Business Development Manager

The purpose of this position is to identify and develop new business for a specific region or business segment through effective marketing and positioning. This includes strategic planning, targeting specific clients, and managing our proposal and presentation efforts, developing collateral materials that present us in a professional manner, and extensive client and influencer contact/relationship development; all of which position Austin Industrial to be selected for new work.

Functional Areas of Responsibility

• Development of regional or business segment strategic plan
• Market data collection, maintenance, and analysis
• Manage business alliances and relationships for priority pursuits
• Direct and coordinate company’s involvement with Industry Association Groups
• Direct pursuit proposals and presentations

Specific Duties and Responsibilities

• Executes the Austin Industrial Business Development process to obtain attractive opportunities that align with the Austin Industrial operations, resources and financial objectives – short, mid, and long term as agreed with the Senior Leadership Team.
• Responsible for using, optimizing, and updating Sales Force to manage leads, pursuits, clients, partners, contacts, capture plans and document client/project interaction in support of our objectives.
• Promotes all of Austin Industries services and share leads with the appropriate business units.
• Plans activities two weeks ahead (example – client meetings, lunches, dinners, events, presentations).
• Prepares for weekly report out meetings with the business development team.
• Actively participates in monthly targeting meetings with Stake Holders and is knowledgeable and prepared to discuss opportunities.
• Strives to become increasingly more technically knowledgeable on our construction, execution and maintenance processes and what differentiates us from our competition – i.e. value proposition. Is able to communicate how our features transfer into significant benefits to the client. This includes all service lines – maintenance, construction, T/A, SIPA.
• Champions the development of key messages for all client interactions, communications, prequalification, proposals and presentations by becoming productive at facilitating win strategy sessions (Hot buttons, features, benefits, SWOT analysis).
• Champions, creates and executes Strategic Account Plans for key accounts working closely with Stake Holders.
• Communicates schedules and major upcoming events to the appropriate Stake Holders
• Plans your work with Stake Holders (BD Director, Estimating and Operations). Communicates and interfaces often with Stake Holders involved in key projects, client presentations, and activities. Motivates Stake Holders involvement towards successful client meetings, win strategies and capture plans.
• Shares best practices (presentations, win strategies, feedback from clients) with Stake Holders.
• Participates in internal meeting with operations and other BD team members to develop white papers, capture plans and bid/no bid and win strategy sessions.
• Becomes increasingly more proficient at developing and delivering persuasive presentations.
• Strives to become an industry leader by technical knowledge and leadership in industry events.
• Actively pursues relationships with clients and strategic partners and works to further strengthen relationships.
• Develops intel on major competitors and communicate their strengths and weaknesses.
• Understands contract models and commercial terms and is able to communicate our preferred contract models and terms with clients.
• Efficiently utilizes company resource and expenses, striving to maximize travel to see multiple clients.
• Completes Austin Industrial required training.
• Maintains company car and keeps it clean and presentable.
• Other duties as assigned.

Qualifications

• Bachelor’s degree preferred in a either business, engineering or related field.
• 8-10 years’ experience in sales, marketing, business development or equivalent experience.