Business Development Director

Description

• Reviews opportunities with manager to determine priority and decision on pursuit.
• Establishes and expands relationships within the target market sectors in order to stay up to date on trends and be informed of opportunities prior to becoming public knowledge, and strategically position McCarthy for responding to RFQs/RFPs.
• Coordinates with other internal leaders (Division President or BUL, VP of BD, VP Operations, Project Directors, VP Preconstruction) for market interface opportunities when appropriate.
• Develops sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
• Qualifies potential opportunities early in the sales cycle and manage the pipeline in his/her market sectors to ensure that opportunities are pursued in a timely way, across various stages of the sales cycle and that sales expectations are met.
• Prepares for each sales call, sets specific call objectives and allocates part of every sales call to understanding or clarifying the customers’ business challenges.
• Develops sales strategies for dealing with obstacles, customer objections or competitive situations.
• Communicates regularly with the pursuit team to ensure that they are informed on significant developments and customer issues.
• Ensures that realistic sales forecasts are provided to Division Leadership and that they are kept aware of any significant changes or developments.
• Ensures that Division leadership team is involved within appropriate opportunities at pivotal points and is aware of significant developments.
• Manages the interview process and coaches the team to ensure that all client requirements are met and that McCarthy is positioned as well as possible for success.
• Builds relationships at multiple levels of accounts and across all constituents.
• Utilizes databases (e.g., Vision) to record sales contacts and opportunities and to obtain and retain project and company information for inclusion in marketing and proposal products.
• Establishes initial contact at owner level in potential customer organizations and takes ownership of interaction with prospects to identify expectations/needs and project opportunities.
• Works as a strategic partner with manager relative to his/her assigned market initiatives.
• Participates in trade shows and other client-related events (e.g., golf tournaments, etc.).
• Takes the lead on strategizing and development of RFQ and RFP responses and presentations, working closely with key resources, and refines non-technical elements of proposal.
• Fully participates in Business Development department meetings to share best practice, review performance against targets, and conduct informal training.
• Develops annual business development plan for target market sectors that meet the overall business goals and updates the plan on a regular basis to reflect progress and market changes.
• Collaborates with other groups within company to implement appropriate strategies to address business opportunities and overcome obstacles.
• Responds effectively to customer requests, resolves critical issues and meets all commitments in a timely manner.
• Works with senior management to integrate plan as part of the Division’s Business Plan.
• Updates lead/contact management system to track progress.

Requirements

• Strong business acumen (financially and operationally).
• Proactive and execution-oriented in his/her approach to business development. Must have a thorough knowledge of business development process (identification, qualification, capture and bid activities).
• Solid knowledge of construction delivery methods.
• Demonstrated collaborative team leadership and team building characteristics.
• Clear understanding of the design, construction and acquisition processes within target markets.
• Ability to influence at senior levels in organizations (peers, customers, partners and within and outside of the company).
• Strong relationships at the executive level within market sectors.
• Track record of success in winning business in challenging markets.
• Excellent communication skills; good listener.
• BA/BS degree and 10 years of experience within the construction industry.
• Ability to build and maintain trust-based relationships with existing clients
• Qualifies opportunities and prioritizes time based on understanding of McCarthy’s business requirements.
• Demonstrated knowledge of construction process.
• Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
• Specific experience in commercial construction industry within our core market sectors.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance