SVP - Head of Business Development

2 weeks ago

Charlotte, United States The Lane Construction Corporation Full time

The Senior Vice President of Business Development ensures the achievement of the desired positioning of Lane in the referenced market through the definition of the commercial strategy with the aim of guaranteeing the planned contribution margin.

Provides vision and leadership for Lane’s efforts to identify and understand opportunities and develop relationships to position Lane to successfully pursue business opportunities and evaluates potential markets, analyzes financial feasibility studies, and researches the market. Provides oversight and direction to the Business Development Department on a variety of business development activities, including proposal development, client relations, and account management.


Responsibilities:

Including but not limited to:

• Monitoring the performance of the Group's commercial activities in planning, development and implementation of the Group's commercial strategy and policies aimed at supporting the strategic plan and the achievement of the defined objectives

• Leads plans and current and prospective horizontal construction needs that can help lead to revenue- generation opportunities (including highway, airport, power, water/wastewater, corps of engineers-locks & dams/reservoirs/levees, railroads, military bases depending on strategies adopted

• Ensure that the directives and plans are implemented on time, through the effective and efficient management of the available resources

• Coordination of market research and analysis activities to create detailed business plans on new business opportunities (expansion, business development, etc.)

• Analysis of trends for the target market by interpreting the general economic situation and making relevant suggestions

• Coordination of activities aimed at acquiring new customers and overseeing relationship management, both for new and existing customers, through the understanding of emerging needs

• Develops and progresses strategic plans to achieve sales and revenue goals.

• Evaluates and optimizes business processes and commercial operations to increase efficiency and profitability.

• Serves as the subject matter expert on commercial operations, including sales, marketing, and business development.

• Oversees efforts to support and aid the organization in identifying and securing new business opportunities.

• Provides oversight for the pricing of new proposals to ensure that all resources needed to complete the project are identified

• Provides oversight on processes associated with the preparation and coordination of client meetings.

• Facilitates efforts to develop, implement, the Group’s standard procedures for researching, collecting, and tracking information about clients including contact data, pipelines, and previous outsourcing experiences.

• Prepares and manages the departmental budget.

• Champions and directs the commercial operations team, ensuring adequate staffing.

• And other duties as assigned


Qualifications:

• Bachelor’s degree in Business Administration, Construction Management or equivalent

• 15+ years of successful sales development/sales management experience, preferably with a good mix of construction, architectural or engineering background in a field with similar complexity

• Ability to work cross-functionally to help deliver customer solutions.

• Strong leadership, management, marketing, presentation, and relationship building skills

• Success translating business strategies into sales strategies and supporting tools/processes (on-going review of progress and prospective efforts to adapt so have improved chances of success based on our learning)

• Prior management experience

• Strong oral and written communication skills

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