Senior Business Development Representative

Job Title:
(Senior) Business Development Professional

Location:
Houston, TX

Industry:
engineering and construction

Status of Hire:
direct placement, permanent

Salary:
$200k - $225k

Benefits:
Competitive health and welfare benefits and a generous profit-sharing/401k plan.

Role & Responsibilities:

• Consistently delivers and books an annual average total anticipated fee in alignment with gross profit targets on new sales in alignment with Business Unit goals
• Develops and executes a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector and Profit Lever Analysis, Focus/Must Win/Strategic/Strategic Few, Expected Hit Ratio aligned with BL market mix
• Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals
• Maintains benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals and action to advance our position monthly on at least 3 per month
• Demonstrates a mix of new and residual sales
• Creates and articulates capture and differentiation strategy for each focus pursuit
• Develops champions on pursuits and completes majority of pre-sell steps regularly
• Knows competitors – national and regional – that the company encounters in the market, as well as basic competitive profile
• Demonstrates the ability to articulate the principal company differentiators versus competitors
• Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations
• Manages L1/L2/L3/ERR process and documentation for pursuits
• Guides, informs, and is actively engaged in commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that commercially competitive
• Manages and directs sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support.
• Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations
• Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database
• Maintains ongoing client relationships after project start-up
• Participates with PIC/PX in client satisfaction process
• Operates as local industry leader in suitable professional political, community organizations, with an increasing focus on client/market organizations
• Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community
• Engages operations personnel and subject matter experts throughout the sales process
• Coaches, mentors, trains Operations partners on matters related to business development?
• Maintains CRM and personal roadmap regularly and accurately
• Reports forecast and current sales activity
• Coaches and mentors less experienced team members
• Supports a positive and inclusive work environment

Qualifications & Requirements:

• Bachelor's or Master's degree in Engineering, Architecture, Business, Marketing, or related industry experience
• 8+ years of business development experience within the A/E/C industry
• Or equivalent combination of education and experience
• Strong verbal and written communication skills
• Ability to shape impactful client-facing deliverables
• Closing and Negotiation skills
• Ability to maintain long-term client relationships
• Understanding of project financials and project risk

**Must be authorized to work in the US for any employer, regardless of authorization or visa transfer

We are an equal opportunity employer that recognizes the value of a diverse workforce. All qualified individuals will receive consideration for employment without regard to race, color, age, sex, sexual orientation, gender identity, religion, national origin, disability, or any other criteria protected by governing law. All candidates must be able to pass pre-employment drug screens and background checks to be considered eligible for hire.