BUSINESS DEVELOPMENT MANAGER

Position Summary

Hopkins | Lacy is searching for a highly-motivated, driven Business Development Manager (BDM) to establish and manage the business development program for our mechanical, electrical, plumbing construction company.  The Business Development Manager is responsible for the acquisition of new contracts in the private marketplace to support the sales and margin goals established in the annual business plan, as well as developing and maintaining relationships with our partners in public sector pursuits.  We are searching for someone with a proven sales track record in the construction industry with the ability to consistently build trust with customers and colleagues. Additionally, the BDM will provide well-researched analysis of current and future marketplace trends and develop strategies to leverage the Company’s strengths and market position against the opportunities presented.  The BDM position reports to the business unit president.

Duties/Responsibilities

• In collaboration with Head of Estimating, Special Projects Managers and Engineering and other company management, selects, cultivates, proposes, and contracts new work opportunities that are consistent with overall company goals and strengths.
• Provide ongoing progress updates on new business development activities and other key indicators to the management team.
• Organizes and conducts weekly sales meetings.
• Produces annual forecasts with regular monthly updates, evaluating the opportunities available within existing markets.  Monthly updates will include, but are not limited to, sales to date, margin on new sales to date, number of bids / proposals / opportunities pursued and awarded, post mortem of bids and proposals lost, number of new leads, client visits, etc.
• Performs prequalification analysis of any potential outside business partners when considering a project
• Works with Estimating team to understand cost estimates, budgets, and bids to ensure that they fully and accurately reflect the costs and risks associated with the project.
• Seeks to develop meaningful relationships with potential and existing clients that lead to the selection of the company as the preferred provider of services.
• Strategically utilizes professional associations, trade groups and community organizations to build personal networks of influence and present the benefits of the Company’s services.
• Directs internal preparation by support staff of a complete portfolio of project photos, personnel resumes, completed project descriptions, and descriptions of special Company programs and processes for use in proposals and marketing information.

Duties/Responsibilities Cont.

• Keeps current and knowledgeable on the economic climate within our markets and forecasts any impact to current and future marketplace trends.
• Seeks to develop meaningful relationships with business partners involved in early project pre-planning activities, such as real estate, geotechnical, and lending institutions, to increase our lead time to nurture and prepare for opportunities.
• Understands federal, state and local requirements related to WBE, DBE, WBE, SWAM and other specialty certification requirements and develops and implements proactive strategies to meet or exceed the project goals. Ensures compliance with other federal, state and local requirements, including anti-trust regulations.
• Directs and guides preparation of technical proposals that present the Company’s strengths and advantages in a persuasive and professional manner.  Effectively presents company’s operational processes and history as a performance builder.
• Develops presentation strategy, materials, tools, and skills that enable the Company to successfully promote our strengths, advantages, and record of success. 
• Works with Company Executives to identify ways to bring others into the business development process, recognizing that all Company employees are engaged daily in presenting the Company to the marketplace.
• Participates in industry and community opportunities to promote the Company’s brand.
• Utilizes CRM program to record customer interaction and track opportunities throughout the sales process.

Qualifications

• Bachelor’s degree in Engineering, Construction Management, Architecture, Business or related field. (Preferred)
• Minimum 6 years of experience
• Strong computer skills, experience with a CRM is preferred.
• Excellent organizational skills and attention to details.
• Ability to build and maintain business relationships with clients.
• Excellent verbal and written communication skills
• Ability to multitask and complete work while traveling
• Thorough knowledge of territory, market and clients.

Competencies

Travel

Travel is estimated 25%.  Mostly day travel, with occasional overnights.

Supervisory Responsibility

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear.  The employee is required to use hands to finger, handle or feel; and reach with hands and arms.

Position Type/Expected Hours of Work

This is a full-time which will typically involve 40+ per week.

AAP/EEO Statement

It has been and will continue to be a fundamental policy of the Company not to discriminate on the basis of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or status as a veteran, or any other basis protected by applicable federal, state or local law, with respect to recruitment, hiring, training, promotion, and other terms and condition of employment.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.