Job Description
The Business Development Manager will be responsible for sales, business development, and marketing with the goal of growing Graycor’s market share for targeted clients in the Midwest region as well as national clients with opportunities in the Midwest. This position will work closely with senior management teams located in the Company’s Oakbrook Terrace, IL, Portage, IN and Chicago, IL offices to develop new and repeat business to achieve overall corporate objectives and appropriate growth results consistent with the annual business plan.
This position reports to the General Manager or Vice President, Corporate Development.
RESPONSIBILITIES:
- Responsible for leading business development efforts in the company’s core markets including manufacturing, energy, ,non-ferrous metals, Working with potential and current clients, and client influencers (engineering firms, EPCs, OEMs, etc.) to help get Graycor engaged early in the process and ideally selected to perform preconstruction and budgeting services.
- Works with the senior leadership team in formulating annual business development plan for the market or region (SWOT analysis, market trends, existing and target clients, required resources, business development budget.)
- Conducts market research. Collects market, client, and prospect operations information, and identifies and pursues opportunities.
- Development of strategies for identifying and cultivating new clients and expanding opportunities with existing clients.
- Assists in developing and overseeing specific client account management plans for existing and new clients, including annual updates.
- Manage key accounts and the implementation of the account management process across various business groups
- Always maintains the highest level of professionalism and promotes positive relations and communications.
- Provides solutions to issues, problems and challenges that are creative, thorough, and complete.
- Pursues and leads efforts in developing response strategies for construction procurement opportunities, including qualifications, proposal submissions, and interviews.
- Develops and maintains a wide network through participation in industry committees and associations
- Engages the Company’s appropriate technical experts and/or leadership as necessary to attend client meetings.
- Assists general manager in providing optimum project opportunities that will permit the division to realize its growth objectives.
- Initiates new potential client contacts; organizes and tenders qualification data to clients, and supplements proposal effort as required.
- Coordinates the development of significant proposals, presentations, and brochure materials; coaches and assists project personnel to make effective client presentations.
- Develops strategies to win project opportunities through collaboration with Operations.
- Initiates and maintains an open and timely level of communication with general managers, operations managers, and the estimating manager to maintain corporate management team efficiency.
- Administer Business Development Unit policies, procedures, and organizational structure within the boundaries set by Company policy and the management team.
- Works with managers to ensure proper utilization of customer relationship management system for communicating client contacts, current targeted project status, and known future bidding/proposal opportunities.
- Works with managers, corporate marketing, and marketing coordinators to develop and implement effective marketing strategies (campaigns, materials and events).
POSITION REQUIREMENTS:
- Undergraduate degree required; degree in construction management, industrial technology or engineering is a plus.
- Well-developed sales and business development skills with a proven track record of developing and closing new business as well as growing business with existing clients.
- Ability to communicate effectively with audiences that include but are not limited to management, coworkers, clients, design partners, vendors, contractors, and other stakeholders; strong presentation skills and the ability to effectively facilitate client and internal meetings required.
- The ability to build strong relationships and establish strong interpersonal connections with prospective clients; ability to build relationships, network and market services with professionalism and tact.
- Highly organized and self-motivating; demonstrated ability to work independently and manage multiple, competing priorities.
- An analytical orientation toward monitoring key market trends/changes and the ability to take appropriate action to earn new business.
- Ability to attend to detail and work in a time-conscious and time-effective manner
- Strong computer skills: MS Outlook, Teams, Word, Excel, Power Point and CRM software (Salesforce.com).
- Ability to travel extensively both regionally and domestically as needed.
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