Business Development Manager

Business Development Manager

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 :

• 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 :

Skills, Knowledge, and Expertise

Personal attributes :

Interpersonal skills :

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 :

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