[Hiring] Business Development Manager @IIIIIIUS

Role Description

We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across the utility market, selling integrated marketing, communications, and customer engagement services alongside ICF’s broader consulting and technology offerings.

ICF’s utility clients are navigating one of the most significant transformations in the energy industry—decarbonization, grid modernization, electrification, and customer program innovation. Succeeding in this environment requires utilities to engage, educate, and motivate their customers like never before. We combine deep domain expertise with full-service marketing and communications capabilities to help utilities drive program participation, customer engagement, and brand trust.

This role is ideal for a high-energy, consultative seller who thrives in complex, relationship-driven sales environments and can translate client challenges into growth opportunities across ICF’s utility marketing portfolio, including opening new relationships beyond ICF’s traditional energy efficiency contacts.

What You’ll Do

• Build and advance a pipeline of utility marketing opportunities across North America.
• Own the full sales lifecycle from prospecting and discovery through qualification, pursuit, negotiation, and close.
• Qualify leads based on client need, strategic fit, competitive position, budget, decision process, and timing.
• Build compelling, client-specific value propositions that connect ICF’s marketing capabilities to measurable client outcomes.
• Maintain complete, accurate, and current opportunities, contacts, activities, next steps, close dates, and forecasts in the CRM.
• Meet established pipeline development, sales activity, and revenue goals.
• Your focus will include selling:
  • Marketing and communications strategy, campaign development, and implementation.
  • Creative, content, digital, strategic communications and brand management.
  • Integrated offerings tailored to each client’s strategy, customer base, and regulatory environment.

First 30 Days

• Gain an understanding of utility marketing growth priorities, key pursuits, and pipeline management processes.
• Develop a strong command of ICF’s marketing, communications, and customer engagement services.
• Learn and apply ICF’s business development and capture processes.
• Build relationships with utility sales, delivery, and marketing leaders across EEI.
• Begin developing a target account and contact strategy by solution area.
• Partner with delivery teams to identify expansion and cross-sell opportunities within existing utility clients.

First 6 Months

• Lead 10–15 concurrent pursuits across the full sales lifecycle.
• Proactively build new relationships and generate net-new meetings and opportunities.
• Develop win strategies, including competitive positioning and stakeholder mapping.
• Drive pursuit activities including pipeline reviews, forecasting, and gate reviews.
• Contribute as a proposal reviewer across multiple solutions and offerings.
• Identify and secure strategic partners, including negotiating teaming agreements.
• Maintain accurate pipeline tracking and reporting in CRM systems.

12–18 Months

• Close $15M+ in new sales across marketing, communications, and customer engagement solutions.
• Contribute to utility market and account growth strategies.
• Partner with ICF’s marketing team to support thought leadership and targeted campaigns.
• Develop business cases, pricing strategies, and value propositions.
• Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans.

Qualifications

• 10+ years in business development, sales, or capture management.
• Experience selling into the utility, energy, or government sector.
• Proven success managing multiple complex pursuits and closing $5M+ annually.
• Experience selling core marketing services alongside consulting or technology solutions.
• Proficiency managing the full sales lifecycle using CRM tools.

Preferred Qualifications

• Experience selling agency or full-service marketing engagements.
• Direct experience working within, or competing against, marketing/communications/PR agencies.
• Familiarity with marketing technology ecosystems.
• Demonstrated experience leading competitive RFP responses.
• Bachelor’s degree.

Key Competencies

• Strong consultative selling and discovery skills.
• Ability to orchestrate cross-functional teams.
• Excellent client- and customer-facing skills.
• Strategic thinker with strong sales and competitive judgment.
• A problem-solver who is highly organized.
• Extensive, active professional network.
• Diligent and comfortable with proactive prospecting.
• Forward-thinking on marketing, communications, and digital trends.
• Ability to build trust with marketing, program, and executive stakeholders.

Bot and Third-Party Applications

Please note that this application must be submitted directly by the applicant for consideration. Failure to do so may result in the application being excluded for consideration.

Applicants needing an accommodation for disability or religious purposes in connection with the application process should contact [email protected] for assistance.

Working at ICF

ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer.

Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.

We will consider for employment qualified applicants with arrest and conviction records.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email [email protected] and we will be happy to assist.

Pay Range

The pay range for this position based on full-time employment is: $108,476.00 - $184,409.00.