Director of Business Development

JOB TITLE: Director of Business Development
**TOP 3 SKILLS:** Business Development, M&A, Utilities
LOCATION: San Jose, CA
DURATION: Permanent
RATE RANGE: 180-250k

SUMMARY:
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.

ESSENTIAL JOB FUNCTIONS:

• 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

MINIMUM QUALIFICATIONS:

• 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

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