Business Developer II

3 weeks ago

Overland Park, United States The Ladders Full time
Overview

About Us: Bartlett & West is an engineering, architecture, technology, and other professional services firm headquartered in Topeka, KS with 19 offices in seven states throughout the Midwest. As a completely employee-owned company, Bartlett & West has a "We Before Me" mentality. We prioritize service to our clients, communities, and each other. We're less concerned about titles and more concerned about how each person can be supported to make the greatest impact.

POSITION SUMMARY:

This position focuses on high level positioning activities along with securing project opportunities while developing, expanding, and deepening client relationships for the company. These activities will include the development of new client business opportunities for market sectors, in all geographic locations, as well as research and development of new market segments. It is expected the focus will be on moving opportunities to the point of securing contracts.

Responsibilities

Essential Functions & Responsibilities:

Positioning (50%)
  • Participates with the Market Leaders in developing strategies for identifying future business opportunities.
  • Identify prospects then use the Mandeville and ValueSelling framework to hold client interviews. Based on the findings, create a business development plan for successful marketing to the prospect and execute the plan to pursue specific projects.
  • Participates with the Market Leaders in the development of the company business plan. Generates project/business opportunities through client contacts to meet company's business plans and growth strategies.
  • Collaborates with team members to create and execute a winning strategy for all key pursuits, including identifying the appropriate benefits and differentiators.
  • Reviews and analyzes market information to acquire knowledge of markets, build relationships, and bring business partners together.
  • Builds relationships to position Bartlett & West and its capabilities as top-of-mind for prospects and partners. Maintains a high profile in appropriate professional and community organizations.
  • Stays abreast of funding sources to assist prospective and existing client's ability to pursue major new projects.
  • Attends and represents Bartlett & West at trade/industry functions.
  • Establishes and maintains strong, mutually advantageous relationships with key (local, county, state and federal) agencies.
  • Builds relationships with senior managers with clients, peer organizations, and business associates.
  • Will consult with project managers in the development of business proposals.
  • Develops and implements strategies to expand existing market penetrations and enter new markets.
  • Coordinates with Marketing Team for positioning support.
Client Maintenance (35%)
  • Track, develop and maintain client records in client relationship management software system. Including: contact information, touch point notes/documentation, opportunities, and estimates of effort and revenue for opportunities.
  • Develops and may participate in client maintenance activities with existing and prospective clients and partners. Supports relationship building activities to develop/maintain relationships with existing and prospective clients and partners.
  • Develops processes to prioritize and track success with opportunity pursuits from client lists and contacts.
  • Communicates and follows-up with identified past clients.
  • During course of project, leads the client feedback process and disseminates collected information to project team and client contacts.
  • Plans and facilitates appropriate meetings with stakeholders (funding agencies, regulatory agencies, clients, project managers, other team members) to provide exposure and value to the client.
Other Responsibilities (15%)
  • Collaborates and communicates effectively with internal team efforts and helps delineate the right roles for all within the engagement and selling process.
  • Recommends appropriate equipment, software and systems to support the business development process.
  • May recommend the hiring of vendors to support the leader's activities. Play a role in the selection and management of the sub-consultants assigned to their projects.
  • Provides timely and accurate reports on business opportunities and related client and prospect activity and progress in client relationship management software system.
  • Tracks and reports current status of opportunities, markets, client news, and developments in client relationship management software system.
  • Develops and works against a success scorecard (Management Plan), which ties his/her plans and goals to company goals.
  • Collaborates and coordinates with other Business Development Leaders in Bartlett & West.
  • Assists in developing company goals relating to business development.
  • Develop and deepens working relationships with project managers and senior management within the company.
Qualifications

Knowledge, Skills, Abilities:
  • Excellent communication skills (verbal and written)
  • Relationship building
  • Client management
  • Financial Acumen
  • Customer focused (internal and external)
  • Presentation skills
  • Excellent listening skills
  • Negotiation
  • Influencing
  • Decision Making
  • Ability to lead, manage, train, and mentor others
  • Exhibits highly developed traits for; initiative, responsibility, flexibility and leadership
  • Collaboration
  • Planning/Organizing/Project Management
  • Self-awareness/Self-management
  • Accountability
  • Trust/Integrity
  • Results focused
  • Conflict management/resolution
  • Proficiency in MS Office Suite with ability to learn other software programs as necessary


Education:

Bachelor's Degree required in Business, Marketing or related field.

Experience:

7+ years of business development or marketing experience required with 2 years' experience in engineering, geographical informational systems or related industries preferred. Must have demonstrated track record of successfully creating new business opportunities and professional maturity to sell and build relationships with senior-level professionals, governmental officials and C-suite executives. Strong proficiency in MS Office Suite, with client relationship management/sales database software experience preferred.

Travel Expectations:

Must be able to travel in-state and out-of-state frequently, which usually would consist of visiting prospective client offices, current client offices, other company locations, attending tradeshows, seminars or business meetings. Minimum travel is 60% of the time depending on projects. Driver's license with clean driving record required.

This job description is not designed to cover or contain a listing of all functions and responsibilities that are required of this position. Employee owners are expected to take on additional responsibilities as requested.

Bartlett & West is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, sexual orientation, status as a protected veteran or status as a qualified individual with disability.

An offer is contingent upon successfully passing the pre-employment drug screen. Drug screen will need to complete within 48 hours of being contacted.

Nearly all positions at Bartlett & West can require employee-owners to operate a motor vehicle on public roads in the course of their duties. Accordingly, all employees may be required to have acceptable driving records and to provide an authorization to the Company to periodically obtain MVR reports".

Bartlett & West partners with businesses and communities to build smarter, stronger, more connected infrastructure. From railroad GIS to industrial parks and city planning, we provide innovative technology and engineering solutions to clients worldwide. With deep industry knowledge and a passion for creative problem solving, we engineer better tomorrows.

Bartlett & West is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, sexual orientation, status as a protected veteran or status as a qualified individual with disability.

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