Business Development Manager (A/E/C Industry)

Job Description

Step into Your New Role  

 

Kleinfelder has been connecting great people to the best work since 1961. We are engineers, scientists, and construction professionals providing innovative solutions that improve our clients' businesses, facilities, and infrastructure systems to deliver project success.  We provide a full spectrum of technical engineering, environmental, and construction support services across a broad range of markets. As an agile, responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to serving our clients how, when, and where they need support.

 

Kleinfelder is seeking an externally focused Major Accounts Manager/Business Development to help lead our business development efforts and drive growth within the Texas / Oklahoma geography and adjacent states.  In this position, you will be responsible for leading, collaborating, and supporting business development activities that include, but are not limited to, identifying viable opportunities with new and existing (assigned) clients, pursuit planning and positioning to win these opportunities, analyzing procurement solicitations in collaboration with delivery team leaders to make pursuit go/no-go decisions, develop winning pursuit strategies, and communicate well-conceived value propositions / delivery approaches to secure business across the company’s targeted markets.

 

 Abilities of the ideal candidate:

• Sound knowledge of market dynamics, competitive factors, and local / legislative considerations influencing the A/E/C industry with an emphasis on infrastructure, site development, and related facilities.
• Excellent grasp of marketing fundamentals, social media, and visual / verbal communication applicable to the A/E/C industry.
• Familiarity, fluidity, and fluency across a range of applicable industry organizations.
• Demonstrated ability to think strategically, critically, creatively, and collaboratively to position effectively and compete successfully for profitable work.
• Familiarity with varying work requirements across the lifecycle of a project. Experience with alternate or collaborative delivery is preferred.
• Collaborate and communicate effectively with executive staff, senior management, and technical delivery teams to provide sound well-coordinated solutions to our clients. 
• Strong organizational, management, and leadership skills with sound experience in a dynamic work environment involving diverse technical / delivery requirements, multiple concurrent activities, and deadlines across a broad range of infrastructure / project types. 

Responsibilities:

• Manage and drive the business development / sales function including staff performance, client engagement, and internal reporting.
• Develop and cultivate client relationships to identify, position for, and secure profitable project / business opportunities that align with the company’s growth strategy.  
• Monitor and actively engage with the market / business community to proactively identify opportunities, trends, influences, risks, teaming opportunities, and business differentiators.
• Collaborate with technical delivery teams, marketing support staff, and executive leadership to develop sound, competitive, and well-coordinated pursuits / proposals. 
• Identify contractual and delivery risk issues and help develop suitable mitigation measures to meet the company’s business objectives.
• Lead and participate in the vetting of new markets, clients, and project opportunities.
• Collaborate with and direct design and marketing support teams to develop responsive and effective pursuit documents.
• Create and modify existing materials and write content to effectively communicate services, capabilities, and market messages.
• Assist Client Account Managers, and Project Managers in assessing the needs of client development and implement processes and programs to support these needs.
• Lead and supervise sales team

Position Competencies and Requirements:

• Proficiency with Microsoft Office Suite and ability to achieve fluency with CRM software systems.
• Able to communicate effectively with a variety of people.
• Excellent project management and time management skills.

Experience & Academic Requirements:

Education: Bachelor's degree in business, marketing, communications, engineering / design, environmental, or planning, preferred.  Other educational backgrounds may be considered depending on specific experience.

Experience: 10+ years of relevant / related experience with 5- years of professional marketing and/or sales experience in an engineering consulti