Business Development Manager

Company Details

GRAYWOLF INTEGRATED CONSTRUCTION COMPANY

EMPLOYEE VALUE PROPOSITION

The Business Development Managers are the catalyst to our company’s growth and play a critical role in aiding our operations in moving the business forward. They are primarily responsible for revenue generation through strategic alliance with clients. Our Business Development Managers develop and maintain high, wide and deep client relationships as well as focus on the quality and development of pipeline opportunities. The sales team are interactively engaging and listening to client needs, fostering trust, respect and rapport. At the same time, they are building rapport and are seen as a technical subject matter expert, operationally or having the ability to quickly identify a subject matter expert. They understand and articulate GrayWolf’s value proposition to potential clients and expertly negotiate and close new business opportunities.


CORE RESPONSIBILITIES

  • Actively closes opportunities that meet the company’s goals (throughput) and is demonstrated through month over month sales vs. target. Develop trusted partner relationships with key customers to retain and grow revenues over time.
  • Ensure that the estimating and management team fully understand what is needed and required to close deals.
  • Create, drive and maintain accurate CRM data inputs, ensuring that leadership has accurate data that allows them to make accurate decisions.
  • Maintain appropriate level of bids per month to achieve sales goal based on hit rate and opportunity cycle, which are accurately reported in the CRM funnel report.
  • Compose/oversee language and approach of proposals, ensuring best presentation to close, prompting client contact in 48 hours or less after review/consideration.
  • Work multiple/simultaneous opportunities with many clients in the market to determine target opportunities that translate to a hit rate greater than 15%.
  • Conduct field client validation of opportunities to ensure estimating resources are maximized and pipeline is 7x greater than sales goal.
  • Ensure balanced mix of opportunities in multiple market segments while striving to maintain a mix of negotiated and competitively bid projects.
  • Demonstrate comprehensive understanding of competitors in order to tailor our approach to win jobs/projects, supported by an end market pie chart.
  • Attend trade association meetings, trade shows and build/maintain decision maker relationships, which will be measured by the # of decision makers and influencers in network.
  • Develop measurable relationships with clients to ensure we have “1st look” or requested opportunity. Measurements include (but not limited to): high, wide and deep relationships; client feedback providing opportunity to be more competitive, transparent feedback on why we lost an opportunity, quality of visits, time spent with decision makers and number of cross selling opportunities bid on.
  • Partner with General Manager to execute marketing strategy, measured by the number of presentations made as well as by the number of meetings attended.
  • Keeps abreast of developments in the industry through participation in professional organizations, and uses these experiences to design and develop relationships with decisions makers and/or influencers (through lunch and learns, entertainment, etc.)


ESSENTIAL QUALIFICATIONS, KNOWLEDGE, SKILLS and ABILITIES

  • Must have 5-10 years demonstrated experience with the regional markets and be externally recognized and currently connected to the customers in the region
  • Experience with equipment setting/rigging, structural steel erection, piping systems, tanks and vessels and plant maintenance in heavy industrial markets including power, chemicals, refineries, water treatment and/or renewables
  • 5 or more years of experience in a business development role selling in structural steel, construction and/or industrial construction markets
  • Fundamental understanding of the industry, client base, projects and contracts
  • Strong negotiation skills and adept at interpersonal relationship building and conflict resolution
  • Excellent verbal and written communication skills
  • Strong drive to succeed and meet or exceed organizational goals while working effectively in a team -oriented environment.
  • Bachelor’s Degree in Business, Construction, or Engineering is highly preferred

Must have open availability to travel to and work at any location and potentially be away from home for short periods of time. May be required to work non-standard shifts, any time any day of the week, including weekends and holidays. Employment is “at will” and subject to change depending on departmental needs.


ENVIRONMENT

Business Development professionals work mostly in a comfortable office environment but exposure to site and weather conditions occur. Some locations expose workers to harmful materials or chemicals, fumes, odors, loud noise or dangerous machinery. Some workers may be exposed to lead based paint, asbestos, or other hazardous substances. To avoid injury, Personal Protective Equipment (PPE), including but not limited to gloves, hard hats, safety glasses, must be worn in all areas as required. While not considered inherently dangerous, they must be especially alert to safely follow procedures and must deal with a variety of hazards and exercise care while performing onsite services.

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