Job Description

The Director, Business Development (BD) plays a critical role in developing a pipeline and executing municipal acquisition opportunities that grow Aqua Pennsylvania’s water and wastewater services. This individual will leverage their existing business contacts and establish new relationships to identify opportunities to acquire water and wastewater assets. The Director, BD prospects for new business, leading the due diligence process, financial analysis, negotiation, and integration of acquisitions. He/she should be comfortable working in teams and independently. The position may be based in Pittsburgh, PA or Bryn Mawr, PA.

ESSENTIAL DUTIES:

Develop and sustain relationships with municipal leaders and key stakeholders to generate acquisition opportunities for the assigned subsidiary.

• Target, approach, and engage with prospective targets to “sell” Aqua’s value proposition. Create and deliver effective presentations to decision-makers across the region to build name recognition and ascertain prospects interest level.
• Maintain a robust pipeline of opportunities by prospecting new opportunities and manage existing opportunities through the business development process.
• Partner with all primary functional areas of the organization in the pursuit and development of potential acquisitions including Finance, Engineering, Operations, Environmental Compliance, Human Resources and Legal.
• Manage the proposal process and ensure that all requirements have been satisfied so that a deal can be submitted.
• Advocate for approval of deals through the Investment Committee.
• Builds strong working relationships with the senior leadership team at Essential.
• Coordinates activities with external lawyers, advisors, accountants, and consultants to successfully close acquisitions.
• Liaises with elected and appointed officials, state agencies, e.g., PA Public Utility Commission, PA Department of Environmental Protection; industry organizations, e.g., National Association of Water Companies, American Water Works Association; and other utilities.
• Leads other related initiatives as assigned.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function(s).

QUALIFICATIONS: (Required Experience, Education, Licenses, and Certifications)

• Bachelor’s degree preferably in Business Administration, Public Policy, Accounting, Finance, Engineering, or law degree required. (MBA a plus)
• A minimum of 7 years’ experience assisting organization(s) with generating new business opportunities, acquisitions, or joint ventures. Alternate high-demand career experiences will also be considered.
• Experience with municipalities or utilities is a plus.
• Experience with civil engineering/land development is preferred.
• Experience with proformas and proforma modeling is a plus.

KNOWLEDGE, SKILLS AND ABILITIES: (Examples below)

• A demonstrated track record in business development or consultative selling.
• Results oriented with a strong desire to win.
• Ability to function in a high demand, competitive and performance-driven environment.
• Familiarity with CMR (i.e. Salesforce).
• General knowledge of the water supply and wastewater market in Pennsylvania.
• Effective verbal and written presentation and communication skills. Well versed in making presentations.
• Mastery of Microsoft PowerPoint and Excel.
• Superior analytical abilities including advanced knowledge of financial and valuation techniques is desired.
• Ability to identify and address cross-functional issues that may be relevant to completing or implementing acquisitions and alliances.
• Excellent written and verbal communications skills (clearly, concisely, and professionally) necessary to effectively network and relationship build.
• A team player able to work effectively in a team fostered multi-tasking environment

WORKING CONDITIONS/PHYSICAL DEMANDS:

• Perform sedentary work- exerting up to 20 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.
• Working conditions include travel to work sites of Essential Utilities and/or other constituents – Company vehicle is provided.
• Travel Requirements up to 25% Overnight travel is required.

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