Manager of Business Development (104.25)
International Executive Service Corps, San Dimas, CA, United States
Manager of Business Development (104.25) Location SAN DIMAS, CA (Headquarters/General Office) Job Code 104.25 Pay range $125,517 - $233,055 Annually
Golden State Water Company is one of the largest investor-owned water utilities in the United States. We deliver quality, reliable water to more than 1 million people in over 80 communities throughout California. Golden State Water has been in business for more than 90 years because we put customers first.
POSITION DEFINITION: Manager of Business Development
The Manager of Business Development leads business development efforts for GSWC, focusing on identifying, analyzing, developing, and negotiating water and wastewater utility customer growth opportunities. This position will develop and execute strategies, build relationships with key stakeholders, and manage new business opportunities. The incumbent in this position must be able to combine analytical skills with an ability to communicate effectively with various internal and external stakeholders.
The Manager is responsible for identifying, evaluating, and securing new business opportunities to support the Company’s overall growth strategy and the California Public Utilities Commission’s (CPUC’s) and State Water Resources Control Board’s (SWRCB’s) policy goals. The position involves developing strategic relationships, expanding market presence, and working cross-functionally to ensure successful execution of new business initiatives. This role also requires leading and performing a wide variety of substantive, complex, and analytical business, regulatory and ratemaking-related tasks associated with business development activities, including but not limited to the acquisition of existing and troubled water and wastewater systems and green field developments. The Manager will track industry trends, assess competitive dynamics, and manage the business development pipeline from opportunity identification through deal execution.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Pro-actively generates and identifies leads for new business and locates new prospects by contacting potential partners or industry leaders (e.g., telephoning, meeting or attending conferences)
Organizes meetings with relevant stakeholders, sellers, and developers to discuss new business opportunities
Performs analyses of potential new business opportunities to assess the financial, operational, and regulatory impacts and presents recommendations to executive leadership for consideration
Oversees the preparation of proposals for acquisitions and new developments, including coordination with internal stakeholders to gather necessary information
Oversees the response to requests for proposals from government/municipal and privately owned water and wastewater systems seeking to sell their systems
Coordinates with legal counsel and internal stakeholders of successful acquisition targets to oversee due diligence efforts and to ensure draft agreements and contracts comply with Company and regulatory requirements
Assists the Regulatory Affairs team in developing effective strategies for regulatory approval of acquisitions
Testifies as an expert witness in support of acquisition filings with the CPUC
Provides monthly reports to executive team summarizing status of potential opportunities and analyses of unsuccessful bids
Creates and manages an annual business development plan
Works effectively with executive leadership to develop long term strategic plans and relationships
Closes new business ventures by developing and negotiating agreements, integrating the new entity, and communicating with existing business operations
QUALITIES OF A SUCCESSFUL PERSON IN THIS POSITION
Balance multiple project assignments
Analyze situations accurately and take effective action
Reason logically and creatively
Utilize a variety of analytical and research techniques to screen potential business leads
Demonstrate ability to manage projects, personnel and work collaboratively with internal and external stakeholders
Maintain composure under stressful situations
Complete assignments independently or with minimal supervision
Work productively and effectively when faced with time pressures, disruptions, or multiple responsibilities
Make sound decisions based on the information available
Present key facts, points, or inferences in writing in a clear, organized, and concise format
Possess excellent oral and written communication skills
Read, interpret, and analyze data and present ideas and information effectively
Write a complex report that includes facts, conclusions, and recommendations
Read and understand technical materials
Interpret and synthesize information across different or multiple sources
Coordinate work assignments with other managers and executives in the Company
Demonstrate knowledge of regulation and cost of service issues
Understand industry tariffs and rate design
Demonstrate ability to negotiate settlements, contracts or agreements
MINIMUM POSITION QUALIFICATIONS
Bachelor’s Degree from an accredited college or university with major coursework in accounting, mathematics, economics, business, engineering, or a related discipline required
Minimum of ten years of verifiable work experience in business development, accounting or finance or utility regulatory analysis. Experience in mergers and acquisitions preferred
Demonstrated knowledge and experience in researching, analyzing, and preparing statistical and analytical studies
Strong negotiation, communication, and relationship management skills, with proven ability to secure and grow revenue opportunities
Proven ability of completing multiple project assignments
Utility experience in a regulatory environment strongly preferred
Proficiency in Microsoft applications (advanced Excel skills preferred)
Five years’ supervisory experience preferred
Must be available for significant domestic, overnight, travel
The Manager may be eligible to work remotely, however, the incumbent must reside near a major airport due to work-related travel requirements
Other Required Skills:
Trustworthy; strong personal integrity; emotional maturity
Demonstrates high level of accountability and ownership
Solid presentation skills
Executes with discipline and urgency
Collaborative/Team oriented
Exhibits professionalism with internal and external contacts
Organized with strong attention to detail and time management skills
High degree of initiative; self-starter
The above job description is not intended to be, nor should it be construed as, exhaustive of all responsibilities, skills or competencies associated with this job. May include but not limited to standing, climbing, walking, lifting, bending, pulling and/or pushing, grasping, reaching, stooping and crouching, sitting, typing, walking, reading, writing, color determination, speaking and listening for extended periods of time.
BENEFITS
Our Company supports our employees with rich benefit programs and resources to help them thrive today and prepare for tomorrow. Benefit options include medical, dental, and vision plans with the Company currently paying 85% of the monthly premium for employees and their eligible dependents. We also offer paid vacation and sick time and twelve Company paid holidays per year. To help our employees plan for the future, we offer both a 401(k) retirement plan as well as a Defined Contribution Profit Sharing retirement plan. Additional benefits include life, AD&D, and LTD insurance as well as health savings account and flexible spending plans.
COMPENSATION INFORMATION
The compensation range provided is in compliance with state specific laws. Multiple factors are used to determine the actual starting rate of pay for all of our positions, including specific skills, years of experience, education, certification(s), and other job related factors.
The responsibilities of this position will involve access to information that may be considered confidential, private and sensitive. Therefore, the individual filling this position will be required to both allow and pass a background check.
NOTE: Reasonable accommodations will be made to enable individuals with special needs to perform the essential functions.
The Company is committed to providing equal employment opportunities for all job applicants and employees. The Company prohibits unlawful discrimination on the basis of race, religion, color, national origin, ancestry, physical disability, mental disability, legally protected medical condition, marital status, sex, gender, gender identity or expression, sexual orientation, age over 40, military or veteran status or any other basis protected by federal, state or local law.
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Golden State Water Company is one of the largest investor-owned water utilities in the United States. We deliver quality, reliable water to more than 1 million people in over 80 communities throughout California. Golden State Water has been in business for more than 90 years because we put customers first.
POSITION DEFINITION: Manager of Business Development
The Manager of Business Development leads business development efforts for GSWC, focusing on identifying, analyzing, developing, and negotiating water and wastewater utility customer growth opportunities. This position will develop and execute strategies, build relationships with key stakeholders, and manage new business opportunities. The incumbent in this position must be able to combine analytical skills with an ability to communicate effectively with various internal and external stakeholders.
The Manager is responsible for identifying, evaluating, and securing new business opportunities to support the Company’s overall growth strategy and the California Public Utilities Commission’s (CPUC’s) and State Water Resources Control Board’s (SWRCB’s) policy goals. The position involves developing strategic relationships, expanding market presence, and working cross-functionally to ensure successful execution of new business initiatives. This role also requires leading and performing a wide variety of substantive, complex, and analytical business, regulatory and ratemaking-related tasks associated with business development activities, including but not limited to the acquisition of existing and troubled water and wastewater systems and green field developments. The Manager will track industry trends, assess competitive dynamics, and manage the business development pipeline from opportunity identification through deal execution.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Pro-actively generates and identifies leads for new business and locates new prospects by contacting potential partners or industry leaders (e.g., telephoning, meeting or attending conferences)
Organizes meetings with relevant stakeholders, sellers, and developers to discuss new business opportunities
Performs analyses of potential new business opportunities to assess the financial, operational, and regulatory impacts and presents recommendations to executive leadership for consideration
Oversees the preparation of proposals for acquisitions and new developments, including coordination with internal stakeholders to gather necessary information
Oversees the response to requests for proposals from government/municipal and privately owned water and wastewater systems seeking to sell their systems
Coordinates with legal counsel and internal stakeholders of successful acquisition targets to oversee due diligence efforts and to ensure draft agreements and contracts comply with Company and regulatory requirements
Assists the Regulatory Affairs team in developing effective strategies for regulatory approval of acquisitions
Testifies as an expert witness in support of acquisition filings with the CPUC
Provides monthly reports to executive team summarizing status of potential opportunities and analyses of unsuccessful bids
Creates and manages an annual business development plan
Works effectively with executive leadership to develop long term strategic plans and relationships
Closes new business ventures by developing and negotiating agreements, integrating the new entity, and communicating with existing business operations
QUALITIES OF A SUCCESSFUL PERSON IN THIS POSITION
Balance multiple project assignments
Analyze situations accurately and take effective action
Reason logically and creatively
Utilize a variety of analytical and research techniques to screen potential business leads
Demonstrate ability to manage projects, personnel and work collaboratively with internal and external stakeholders
Maintain composure under stressful situations
Complete assignments independently or with minimal supervision
Work productively and effectively when faced with time pressures, disruptions, or multiple responsibilities
Make sound decisions based on the information available
Present key facts, points, or inferences in writing in a clear, organized, and concise format
Possess excellent oral and written communication skills
Read, interpret, and analyze data and present ideas and information effectively
Write a complex report that includes facts, conclusions, and recommendations
Read and understand technical materials
Interpret and synthesize information across different or multiple sources
Coordinate work assignments with other managers and executives in the Company
Demonstrate knowledge of regulation and cost of service issues
Understand industry tariffs and rate design
Demonstrate ability to negotiate settlements, contracts or agreements
MINIMUM POSITION QUALIFICATIONS
Bachelor’s Degree from an accredited college or university with major coursework in accounting, mathematics, economics, business, engineering, or a related discipline required
Minimum of ten years of verifiable work experience in business development, accounting or finance or utility regulatory analysis. Experience in mergers and acquisitions preferred
Demonstrated knowledge and experience in researching, analyzing, and preparing statistical and analytical studies
Strong negotiation, communication, and relationship management skills, with proven ability to secure and grow revenue opportunities
Proven ability of completing multiple project assignments
Utility experience in a regulatory environment strongly preferred
Proficiency in Microsoft applications (advanced Excel skills preferred)
Five years’ supervisory experience preferred
Must be available for significant domestic, overnight, travel
The Manager may be eligible to work remotely, however, the incumbent must reside near a major airport due to work-related travel requirements
Other Required Skills:
Trustworthy; strong personal integrity; emotional maturity
Demonstrates high level of accountability and ownership
Solid presentation skills
Executes with discipline and urgency
Collaborative/Team oriented
Exhibits professionalism with internal and external contacts
Organized with strong attention to detail and time management skills
High degree of initiative; self-starter
The above job description is not intended to be, nor should it be construed as, exhaustive of all responsibilities, skills or competencies associated with this job. May include but not limited to standing, climbing, walking, lifting, bending, pulling and/or pushing, grasping, reaching, stooping and crouching, sitting, typing, walking, reading, writing, color determination, speaking and listening for extended periods of time.
BENEFITS
Our Company supports our employees with rich benefit programs and resources to help them thrive today and prepare for tomorrow. Benefit options include medical, dental, and vision plans with the Company currently paying 85% of the monthly premium for employees and their eligible dependents. We also offer paid vacation and sick time and twelve Company paid holidays per year. To help our employees plan for the future, we offer both a 401(k) retirement plan as well as a Defined Contribution Profit Sharing retirement plan. Additional benefits include life, AD&D, and LTD insurance as well as health savings account and flexible spending plans.
COMPENSATION INFORMATION
The compensation range provided is in compliance with state specific laws. Multiple factors are used to determine the actual starting rate of pay for all of our positions, including specific skills, years of experience, education, certification(s), and other job related factors.
The responsibilities of this position will involve access to information that may be considered confidential, private and sensitive. Therefore, the individual filling this position will be required to both allow and pass a background check.
NOTE: Reasonable accommodations will be made to enable individuals with special needs to perform the essential functions.
The Company is committed to providing equal employment opportunities for all job applicants and employees. The Company prohibits unlawful discrimination on the basis of race, religion, color, national origin, ancestry, physical disability, mental disability, legally protected medical condition, marital status, sex, gender, gender identity or expression, sexual orientation, age over 40, military or veteran status or any other basis protected by federal, state or local law.
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