Business Development Associate

As a regional construction management company, we don’t just build buildings; we also build communities and, most importantly, PEOPLE. While we continue to grow in size and expertise, our foundational values of quality, dependability, and integrity have remained steadfast as the cornerstones of our business.

Our passion for construction, coupled with our collaborative team-oriented approach, sets us apart in attracting and retaining clients. The solid reputation we have built affords us continued growth, allowing us to offer a dynamic work environment that attracts new team members who are seeking opportunities for personal development and career growth. We offer on-the-job learning and mentoring through a diverse portfolio of challenging projects, including adaptive reuse, historic preservation, renovations, and new construction.

If you share our values of quality, dependability, and integrity, and you are humble, hungry, and smart, come join us under the Southway Tent Southway Builders is actively a Business Development Associate who will support Southway’s business plan goals in the top two tiers of the Business Development (BD) Funnel in Relationship Development and Securing Profitable Work through getting Southway selected on specific opportunity pursuits.

All Southway positions are expected to adhere to our foundation key values of quality, dependability, and integrity while living out our mission, purpose, and vision.

ESSENTIAL DUTIES:

Key Responsibilities

• Utilizes Southway’s BD Playbook for prospecting to develop and nurture new relationships to generate new business pursuit opportunities.
• Researches and analyzes target market sectors to identify potential clients and partners. Utilizes databases to record contacts and opportunities and to obtain and retain project and company information for inclusion in marketing and proposal submissions.
• Assists business development and operational leaders to prepare for initial contact at various levels in prospective organizations.
• Continuously evaluates target market sectors to stay up to date on trends and be informed of opportunities prior to becoming public knowledge, and strategically position Southway for responding to RFQ/RFPs.
• Assists with organization of trade shows, conferences, Southway-hosted events, client-related events, etc., and actively participates in events.

Managing the BD Pipeline through Southway Selection

• Assists with qualifying potential opportunities early in the BD cycle to ensure that opportunities are pursued in a timely way, across various stages of the BD cycle and that BD goals are met.
• Updates CRM system to track progress.
• Reviews opportunities with manager to determine priority and decision on pursuit.
• Responsible for collaboratively working with the VPs, PXs, and Precon Managers to assess and follow up on opportunities to inform a go/no-go discussion.
• Responsible for mining information on any active opportunities and reporting back to BD team.

Positioning and Selling

• Track lead generators such as ConstructConnect, public e-procurement sites, Business Journals, etc. Identify bidding opportunities that align with Southway’s business plan goals and track potential projects in the planning stages.
• Responsible for getting involved in target organizations that will help position Southway for future success.
• Establishes new relationships within targeted plan and coordinates internal marketing activities to support relationship development.
• Work closely with marketing and business development to provide input to the creation of marketing materials.
• Qualifies opportunities and prioritizes time based on understanding of Southway’s business requirements.
• Collaborates with others within company to implement appropriate strategies to address business development opportunities and overcome obstacles.
• Ensures that other team members in the BD process are involved within appropriate opportunities at pivotal points and is aware of significant developments.
• Responds effectively to prospective client requests, resolves critical issues, and meets all commitments in a timely manner.
• Recommends sales strategies for dealing with obstacles, customer objections or competitive situations.
• Involved in the Go/no-go process and engages all key leaders to build a strong pursuit strategy.
• Assists in assembling and briefing the pursuit team to ensure that all client requirements are met, and that Southway is positioned for success.
• Provides direct assistance on the development of RFQ/RFP responses and presentations, working closely with the BD, Marketing, Operations, and Pre-Construction teams to refine technical elements of proposal.
• Assists in preparing the interview team for a successful interview.
• Solicits feedback and assistance on pursuits both internally and externally.
• Coordinates debriefs with prospects on all RFQ/RFP submissions.
• Other duties may be as assigned as needed.

PREREQUISITE KNOWLEDGE, SKILLS, AND ABILITIES:

• BA/BS degree and 3-5 years of experience within Business, Marketing, Construction, or Engineering.
• Specific operations or preconstruction experience in commercial construction industry within our core market sectors a plus.
• Drive and willing to learn and understand Southway’s market sectors and differentiators.
• Track record of success in past roles.
• Developing business acumen (financially and operationally).
• Clear understanding of primary industry delivery models.
• Proactive and execution-oriented in approach to business development.
• Quick study of business development process (identification, qualification, capture and bid activities).
• Demonstrated collaborative team leadership and team building characteristics.
• Ability to influence up to senior levels in organizations (peers, customers, partners and within and outside of the company).
• Excellent communication skills, ability to influence and motivate teams.
• Strong critical thinking, problem-solving, and research skills.
• Ability to understand competitor strategies and consumer behavior.
• Ability to accept rejection and quickly rise to the next opportunity.
• Experience with Customer Relationship Management (CRM) systems.
• Closing mentality from lead generation to getting Southway selected as CM/GC.
• The ability to work under pressure and meet strict deadlines.
• Proficient with Microsoft Office software applications and client relationship management software.
• Extremely professional and confidential.

PHYSICAL AND MENTAL REQUIREMENTS:

• Ability to function in high-pressure situations.
• Manual dexterity to operate a computer.
• Correctable vision and hearing.
• Excellent interpersonal skills.
• Ability to communicate both orally and written in a clear, concise, and easy to understand manner.
• Ability to lift 50 pounds for the purposes of moving materials on and off shelves.
• Ability to sit, stand and walk for prolonged periods.
• Willingness to work non-traditional hours to include evening networking events. Travel required for conferences and regional business development support.

CORE COMPETENCIES FOR SUCCESS

• HUMBLE, HUNGRY and SMART
• Forward thinker, superior problem solving, ability to see trends, anticipate needs and develop/implement solutions for improvement.
• Ability to interact and communicate professionally with clients, architects, engineers, consultants, executives, and corporate staff.
• Desire to learn and grow.
• Emotionally intelligent.

KEY PERFORMANCE INDICATORS (KPIs):

In alignment with annual business plan goals:

• Quantity of new client relationships generated.
• Quantity of new opportunities identified by market sector.
• Conversion rate of new opportunities to RFQ/RFP/BID submissions.
• Conversion rate of submissions to getting Southway selected as CM/GC.
• Conversion rate of all of the above to ultimate goal of contracts signed and NTPs.

Southway Builders, Inc. believes it is strengthened by the diversity of its staff and welcomes such diversity, including race, gender identity or expression, sexual orientation, age, educational attainment, disability, and veteran status. We value the talent our diverse team brings to the organization and are wholly committed to providing a culture free of discrimination and harassment. We are committed to recruiting and retaining a diverse workforce and maintaining an inclusive culture. Employment decisions at Southway are based on business needs and qualifications without regard to race, color, religion or belief, national, social, or ethnic origin, sex, sexual orientation, gender identity, family or parental status, past or present military service, or any other status protected by laws or regulations.