Business Development Manager

Company Description

SOCOTEC company is a provider of niche consulting services within the architecture, engineering and construction industries focusing on high-performance buildings and specialty structures. Through an integrated, holistic approach, our professionals provide solutions for building envelope, energy efficiency, sustainability, code advisory and construction advisory projects. Following our recent acquisition by SOCOTEC, AEG is experiencing significant growth and expanding its service capabilities. 

SOCOTEC’s combination of expertise, experience and methods are increasingly recognized as best-in-class fueling significant growth. 

SOCOTEC is proud to announce that it has been officially certified as a Great Place to Work by the renowned global authority on workplace culture, Great Place to Work®.

Job Description

We are seeking an experienced Business Development Manager to lead SOCOTEC/AEG’s efforts to grow and expand into new Mid-Atlantic markets and geographies. The Business Development Manager will create and build client relationships while sponsoring interactions to win project work. This role assists in developing client outreach, relationship management, and opportunity identification covering all area service lines (building and transportation infrastructure, structural/civil, geotechnical, environmental, surveying services, and Construction Inspection services. This includes client presentations, coordinating meetings to include other business sector leaders, and facilitating the proposal process for specific clients, including budget and pricing development using standard models. This position will report directly to the President and will include involvement on the Management Team.

Key Responsibilities:

• Perform market research, in collaboration with the Marketing Manager, other Management team members, and senior technical staff, to identify opportunities, prospective clients, and to perform outreach activities. Outreach activity may include existing or prior clients and/or new clients within a targeted market segment.
• Develop a strategic business development plan in order to facilitate revenue growth for PA, DE, MD, Northern VA, and DC Metro territory of coverage.
• Establish, strengthen, and maintain executive-level relationships with key decision-makers, project managers, procurement personnel, public agencies, and private-sector stakeholders to identify opportunities, anticipate client needs, and promote SOCOTEC service offerings. Collaborate with other sales team members, senior leaders, and functional groups to develop account outreach plans and define roles, responsibilities, and service offerings.
• Develop and maintain relationships with PennDOT, DelDOT, MDOT, DDOT, VDOT, local municipalities, transit agencies, public utilities, private developers, contractors, and other key infrastructure stakeholders to identify and secure new business opportunities.
• Develop and maintain a qualified sales pipeline and annual revenue forecast, and support achievement of annual sales and revenue growth targets.
• Identify strategic pursuits and coordinate go/no-go decisions with technical leadership.
• Communicate back to internal groups the outcomes of the client outreach campaigns, focusing on conveying the expectations set forth for each group, i.e., clear details, critical timeframes, expectations, and lessons learned/areas for improvement.
• Identify and attend relevant industry networking events, with senior technical staff, to develop additional client relationships and opportunities. All networking events require prior approval from the leadership team.
• Assist senior technical leaders in conjunction with the Marketing Manager in developing presentation and/or marketing materials as necessary to support client outreach.  Engage with in-house marketing staff as necessary for materials support.
• Collaborate with technical teams to develop capture strategies, qualifications packages, proposals, interviews, and presentations for strategic pursuits.
• Coordinate opportunity tracking from lead generation through contract award.
• Assist in developing technical and price proposal templates using standard models with strict collaboration with the technical team and follow the proposal approval cadence.
• Track and report on the status of all opportunities and outreach programs and maintain updated details in an agreed-upon system.
• Conduct regular client visits, SOCOTEC project site visits, and networking activities throughout the territory while following all applicable site safety requirements.
• Maintain continuing education on the territory construction and design markets, SOCOTEC service lines, and employee specialties.
• Perform bi-weekly 1-on-1s with the technical team to review opportunities, market, ongoing projects, and client relat