Strategic Business Development Manager for Project Management Practice

4 weeks ago

Wisconsin Rapids, Wisconsin, United States Actalent Full time

About the Role:

The Business Development Manager of Actalent's Project Management Practice is a key strategic level selling/market leader with three focus areas: navigating and managing Actalent Services' account strategy within the Project Management Practice, identifying, pursuing, and establishing target accounts relative to Actalent's consulting/services capabilities, and partnering with Actalent Contract staffing account managers to educate and lead them on strategic initiatives for Actalent Services to identify target accounts and drive consultative business solutions.

The Business Development Manager (BDM) will cultivate relationships with current Actalent clients to saturate existing business. The BDM will partner with internal Practice Areas/Vertical leaders to ensure a consistent and effective approach for all prospective customers.

Key Responsibilities:

  • Identify new professional services opportunities following the three strategic focus areas: Actalent AOP accounts, target accounts, and partnership with Actalent Contract Staffing to identify target accounts aligned with Actalent's Services strategic focus.
  • Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain.
  • Achieve growth goals by expanding current account relationships and winning new accounts.
  • Create and drive strategies for each account within the portfolio, including a plan of attack for diversification, saturation, and retention through push/pull strategies.
  • Expertise to create and manage account or portfolio growth projections based on experience, vertical industry knowledge, internal people and operations knowledge, marketplace knowledge, and account-specific knowledge.
  • Interface with customers, building relationships with Executive Sponsors and key decision makers.
  • Consistently drive business partnerships to saturate and retain accounts.
  • Strong business acumen and skill level, including sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.
  • Facilitate effective partnership between Actalent Service pillars (BD, Solutions, Delivery, Finance, and TA) to maximize opportunities.
  • Report on effectiveness and outcomes of the account plan by performing root cause analysis when there is a gap between performance and potential and/or goal, evolving the account strategy as necessary, and communicating the account status.
  • Provide subject matter expertise in vertical industry to target and win new business in the assigned account(s) as well as possibly supporting other similar account expansion.
  • Partner with Actalent Control, including SS&O BD, Divisional Operations, and local market offices, by providing analysis to ensure appropriate targets are defined to sustain the growth and health of respective vertical.
  • Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account setup, including contractual requirements, processes, systems, regulatory requirements, etc.
  • Build and maintain strong alliances with Delivery Operations to address and provide feedback and solutions to all challenges that are presented internally or via the client's portfolio and create strategies and tasks for continuous business process improvement.
  • Demonstrate core leadership skills, including relationship building, organizational agility, command skills, and institutional stretch assignments.

Requirements:

  • Project Management Consulting experience preferred.
  • Minimum 10 years of Business Development experience in one or more of the following industries: Oil & Gas, Utilities, Manufacturing, Heavy Industrial, and/or Architecture & Construction.
  • Minimum 5 years of Services business development experience with direct involvement in initiating, cultivating, and managing large customer accounts aligned to the industries listed above.
  • Proven industry expertise with established key account and customer relationship capital.

About Actalent:

Actalent is a global leader in engineering and sciences services and talent solutions. We help visionary companies advance their engineering and science initiatives through access to specialized experts who drive scale, innovation, and speed to market.

With a network of almost 30,000 consultants and more than 4,500 clients across the U.S., Canada, Asia, and Europe, Actalent serves many of the Fortune 500.

Diversity, Equity & Inclusion:

At Actalent, diversity and inclusion are a bridge towards the equity and success of our people.

We are an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information, or any characteristic protected by law.

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