As the Director of Business Development for Holt Brothers Construction, you will be responsible for directing and leading all business development and sales-related activities for the firm. The role requires strategic planning and consultative selling while interfacing with senior decision-makers. At a high level, this role will generate and secure short and long-term profitable business through proactive business development and account management based on a fundamental understanding of the customer's business, operations, and objectives. This key position focuses on creating and delivering customer-specific account plans, maintaining current business, and developing new business opportunities. They will report to and receive functional direction from the President.
ESSENTIAL JOB FUNCTIONS, DUTIES, AND RESPONSIBILITIES
The following statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified.
Identifies and pursues potential client/project opportunities; assists in determining the appropriate company technical team and aids in organizing a strategic plan for project pursuit.
Leads or assists with the development and production of qualifications, proposals, and presentations, including coaching of presentation teams.
Continuously cultivates and maintains positive relationships with sources for lead generation (A/Es, consultants, RE execs, trade associations, etc.) and coordinates the office-wide cultivation of ally relationships.
Actively participates in target client industry trade associations and strategic community and industry activities to generate leads and increase the company's visibility.
Stays in periodic contact with new, existing, and past clients to uncover opportunities; acts as a sounding board with respect to our performance and as a lead generation activity; administers monthly client evaluation.
Establishes and implements prospect information/tracking system as well as corporate reports for use by the Senior Leadership Team (SLT).
Conducts and manages regular sales meetings with the SLT to maintain accountability; assists with the coordination of Business Development activity; sets priorities and measures progress against plan.
Knows and measures the capabilities and performance of the competitors in our market.
Apprises SLT of current and anticipated market conditions.
Participates as a member of the SLT with direct responsibility for clients and project opportunities; assists other members of the team in keeping commitments with the potential clients/projects.
Working with the SLT, assists with developing an office and or region sales strategy; develops specific and measurable sales goals; identifies target clients.
Evaluates existing partnerships and sales efforts with an eye toward building on what works and changing what doesn’t.
Expands the profile and reach of the company and its brand.
Assists in the development and implementation of local and or regional Public Relations strategy.
Develops and strengthens internal and external relationships to increase lead generation and market share.
Identifies sponsorship opportunities, including nonprofit engagement.
Assist in motivating SLT towards office sales goals; aids the President in keeping the SLT properly focused on potential client/project prospects that will meet the annual and long-range plans.
Reports to the SLT of any observations made in the marketplace that may represent areas for improvement or opportunities for new strategic initiatives by the Company.
Cooperates and coordinates with the Marketing Department, utilizing their resources and services to support office marketing and sales efforts.
Reports the planned and executed sales activities to the President and SLT.
GENERAL BACKGROUND AND MINIMUM REQUIREMENTS
Four-year degree in business administration, communications, marketing, or a technical-related field (preferred).
5 to 8 years of business development experience with 3 years of business development experience in the construction industry (i.e., General Contractor, CM, Design/Build, Architect, Engineering, etc.) preferred.
Communication - excellent oral presentation and written skills.
Interpersonal - able to work well and persuade people at all organizational levels.
Goal-oriented - able to set goals and achieve them.
Organizational ability - able to plan, prioritize, organize, and monitor activities and projects.
Able to work well in a group environment and foster a team approach.
WORKING CONDITIONS
Standard Office Environment - 40%
Travel Required - 60%
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