Department: Business Development
Employment Type: Full Time
Location: Pleasanton, CA
Reporting To: Andy Herrera
Compensation: $125,000 - $185,000 / year
Description
The primary function of the Business Development Manager is to identify, cultivate and maintain relationships with past, current and prospective Clients. A Business Development Manager must strategically create a network of industry contacts, which lead to identifying and capturing new project opportunities. Has the ability to professionally represent WEO at industry functions and be able to articulate the WEO brand and the services we are capable of providing in the various market sectors, delivery methods, geographic areas, etc. All Business Development opportunities and activity will be captured and maintained in Cosential. This position requires the individual to be strategic in their approach to increase the frequency of converting opportunities into successful Preconstruction and Construction projects.
Key Responsibilities
The duties, responsibilities and attributes of the Business Development Manager typically include, but are not limited to:
Technical Skills
- Has a general understanding of construction processes, including design development, estimating, submittals and procurement, construction and close-out
- Has a general understanding of the drawings and documents involved in the construction process
- Has a general understanding of CPM scheduling systems
- Assists in the development of the annual Business Development Plan and budget based on current and developing market conditions
- Can measure results to compare actual vs. budgeted / planned
- Can identify, qualify and target potential Clients through market research
- Consistently makes sales calls to new customers, as well as, all past and current customers with all calls / contact being logged into Cosential
- Responds and follows up on new project leads in a timely manner
- Thorough understanding of guidelines and strategies for pursuing Clients and / or projects
- Organizes and represents WEO at industry, professional and civic organizations and / or activities
- Ability to assist in the closing of deals through thorough understanding of Owner’s needs, competitor analysis, and strengths of WEO for the project
- Participates in weekly Business Development meetings with management team to ensure coordination and prioritization of Business Development efforts
- Participates in the creation of effective proposals covering a wide range of formats and in response to multi-disciplined SOQ’s, RFQ’s, and RFP’s
- Carries oneself well in sales calls, or in front of groups when making presentations
- Participates in the development of collateral information used in proposals
- Maintains database of contacts, leads and projects in Cosential and presents weekly reports to management and other interested departments
- Basic understanding of current project cost control systems
- Clear understanding of subsidiary and OII financial statements and accounting systems; including balance sheet, income statement and receivable reports
- Basic understanding of standard Owner’s Insurance: Builders Risk, Owner Controlled Insurance Program, Subguard default insurance, etc.
- Understands Owner’s Contract: AIA 101, AIA 111, AIA General Conditions to Contract, as it relates to potential cost implications
- Understands basics of WEO standard Master Subcontract Agreement “MSA” and its standard exhibits
Management Skills
- Builds and creates strong Client relationships
- Responsible for managing and the updating of Cosential (CRM database)
- Build relationships with key existing Clients and strive to establish new relationships
- Participate in the creation of bid proposal packages in response to RFQ’s / RFP’s
- Make conscious effort to strategically identify attend industry events to help broaden our Client relationships and to market WEO
- Understands the “overlap” in job assignments, and shows initiative to go beyond his or her specific assignment to meet the team’s goals
Skills, Knowledge and Expertise
Personal Attributes
- Effective written and verbal language communication skills
- Work Efficiently – Allocates one’s own time efficiently; handles multiple demands and competing priorities; efficiently processes paperwork
- Establish Plans – Develops short and long range plans that are appropriately comprehensive, realistic, and effective in meeting goals; communicates planning efforts to the estimating project team
- Develop Systems and Processes – Identifies and implements effective processes and procedures for accomplishing work
- Takes initiative, strives for increased responsibility and has a desire to learn
- Shows emotional maturity, punctuality and dependability
- Motivate and contribute to the teamwork / morale of the project team
- Shows the desire and willingness to progress to the Director of Business Development role and responsibilities
Interpersonal Skills
- Lead Courageously – Steps forward to address difficult issues; puts self on the line to deal with important problems; stands firm when necessary
- Foster Teamwork – Participates and fosters collaboration among team members and among teams
- Motivate Others – Encourages and empowers others to achieve; builds relationships; creates enthusiasm, a feeling of investment, and a desire to excel
- Coach and Develops Others – Accurately assesses strengths and development needs of peers; gives timely, specific feedback and helpful coaching
- Champion Change – Challenges the status quo and champions new initiatives; acts as a catalyst of change and encourages others to change; paves the way for needed changes; manages implementation effectively
- Drive for Results – Drives for results and success; conveys a sense of urgency and drives issues to closure; persists despite obstacles and opposition
- Show Work Commitment - Sets high standards of performance; pursues aggressive goals and works hard to achieve them
- Establish and maintain positive and effective working relationships with all (Owner, design professionals, various WEO departments, WEO project team, and subcontractors)
- Show alignment with and promotes WEO Corporate Values
Qualifications
Four-year degree in Construction Management, Civil Engineering, Architecture, Business, Marketing or equivalent experience in a related field and 3-years minimum relevant professional experience working with a Subcontractor or General Contractor in the Business Development profession
Broad Understanding Of The Construction Industry, Including The Various Construction Markets And Their Trends Understands And Effectively Uses Company Software Programs And Systems
- Proficiency in basic computer skills (MS Word, Excel) and can adequately use PowerPoint
- Proficiency in Outlook and has the ability to manage calendars, address books, tasks and email
- Proficiency Cosential
- Ability to navigate and manage files and folders in cloud based platforms, such as Box.com and Dropbox
- Webex and Skype for Business
- Bluebeam Revu Demonstrated ability to lead and manage
Demonstrated understanding of the importance of relationship building Effective oral and written communication skills
Well-developed time management and organization skills
Completion of OSHA 30-Hour Safety Course
First Aid and CPR certified
Demonstrated knowledge and understanding of various construction delivery methods, various market sectors, the construction administration process, building trades, technical aspects of construction including means and methods, materials, building systems, planning, scheduling, estimating, Owner and Architect relations
Benefits
- 100% ESOP
- Competitive Pay
- Bonus Program
- Medical/Dental/Vision Insurance
- PTO/Sick
- 100% Life Insurance
- 401(K) with Match
- Student Debt Program
Physical Demands: Performance of the required duties will require physical ability to use construction personnel hoists, ability to climb ladders and negotiate work areas under construction, when visiting a WEO job site. Specific vision abilities required by this job include close vision, peripheral vision, depth perception, and the ability to adjust focus. Performing this job requires use of hands to finger, handle, or feel objects, tools or controls, sit, talk and hear and stand throughout the workday.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
Work Environment: While performing the duties of this job, the employee regularly works in one of WEO’s California regional offices and on occasion may be required to visit the construction work site where the employee may be exposed to moving mechanical parts, high precarious places, fumes or airborne particles, outside weather conditions and risk of electrical shock. The noise in these work environments is usually moderate to very loud.
These are considered the core responsibilities of the position. Employees are encouraged to reach beyond their current responsibilities in an effort to foster professional growth, but only as they are able to remain accountable for their core responsibilities.
