Business Development Manager: Marketing

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, proactively opening doors with utility stakeholders beyond ICF’s traditional energy efficiency contacts—including corporate communications, corporate marketing, brand management, customer solutions, community relations, and procurement. 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, and advance or disqualify opportunities accordingly. 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, and communicate risks and opportunities through regular pipeline reviews. Your focus will include selling: Marketing and communications strategy, campaign development, and implementation Creative, content, digital, strategic communications and brand management, including web experience, marketing automation, and campaign analytics 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 while contributing to the development and maintenance of a $45M+ qualified pipeline. Develop a strong command of ICF’s marketing, communications, and customer engagement services, ICF’s energy, climate and environmental offerings, and how they integrate with consulting and technology services Learn and apply ICF’s business development and capture processes Build relationships with utility sales, delivery, and marketing leaders across EEI, and begin mapping stakeholders in corporate communications, brand, and customer solutions functions 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 with utility stakeholders outside of energy efficiency—including corporate communications, corporate marketing, brand management, customer solutions, community relations, and procurement—through direct, proactive (including cold) outreach Develop win strategies, including competitive positioning, stakeholder mapping, and ongoing competitive analysis of marketing/communications agencies and consulting competitors 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, and conference strategies Develop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areas or adjacent markets Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans What You Bring Minimum Qualifications: 10+ years in business development, sales, or capture management Experience selling into the utility, energy, or government (federal or state) sector—utilities operate much like public-sector bureaucracies, and many of ICF’s largest clients are government or quasi-governmental entities Proven success managing multiple complex pursuits and closing $5M+ annually Experience selling, and leading teams to sell, core marketing services—including marketing strategy, campaign development and execution, creative and content production, crisis communications and stakeholder engagement, digital and social engagement, and research and analytics—ideally alongside consulting or technology solutions Proficiency managing the full sales lifecycle using CRM tools Preferred Qualifications: Experience selling agency or full-service marketing engagements, including strategy, creative, digital, media, and analytics Direct experience working within, or competing against, marketing/communications/PR agencies, with fluency in how agencies price, package, and position their services Familiarity with marketing technology ecosystems such as content management, marketing automation, and C