Principal, Business Development

Primary Role

Responsible for the development of new business opportunities. This includes engaging with both municipal and privately owned water and wastewater to pursue acquisitions. The primary function of this position is to engage with municipal elected officials and others to pursue the targeted acquisition of water and/ or wastewater systems, and all other activities that support this goal.

Key Accountabilities

• Assist in building the business development pipeline and identifying acquisition opportunities in line with the business plan. Identify, qualify, and prioritize leads through the use of appropriate tools, local market data and active targeted prospecting.
• Prepare informational material and communication drafts and support the external affairs manager in the development of marketing materials which support business development opportunities. Updates the business development plan and assesses risks to commitments for securing sustainable business growth.
• Manage the end-to-end business development cycle, coordinate and at times manage a multifunctional deal team, to include the corporate business development team, in preparation of acquisition proposals and presentations. Lead development and bid strategy; assist with the deal structuring, finance and credit assessment of opportunities and champion projects through internal and external processes. Assist with asset valuation studies and financial analysis and operational viability studies of targeted opportunities with appropriate departments.
• Create market awareness and interest in California American Water, develop and maintain California American Water brand image with the key industry stakeholders (including local and state government leaders, environmental regulators, utility regulators, etc.) within the designated territory. Participate in public meetings, tradeshows, conferences, and industry events involving key stakeholders, presenting the advantages of California American Water.
• Evaluate regulatory changes and other relevant factors to assist in the identification of new business opportunities.

Knowledge/Skills

• Infrastructure experience preferably within the water/waste-water utility sector.
• Financial and commercial acumen.
• Legal aspects of the regulatory environment.
• The workings of municipal government, including budgeting processes, procurement procedures, and political dynamics.
• Strong oral and written communication skills (presentation skills: fluency, report writing).
• Highly developed interpersonal skills, (e.g., relationship building, persuasion, negotiation, cooperation, diplomacy).
  Strong financial and legal acumen, or the ability to learn the same.
• Strong skills with Customer Relationship Management platforms (like Salesforce), or the ability to learn quickly
• Critical thinking, adaptability, strong work ethic, possess leadership skills yet are a collaborative team player.
• Ability to quickly adapt to professional collaborative environments, deal with ambiguity, take initiative, and achieve results.
• Demonstrated ability to independently manage travel and expense reporting, as well as consultant contracts, ensuring compliance with company policies and efficient resource utilization.
• Microsoft Office Suite (MS Word, PowerPoint, Excel).

Experience/Education

• Bachelor’s degree required (Business, Finance, Marketing, Engineering or Science preferred)
• 12+ years of work experience of which 6 to 8 years in the business development function, including significant experience working with municipal officials. Strong knowledge of the water industry is strongly preferred.

Travel Requirements

• Up to 40%, as required

Other

• The purpose of this role is to have a senior level individual contributor (12+ years’ experience) position for the Business Development Function in the State.
• Depending on the State's opportunities, the "client executive" or "business developer" aspects of the positions may be emphasized.

Work Environment

• Standard indoor office environment.
• Hybrid schedule, three days in the office, two days’ work from home.
• Sits out of a Southern CA office in Rosemead or Thousand Oaks.

Competencies