Requisition ID: 171529
Job Level: Senior Level
Home District/Group: Kiewit Water Facilities South
Department: Business Development & Proposals
Market: Water/Wastewater
Employment Type: Full Time
Position Overview
The Business Development Manager (BDM) is responsible for the capture of water related design-build and construction work in its various contractual forms within an assigned geographical region. The BDM must demonstrate a high degree of entrepreneurship, growth mindset and leadership in pursuing work that best fits Kiewit’s objectives in Water. The BDM must have a strong understanding of the water market inclusive of new and existing clients, their purchasing behaviors and metrics, and competitors and their strategies. In addition, the BDM should demonstrate existing, and develop new relationships with 3rd party engineering partners, OEMs, equipment vendors and other external resources needed to complement the engineering and construction services that Kiewit offers to achieve superior capture results. These relationships are not exclusive to sales, but rather inclusive as part of a larger Get Work strategy.
The BDM reports to the Vice President of Water and Water and directly oversees water market sales opportunities within the regional water market. The BDM is responsible for maintaining and expanding existing client relationships and developing and nourishing new business opportunities while staying highly engaged with industry associations and organizations. In combination, these efforts will provide Kiewit with a unique advantage in the Water Design-Build market.
As part of our Get Work process, the BDM coordinates with a team of proposal, graphics, marketing, engineering, and construction professionals focused on the same goals throughout North America. The role of sales is to have a full perspective of the market and the opportunities that exist. The BDM cultivates, establishes, and maintains client and partner relationships so as to identify and position for the best opportunities for Kiewit and lead the larger team of professionals to capture work.
When bidding work a Business Line Manager (BLM) handles the mechanics of the pursuit (estimating, proposing, negotiating, and closing the pursuit.) The BDM represents the voice of the customer (VOC) within Kiewit during this time and leans in with the larger team once bidding has begun to ensure we are clearly articulating our differentiators in the VOC. The reinforcement of the VOC is to assure the best capture outcomes are achieved by providing input into scope understanding, team selection and execution while also collaborating with team members to best represent the value and differentiators Kiewit is bringing to the client. This will take the specific form of direct communication with team members, but also within proposal content, copy, graphics, presentations, and other deliverables that serve as the elements of the capture plan. From time-to-time sales will coach, critique, and support fellow team members focused on business capture and execution to assure team members are engaged with the client to assure positive outcomes in business capture and project execution are achieved.
Sales also serves a critical role during project execution to understand client satisfaction and provide open channels for clients to communicate that satisfaction within the Kiewit organization. Much of our work comes from repeat clientele and open communication with those clients is a vital element for continued success in capturing work.
District Overview
Kiewit's Water Facilities South group is one of Kiewit's leading water/wastewater districts specializing in constructing water treatment facilities, wastewater treatment facilities, and desalination plants. Although we are headquartered in Dallas TX, with regional offices in Miami FL and Atlanta GA, we also pursue various projects stretching across the country. We are looking for individuals who are passionate about infrastructure and committed to the construction industry instead of design. Because our people receive continuous and extensive training, hands-on experience, and challenging responsibilities from the day they join our team, they quickly develop the expertise that has earned our district its reputation as the premier contractor in the southeast United States.
Responsibilities
Includes, but is not necessarily limited to the following.
• Engages with clients, vendors, partners, and 3rd party engineers to establish a sales pipeline and achieve capture goals within an assigned region
• Establish and maintain key relationships with repeat and new clients from C-Suite thru operational levels
• Utilize industry contacts to create a clear picture of a client’s organization, decision making and strategy to adequately formulate a Kiewit win strategy and capture work
• Conduct cold calling as necessary to gain entry to new clients and adjacent markets within existing clients
• Lead client visits and presentations with key business stakeholders typically less familiar/comfortable with the sales process
• Engage clients at industry relevant conferences and work with both management and marketing to ensure the development of messaging, attendance and investment efficiently drives growth
• Participate as a subject matter expert in the water market engaging in associations, conferences as a thought leader and presenter on relevant information in which you have expertise
• Provide direction and coaching to engineering and marketing to develop collateral content, presentations, proposals, videos, social media content and advertising to drive growth for the various businesses within the assigned markets
• Coordinates with the Business Line Manager and operational personnel to conduct go/no-go discussions with business leaders thru the preparation of white papers that offers fundamental information on the pursuit for business leaders to make an informed decision around the effectiveness to pursue a given opportunity
• Assures that Kiewit’s CRM tool, which serves as the documentation of the sales pipeline, is accurate and complete on a continual basis
• Coordinates with BLMs to achieve the desired outcomes on pursuits and provides the VOC into proposals, presentations, and other content in the pursuit of work
• During bidding provides input as required to establish pursuit strategies, articulate value propositions, and properly prepare proposals that capture work thru storyboarding and review of sales messaging and materials
• During the annual business planning process, prepare account plans for the territory that incorporates overall, accessible, and attainable market objectives with anticipated forecasting of revenues from assigned clients throughout the planning period
• Monitor and analyze the competition regionally and provide real time input to business leaders on noteworthy shifts by the competition that may represent threats or opportunities for Kiewit
• Actively engage in regular Kiewit Water business development meetings as well as weekly progress calls
Management Responsibilities
This position requires a high degree of influence from engineers, construction personnel, management, and fellow sales and marketing professionals but does not require direct oversight.
Travel
To perform the functions necessary within this description, the BDM must be able to travel within the state and the East Coast up to Virginia. Occasional trips for conferences and internal business development summits throughout North America occur. Travel is often unexpected and at the clients' demands, and opportunity timelines are necessary to achieve the desired capture results. If not on the road, you will work in our office in Alpharetta, GA.
Qualifications
To perform this job successfully, the BDM must be able to perform each essential duty satisfactorily. The requirements listed herein are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor’s degree in Business, Marketing and/or Engineering is preferred. A minimum of 5 years in the engineering and construction industry preferably in the municipal water industry – coupled with demonstrated sales is desired.
Physical Demands
The physical demands described here are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the individual is regularly required to sit and talk or hear. The individual must occasionally lift and/or move up to 30 pounds.
Work Environment
The work environment of this role is largely on the road. It is expected that the best candidate can reside anywhere in the United States and in immediate proximity to economical and efficient air travel. Regional assignments are expected to reside within the assigned region.
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Other Requirements:
- Regular, reliable attendance
- Work productively and meet deadlines timely
- Communicate and interact effectively and professionally with supervisors, employees, and others individually or in a team environment.
- Perform work safely and effectively. Understand and follow oral and written instructions, including warning signs, equipment use, and other policies.
- Work during normal operating hours to organize and complete work within given deadlines. Work overtime and weekends as required.
- May work at various different locations and conditions may vary.
We offer our fulltime staff employees a comprehensive benefits package that’s among the best in our industry, including top-tier medical, dental and vision plans covering eligible employees and dependents, voluntary wellness and employee assistance programs, life insurance, disability, retirement plans with matching, and generous paid time off.
We are an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
