demonstrated ability to lead, manage, and motivate employees to realize their full potential including strong knowledge of supervisory principles, practices and techniques
Demonstrated organizational and time management skills, flexible, and able to prioritize work
Ability to identify and raise issues, escalate, resolve, and propose solutions
Demonstrated ability to work proactively and independently, self-motivate and prioritize, drive projects to close, and analyze and improve processes
Excellent critical thinking and problem-solving skills
Knowledge and ability to use Microsoft Office applications to create presentations, spreadsheets, and documents
Willingness to travel as necessary to execute job responsibilities and to insure success
Salary Range: $144,000 - $261,400
Deadline to submit resume is Monday, October 16, 2023
The Equal Opportunity Policy of the Company is based upon the philosophy that all people should be treated fairly and with dignity. California Water Service, Hawaii Water Service, New Mexico Water Service and Washington Water Service do not discriminate against any applicant or employee because of race, color, religion, sex, national origin, or any other protected class. The Company makes all employment decisions in a non-discriminatory manner. EOE, VET, DISABILITIES.
