The Director, Business Development is responsible for seeking out new business opportunities for the Company including locating, developing, defining, analyzing, negotiating, and closing agreements; corporate development objectives including acquisitions of regulated and market-based businesses. This position will represent the Company in interactions with external leaders in public entities and other organizations in matters pertaining to business development initiatives; manage key relationships within our matrixed organization including legal, finance, technical, and operations professionals for the Company. Must be based within 30 minutes of a major airport.
Generates and identifies leads for new business in the water and wastewater utility industry through events, publications, or association announcements; locates new prospects by contacting potential partners or industry leaders
Screens potential business leads by analyzing their market strategies, contract requirements, financial statements; evaluates options and makes recommendations for purchase or contract relationship
Develops negotiating strategies and positions by reviewing and analyzing the integration of the new venture with existing Company structure and operations; examines potential risk and identifies mitigation strategies
Closes new business ventures by coordinating requirements, developing and negotiating agreements, integrating the new entity, and communicating with existing business operations
Engages Corporate Counsel for review of draft agreements or contracts to ensure compliance with Company and regulatory requirements
Automates processes where possible and ensures that historical data can be recaptured and utilized for future proposals where appropriate
Maintains current business development database
Prepares monthly reports and internal memos in a timely manner, to communicate and outline opportunities, take corrective actions to resolve issues before they become problems, and assists with forecasting
Complies with Sarbanes-Oxley (SOX) regulations as required
Participates in the General Rate Case (GRC) process by providing written justifications if required
Participates in and supports the Company's Continuous Improvement program and projects
Performs other duties as assigned
Attends meetings and training as directed by the company
Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses, and communicates new information to colleagues
Attends industry sponsored trade shows and seminars
Bachelor's degree in Accounting, Business, Economics, Engineering or Finance or related field and/or equivalent relevant experience
Graduate degree (e.g. MBA or Engineering Management) preferred
Five years of business development/growth experience, including some experience within a corporate, regulated, multi-state, utility environment
Experience leading all aspects of M&A process including negotiating development investments and finance agreements and divestitures
Experience with crises and/or business disruption; proven ability to navigate complex situations.
Understanding of CSW financial operations growth triangle, cost containment and capital investments
Strategic/big-picture thinker
Possesses financial literacy skills
Possesses strong communications skills
Proficient in the use of Microsoft Office applications
Valid California Driver License
Knowledge of the principles and practices of business development, negotiation, and lead generation
Knowledge and general understanding of the water industry
Knowledge and general understanding of the wastewater industry
Knowledge of Company principles, programs, and business practices
Knowledge and ability to use Microsoft Office applications to create presentations, spreadsheets, and word documents
Knowledge of applicable state, federal, and local laws and regulations
Knowledge of Company policies, procedures, and business practices
Knowledge of project management including budgeting and contract negotiations processes
Ability to communicate effectively, both verbally and in writing with agencies, contractors, customers, consultants, employees, public officials and vendors
Ability to work effectively and communicate well with all levels of employees and management
Ability to prepare concise written reports, policies, and procedures
Ability to interpret and apply business and governmental laws and regulations
Skilled at generating leads through industry events, announcements, and business associations
Demonstrated ability to negotiate settlements, contracts or agreements
Demonstrated ability to lead and promote programs
Demonstrated commitment to providing outstanding customer service
Demonstrated organizational and time management skills
Demonstrated problem-solving and troubleshooting skills
Flexible and able to prioritize
May perform more advanced functions as part of training and development
Travel between 10-15% of time
Must be based within 30 minutes of a major airport