POSITION SUMMARY
Business Development encompasses all activities involved in realizing new business opportunities to increase revenue. These activities include the identification of opportunities – whether these involve new clients, new partners, new ways to reach existing clients, or new service offerings to better meet the needs of existing clients – as well as the assessment of opportunities in support of the business planning function. With an emphasis on the bridges, complex highway systems, railways and urban mass transit systems, you will evaluate opportunities, develop relationships with regional design firms, assist with the qualification and proposal development, assist in teaming efforts with joint ventures and design build projects and assist with internal business processes and approvals for bidding. Individual will be tasked with managing and driving the business development plan to reach and establish relationships with high level clients and stakeholders in the markets we serve. The Director, Business Development must be a flexible and adaptable team-player, as well as have strong communication and client service skills.
Required Skills
KEY TASKS AND RESPONSIBILITIES
- Business Maintenance & Growth
- Closely manages potential opportunities to ensure that all job prospects are fully evaluated
- Continually researches the heavy civil construction market to assess potential opportunities against Traylor Brothers, Inc. capabilities, ensuring carefully planned growth
- Facilitates job wins by collaborating with marketing and estimating teams to submit consistent, clear, accurate and informative proposals.
- Maintains an active client relationship, pre- and post-bid, to ensure a continuous open dialog
- Continually identifies builds and develops new client business within a vertical market by pursing opportunities with strategic targets in key industries and cultivating relationships with existing clients. Delivers compelling calls and presentations to introduce Traylor’s capabilities and value proposition. Negotiates and communicates complex concepts/business issues to a variety of audiences.
- Identifies and evaluates new markets and partnership opportunities through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.
- Supports all aspects of the sales process, including development of opportunity-specific sales strategy, selection of pursuit teams and "quarterbacking" the entire sales process.
- Collaborate with the marketing and estimating teams to create effective strategies to win in the marketplace, including market segmentation, value proposition development, technology positioning, pricing strategy, branding strategy, channel strategy and communications strategy development
- Competition & Partner Relationships
- Provides critical business intelligence on industry competition and potential partners to guide strategic decisions.
- Quickly identifies new players in the market that could represent future competition and assesses their capabilities and market reach
- Manages strong relationships with the client base, communicating TBI’s cohesive corporate brand to the market in a way that positively distinguishes TBI Heavy Civil division from the competition.
- Manages strong relationships with potential partners, then assists in negotiating contractual arrangements that ensure profits for all parties
Market Changes
- Identifies leading market indicators to positively impact future performance challenges
- Collects, analyzes and reports important market data and business intelligence to enable a proactive response to impending market change.
- Facilitates the rapid market introduction of newly acquired business entities through existing business development relationships
- Defines, tests, refines and implements strategic plans to successfully achieve opportunities within the market segments. These activities include primary research, industry, market and competitive analysis, and customer needs assessment.
- Ensures strategic objectives of the market segments are well understood and executed by the pursuit team.
SKILLS AND ABILITIES
- Motivates others and provides leadership to accomplish team goals without having direct authority over team members.
- Prudently manages resources within budgetary guidelines according to company policy and within ethical corporate governance guidelines.
- Positively demonstrates Traylor’s mission, vision, value statements, reputation, code of ethics, standards, policies and procedures internally and throughout the marketplace
Required Experience
EDUCATION/EXPERIENCE
- The ideal candidate will have at least 10 years new business development or strategic marketing experience in the heavy civil construction industry or equivalent.
- A BS degree in marketing, engineering, construction management or related field preferred
- Candidates must demonstrate excellent communication and presentation skills, as well as the ability to articulate a variety of complex technical issues orally and in writing. A keen business sense and strong problem-solving and negotiating skills are also required.
- In order to be effective in this role, the successful candidate will need to travel throughout the U.S. and Canada