With the acquisition of Wilkinson Ecological Design (WED) by Ecotone in 2022, two regional leaders in the field of ecological restoration have come together under Ecotone to create a best-in-class, national firm focused solely on ecological restoration, with a focus on the implementation of high-quality restoration projects. With a highly skilled and experienced financial investor, this growth company is building a team of nationally recognized experts. The Client Development Manager (CDM) joins this phenomenal team to drive business growth in the Northeast region.
Primary Role
The CDM will drive and support the regional growth of our organization in line with our company's purpose, values, and quality standards. As a growth company, we expect to increase revenue to $12 million in the next 2 years, while maintaining our current margin structure and high quality of work. Primary responsibilities will be working with the Client Success Manager, Regional Business Unit Leader, as well as various national thought leaders in the fields of stream, floodplain, and coastal restoration to develop sales opportunities into contracts in the Northeast region. The CDM will collaborate with WED's Founder to advance strategic business development goals while nurturing trusted advisor relationships with clients and delivering comprehensive ecological solutions. The CDM will work with many external and internal stakeholders to envision and create opportunities for WED to accomplish its mission of restoring the integrity and biodiversity of natural systems throughout New England.Our team makes a difference in the lives of our clients, colleagues, and the environment, above all else.
The position will initially focus on growth in our core Massachusetts habitat restoration, resiliency, and mitigation market segments. There will be an opportunity for the CDM to grow their career and drive growth of WED's core services into new states across New England, while looking to diversify growth into new market segments. This position will report to the Client Success Manager.
Principal Accountabilities:
Plays a critical role in our growth-oriented company-helping increase our gross sales to $12M in two years.
Develops and scopes new initiatives and projects, develops proposals, conducts presentations, and performs other activities related to selling and delivering WED services.
Collaborates with Project Managers and Design Staff and contributes information for project estimates and proposals prepared by estimating staff.
Identifies and drives growth of outbound leads with existing and potential clients through continuous interaction across our expanding environmental network.
Influences and promotes the expansion or establishment of business opportunities through partnering relationships with potential clients and coordinated efforts with other WED and Ecotone service offerings.
Participates in the company's prompt response to new project leads. Attends initial meetings with potential clients to assess the needs of the client.
Presents and represents WED at trade shows and technical seminars to build WED/Ecotone brand awareness and broaden the market and client base.
Leverage the internal team analyst to research and vet new market opportunities and optimize sales activity within target client segments.
Represents WED professionally and ethically in the marketplace.
Manages strategic deployment and execution of regional business development goals and initiatives.
Networks and serves as the liaison for commercial clients who retain WED as a subcontractor, as well as with other professionals to secure new project opportunities and expand our professional network of business referrals.
Continually improve personal selling and business development skills, acquires industry knowledge, and broadens/applies expertise in environmental service offerings.
Qualifications:
Bachelor's degree coupled with 5+ years of relevant experience. Undergraduate degree in environmental science or engineering and/or Master's degree a plus.
Demonstrated expertise in managing a sales process, developing client relationships, and documenting success using a CRM or ERP.
Familiarity/experience with Massachusetts Wetlands Protection Act, regulations, and policies, as well as local wetlands protection bylaws and regulation and conservation commission project review procedures a plus.
Familiarity with native plant communities, invasive plant management, ecological restoration, and bioengineering construction a plus.
Microsoft Office proficiency.
Ability to provide leadership and work respectfully as a team with co-workers.
Strong interpersonal and relationship-building skills.
Ability to effectively communicate orally and in writing.