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Director, Business Development

3 months ago

Kansas City, Missouri, United States McCownGordon Construction Full time
People love to work here, plain and simple.

It's easy to love your job when you're surrounded by driven, passionate leaders. We show up every day and give it our all; not because we have to, but because we want to.

Leads Business Development and Marketing for business unit by developing and managing strategies to increase revenue and support the unit's business plan. Generates, qualifies and manages leads to help position the team to win projects through the proposal process. Drives client account management strategies. Develops strategy with Marketing team for business development.

PRIMARY RESPONSIBILITIES

Leads and Opportunities
  • Coordinate's introduction and meetings with key operations staff and subject matter experts to create "zipper" relationship.
  • Understands customers' hot buttons and priorities.
  • Helps lead Go/No-Go process.
  • Identifies key customers, individuals and/or organizations that the company needs to have stronger relationships with and helps make that happen.
  • Ensures that leads are being generated through contacting customers, networking and civic engagement.
  • Develops and implements long-term client account management strategies.
Sales
  • Facilitates Sales meetings with leadership providing key updates.
  • Supports Market or Business Unit leader with financial budgeting for sales/marketing.
  • Helps establish sales and revenue goals and helps guide the planning process.
Pursuits
  • Leads the proposal effort by participating in strategy and prep meetings.
  • Assists with writing narratives, editing, delivering finished proposals, participating in interviews, and following up to secure the win.
  • Plays active leadership role in positioning, developing proposals, interviews and follow up strategies to best position company to win.
  • Develops integrated plan in coordination with Marketing leaders.
  • Follows best practices for CRM utilization.
Strategy
  • Researches industry trends, barriers to entry, key stakeholders, economic forecasts, competitors, governmental legislation, and other relevant indicators.
  • Researches potential client, businesses, partners, etc to assist in developing pursuit strategy.
  • Tracks and identifies company market share and helps develop strategy for growth and increase in market share if so desired.
  • Builds and presents strategies for project development to leadership team.
  • Analyze wins and losses to identify any trends, lessons learned, and best practices.
Community and Industry Engagement
  • Actively participates in the community through civic, economic development, professional, and philanthropic organizations.
  • Assists in developing and managing budget related to events, donations and sponsorships specific to the market.
  • Tracks public budgets and incentives.
  • Identifies and participates in leadership of key organizations in the community to best represent the company.
  • Advocates and builds relationships at the C-Suite level across the market/unit.
  • Engages in governmental affairs by attending key meetings, planning commissions, city council, and state government.
MINIMUM QUALIFICATIONS (minimum requirements before going into job)
  • Bachelor's Degree in Business, or related field, or equivalent combination of education, training, and experience.
  • 7+ years of experience of Business/Project Development experience; experience in A/E/C industry preferred.
  • Proven track record of business/project development success and the following skills:
    • Strategic Skills - proven track record of successfully developing, presenting, and executing market sector strategies and business plans.
    • Lead Management Skills - proven track record of successfully generating, qualifying, and managing leads. High percentage of leads have led to real projects for McCownGordon. Proven ability to engage operations leadership in lead management.
    • Winning - proven track record of successfully leading the proposal process to maximize potential for winning business.
    • Competencies - high level of performance in professional competencies.
WORKING CONDITIONS

The position requires work in an office environment, as well as extensive out-of-office networking, including before and after business hour events. Note: This job description reflects a summary of the job and does not prescribe or restrict the responsibilities that may be assigned. The job description is subject to change at any time.

Equal Opportunity Employer/Minorities/Females/Disabled/Veterans