• Willingness to familiarize yourself with the company's vision and mission, seeking to accomplish set goals and objectives. • Lead offerings persuasively, persistently and confidently to building owners and owner representatives at the executive level while maximizing long-term profit levels. • Particularly focusing on selling performance contracting while ensuring that we achieve the maximized share of customers business. • Focus on demonstrating value at the executive level by providing solutions to business and financial challenges. • Leverage significant industry expertise to drive strategic decision-making in go-to-market efforts. • Support large opportunities – designing, orchestrating, and delivering high level “big picture” presentations as required. • Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process. • Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. • Actively listen, probe and identify concerns. • Understand the customer's business and speak their language. • Seek out, target and initiate contact with prospective customers. • Develop network of contacts. • Qualify and assess potential customers. • Address customer's financial, business, operational and environmental objectives, needs and requirements. • Recommend solutions that match the customer's business and financial challenges. • Differentiate Willdan services from competitors, based on business benefits and knowledge of competitor's business strategies. • Maximize assigned Project Engineering resources effectively and efficiently. • Ensure the customer and Willdan receive maximum value from dedicated and assigned resources. • Effectively write, present and communicate proposals. • Secure major opportunities through the use of financial agreements. • Utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. • Lead the sales and engineering team by building and fostering team relationships to ensure customer satisfaction. • Solicit support from, and communicate effectively with, internal staff. • Act as the customer's advocate in interactions with Willdan to ensure the customer obtains the best value from our services. • Set appropriate customer expectations on Willdan service offerings. • Lead in the development of the team sales and marketing plans and strategies. • Lead, coach and collaborate with other business development managers and direct reports in the territory. • Maintain and enhance professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.