The Business Development Lead will be responsible for developing and implementing the company's business development strategy for the U.S. West Region comprising West Coast and select Mountain states for the heavy construction, tunnel, bridge, transit, ports, and water storage construction markets. The Business Development Lead will be responsible for developing and maintaining positive business relationships with clients and partners and for translating client objectives into successful business outcomes. As such, this individual must have related construction and/or engineering experience as well as experience with a variety of contract delivery methods, including design-build, construction management at-risk (CMAR / CMGC) and, ideally, experience with P3 or design-build-finance projects. The Business Development Lead will be responsible for market due diligence, prospecting for new work, opportunity origination, teaming strategies and will ultimately take a leadership role in supporting the preparation of statements of qualification, proposals, and presentations and in contract negotiations.
Duties & Responsibilities
Participates in the development of company strategic business plans
Reviews and assesses market data
Develops an office / regional sales strategy with specific and measurable goals
Identifies and pursues potential client/project opportunities
Identifies strategic teaming partners and negotiates project-specific teaming commitments
Supports the development and production of qualifications, request for proposals, and presentation efforts
Participates in client contract negotiations
Differentiates between marginal and high-probability opportunities
Ability to work under pressure and coordinate numerous activities and groups of people who need to cooperate to achieve maximum efficiency
Pursues, builds, and maintains strong relationships in the industry to generate and enhance business opportunities
Actively participates in target client industry trade associations and strategic community and industry activities for lead generation and visibility of the company
Collaborates and coordinates with other regions and affiliate companies as needed to maximize company-wide business objectives
Stays in periodic contact with new, existing, and past clients to uncover opportunities
Assists in updating and maintaining the company reporting tool that tracks, measures, and analyzes project wins, proposal, and interview performance
Performs other related duties as required and assigned
Bachelor's Degree from an accredited four-year college or university in Business Management, Engineering or Construction Management
Minimum ten (10) years of related industry experience within a construction or design firm
Ability to travel as required
Background in project execution in addition to recent business development experience
Possess existing network of business, political and client contacts in the region
Ideally Southern California based, but flexible regarding location
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According to the US Bureau of Labor Statistics, employment in construction and extraction occupations is projected to grow 4 percent from 2019 to 2029, about as fast as the average for all occupations, and gain about 296,300 new jobs. Overall growth in the economy and population will increase demand for new buildings, roads, and other structures, which will create new jobs in construction and extraction occupations.
According to BLS, the median annual wage for all construction and extraction occupations was $48,610 in May 2020, which was higher than the median annual wage for all occupations of $41,950.