POSITION SUMMARY:
Our client, a global mechanical contractor, recognized as a leader in
the design, fabrication, installation, and qualification of high-purity systems
throughout the world, is seeking a Regional Business Development Manager to
join their Livermore, CA office. Their size, global outreach, and growth
potential allows them to offer a diverse range of career opportunities to all of
their employees.
Reports directly to the Vice President
of Sales. The Regional Business Development Manager is responsible for building
relationships with current customers, selling a full suite of construction
services and equipment offerings, analyzing and developing targeted new customers,
and assessing new market opportunities supporting strategic key business sales
growth opportunities in the assigned regional territory as defined by his/her
manager. Duties include conducting sales
generation through customer qualifications and confirming financial
feasibility, project qualification and confirmed funding, coordination with the
Regional Operations Managers/Project Directors/ Estimators to confirm
operations capacity and capabilities to support effective and profitable
project execution, assisting with proposal development, administering to
customer’s prequalification requirements, negotiating NDA’s, contracts and
closing deals. This will require a
seasoned professional who has a strong technical background, possesses good
analytical and strategic selling skills, and is experienced in computerized
systems. Demonstrates expertise in a
variety of industry segments field’s concepts, practices and procedures. Relies on extensive experience and judgment
to plan and accomplish goals. A wide degree of creativity and latitude is
expected.
KEY DUTIES AND
RESPONSIBILITIES:
· Identifies,
prequalifies, and develops new opportunities at clients including key contacts
that are focused within company target market segments. Build strong
business relationships with all key personnel that can influence business
decisions.
· Revisit
existing and past customer base to identify the latest key contacts with the
power to influence business award decisions. Develop industry
contacts aligned with updated current full range of products & services
portfolio.
· Promote the company
fully integrated spectrum of capabilities including engineering design,
construction, project management & execution, equipment, through facility
management at “Owner” customers to work up the “value chain” to optimize sales
and profits. This “Owner” effort should take first priority over working
a project opportunity via an indirect General Contractor (GC), Construction
Manager, or other similar project contractor.
· Forecast and
develop short and long-term business plans and objectives as directed by executive
management and stay informed and educated on new and evolving businesses/industries/technologies
and be aware of market cycles at existing customers and industries.
· Assist
operations management teams in the ability to harmonize customer support activities.
Assist in oversight of sales-related activities to assure compliance to meet
all bidding requirements and deadlines, proposal development and personal
submittals to “sell” the proposal, and provide any customer’s project specific
support elements to assure complete customer satisfaction.
· Full
responsibility to present and sell project proposals, negotiate contracts in
collaboration with operations management teams, close deals to optimize profitability.
· Maintain
market awareness to identify new products and services opportunities based on
market experiences and trends that can be used to fine tune company overall
market offerings.
· Comply with
all corporate policies and procedures especially in the area of Safety &
Environmental Culture in administering to the job responsibilities based on “best
practices” and performance metrics and in particular safe driving habits.
· Management of
the Bid Opportunity & Sales System (BOSS) tracking tool for assigned
regional territory. Prepare external reports and special reports as required by
executive management.
PERFORMANCE
REQUIREMENTS:
JOB KNOWLEDGE:
· It is expected
that the candidate will have established a proven track record of success in a
sales or business development role in construction or related industry.
Experience in a highly complex and industry diversified technical environment,
specifically with an organization that is geographically dispersed, is a must.
· The selected
candidate should have strong technical experience, knowledge and/or a capacity
to understanding process and distribution systems in the Electronics, Solar, BioPharma and general industries market segments.
· Must be
comfortable with the “supplier” nature of the job function. He/she must
demonstrate the leadership skills required to drive continuous improvement of
processes which maximize the customer’s experience and satisfaction.
· Must have
great attention to detail, be an established individual contributor, team
player and willing to mentor co-workers and subordinates. Must also be a
solid communicator, with the ability to communicate externally with customers
and with all levels within the organization.
EDUCATION AND
EXPERIENCE:
Preferred
Construction Management/Administration degree/ and background is a first
priority. Optional B.S. in mechanical engineering, chemical engineering or
related field would be considered. Candidate should possess a
minimum of 5+ years of professional experience.
All qualified applicants will receive consideration for employment
without regard to race, color, religion, sex, national origin, disability or
protected veteran status.