Director, Business Development

California Water Service

Job Description:

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 California Water Service

• 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

• Communicates potential opportunities to other Cal Water locations and business units

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 o