The Business Development Manager is responsible for driving sales by developing relationships with new and existing clients that will lead to new work opportunities, creating strategies to achieve new business, and building strong partnerships. Target clients include both private and public organizations with a heavy emphasis on expanding the project portfolio with Federal Government agencies. The Business Development (BD) Manager is capable of leading project pursuit and customer satisfaction efforts throughout the BD process, from opportunity identification to client cultivation to proposal preparation to contract execution and project completion.
RESPONSIBILITIES
- Directing all BD activities including developing and qualifying leads, pre-proposal visitations, collection and analysis of competitive intelligence, teaming, proposal coordination with technical staff, presentations and negotiations
- Maintaining and expanding relationships with current and future clients, federal agencies, architects, project developers, consultants and other business and community organizations
- Positioning MC for maximum competitive advantage, including prospecting and qualifying new potential partners and customers and bringing in new business
- Initiating client follow-up on current projects and new leads
- Developing and executing Capture Plans, including customer visits and marketing, competitive data collection and analysis, and teaming/partner development
- Developing and co-managing Account Plans with Project Managers and establishing the sales strategy for respective clients
- Briefing senior management on prospecting and capture activities and status
- Facilitating team communication, coordination, and interaction on development projects
- Serving as a Company role model in business and community activities
- Networking within various trade organizations including exhibiting at applicable trade shows
- Managing a corporate budget for business development activities
- Coordinating marketing efforts to expand company exposure to targeted groups
QUALIFICATIONS
- In-depth knowledge of the Federal procurement process and regulations, and experience winning contracts with Federal Agencies including NAVFAC, AFCEE, AFCESA, USACE, EPA, DOE, military installations and other Federal facilities, and state and local governments
- Established New England network of business and institutional clients preferred
- Undergraduate degree in engineering, construction management, communications, business or related fields
- Minimum 5 years experience as a Business Development Manager or Specialist
- Strong understanding of the construction industry including the development of schedules and budgets, value engineering, general means and methods, design-build method of delivery, and industry standard forms of contractual agreements
- Understanding of the details of large heavy industrial construction projects
- Knowledge of and access to existing client and engineering networks and a history of success securing major projects
- Extensive experience in public speaking, writing, media and public outreach
- Computer literacy especially in Microsoft Excel, Powerpoint, and Word
- Excellent oral and written communication skills
- Ability to manage, motivate and influence people and business
- Strong entrepreneurial abilities and a passion to succeed
- Exceptional relationship management skills
- Senior level client relationship skills including experience in negotiations, articulating complex solutions and benefits
- Outstanding needs analysis, competitive positioning, business justification and closing skills.
- Superior time management and organizational skills required
- Ability to interface with corporate level executives, stakeholders, management and financial decision makers
- Financial skills, estimating and pricing strategies, and ability to drive a business case [RGR1] are vital
- Skilled at qualifying potential customers and developing a deep understanding of their initiatives and budget requirements
- Proven experience with forging new relationships, and proven business savvy to bring in new business
- Ability to think creatively and have strong sales promotion and marketing skills
- Strong organizational skills, self-motivated, integrity, professionalism, the ability to work well with others, and a great desire to be successful
- Demonstrated track record and success against quota
- Comfortable in a fast paced and growing environment
PERFORMANCE MEASUREMENTS
- Achievement of outlined objectives within established deadlines
- Adherence to established budgets
- Production of Quality work products and approach
- Successful completion of sprojects and assignment
- Prevalence of positive interactions with other team members
- Cooperation towards established corporate objectives
We offer an exciting and challenging work environment, competitive salaries and outstanding benefits. We offer a team environment that encourages personal and professional growth and we have many opportunities for development and advancement. Methuen Construction is growing in dynamic new ways and we recognize that the right people with great ideas and expertise will drive our continued success. We are proud to call our employees “teammates”. This insignia goes well beyond words in that all our teammates are treated fairly and share in the Company’s success. Email your resume with your salary requirements to:
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Methuen Construction
40 Lowell Road
Salem, NH 03079
EOE