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Burns & McDonnell Director of Project Development - AZCO (Appleton) in Appleton, Wisconsin

Description

Summary : The Director of Project Development is responsible for supervising, planning, and coordinating all corporate sales initiatives, developing client relationships, collaborating internally with other business units to maximize existing client opportunities and develop new and unique clients that yield additional project opportunities and business deals with a focus on design-build/EPC delivery. This individual will build market position by identifying, developing, defining, negotiating and closing lasting business opportunities with new and existing clients.

Essential Duties and Responsibilities include the following : Other duties may be assigned.

  • Manages and administers department functions including goals, operating budgets, staffing, wage reviews, work assignments, and performance evaluations.

  • Develops, implements and manages design-build/EPC delivery process with internal business line leads, project managers and proposal production staff.

  • Develops and maintains annual sales forecasts for assigned internal business lines and regional customers.

  • Coordinates with internal Burns & McDonnell client managers (across multiple Global Practices as necessary) to develop pursuit plans in conjunction with ongoing business opportunities.

  • Works with internal AZCO and Burns & McDonnell leadership to screen potential business deals by analyzing market strategies and deal requirements; evaluating options; resolving internal priorities; and recommending execution strategies.

  • Develops and maintains annual department sales and marketing budget for assigned internal business lines and regional customers.

  • Commits to personal sales and marketing goals and develop plans to achieve goals.

  • Travels throughout assigned regional territory to call on regular and prospective customers and talks with customers by phone to solicit orders.

  • Works with Vice President of Project Development to prepare reports of planned itineraries and customer call lists and keeps accurate expense accounts.

  • Advises Vice President of Project Development as new leads occur.

  • Lead weekly sales meetings.

  • Displays or demonstrates services offered, using project biographical data, brochures, and sell sheets.

  • Works with estimators and project managers to present price quotations or bids based on knowledge of customer’s needs, costs and schedule requirements.

  • Constantly follows up on bids and proposals submitted to customer. Coordinates with operations and estimating departments on any additional clarification.

  • Utilizes Customer Relationship Management (CRM) for opportunity tracking, record of contacts, and development of Client Action Plans for wide distribution of business insights.

  • Works with sales and marketing department to keep account activities and literature up to date.

  • Develops and maintains relationships with purchasing, engineering and construction departments of customers.

  • Investigates and resolves customer problems.

  • Attends trade shows, company-sponsored sporting events, social gatherings and other networking functions.

Travel:

  • This position is based out of the Corporate Office in Appleton. Travel is required approximately 60% of the time, to undetermined locations.

Supervisory Responsibilities:

  • Directly supervises employees in the Business Development Department. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, and training employees, planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Competency:

  • To perform the job successfully an individual should demonstrate the following competencies:

Analytical – Understands and uses complex or diverse information; collects and researches data; uses intuition and experience to complement data; designs affect means to accomplish procedures.

Design – Demonstrates attention to detail the ability to draft technical documents.

Problem Solving – Identifies and resolves problems in a proactive manner; uses reason; ability to diffuse confrontational situations.

Technical Skills – Pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Customer Service – Manages difficult or emotional situations; responds promptly to customer needs; responds to requests for service and assistance; meets commitments on time.

Interpersonal Skills – Focuses on solving conflict; listens to others without interrupting; keeps emotions under control.

Oral Communication – Speaks clearly and persuasively in a positive manner; listens and gets clarification; responds well to questions; demonstrates group and one-on-one presentation skills; participates in/conducts meetings.

Written Communication – Writes clearly and informatively; varies writing style to meet needs; presents numerical data effectively; able to read interpret written information.

Teamwork – Gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interest; able to build morale and group commitments to goals and objectives.

Visionary Leadership – Displays passion and optimism; Inspires respect and trust; motivates others to fulfill the vision; shares vision and inspiration with peers and subordinates.

Change Management – Communicates changes effectively; builds commitment and overcomes resistance.

Managing People – Takes responsibility for subordinates’ activities; makes self available to staff; develops subordinates’ skills and encourages growth; fosters quality focus in others.

Ethics – Treats people with respect; Inspires the truth in others; works ethically and with integrity; upholds organizational values.

Judgment – Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.

Motivation – Demonstrates persistence and overcomes obstacles.

Planning/Organizing – Prioritizes and plans work activities; uses time efficiently.

Professionalism – Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.

Safety and Security – Observes and ensures compliance of safety and security procedures; determines appropriate action beyond guidelines; responds to potentially unsafe conditions; uses equipment and materials safely.

Adaptability – Adapts to changes in the work environment; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

Initiative – Undertakes self-development activities; seeks increased responsibilities and prospects; asks for and offers help when needed.

Qualifications

Qualifications – To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below 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 desired with at least five years experience; or equivalent combination of education and experience.

  • Bachelor’s Degree in construction management, business management, or related field desired.

  • At least five years of experience in heavy industrial mechanical construction, and a minimum of seven years industry experience; or equivalent combination of education and experience.

Computer Skills:

  • To perform this job successfully, an individual should have knowledge of CRM database management system, MS Excel and Word.

Other Qualifications:

Physical Demands : The physical demands described here are representative if those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is frequently required to stand; walk; feel; reach with hands and arms; use hands to operate various pieces of office equipment. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment : The work environment characteristics described here are representative of those an employee encounters while performing 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 employee is regularly exposed repetitive hand and finger movements as associated with use of keyboard and paperwork. Employee must be able to travel to undetermined locations 60% of time.

Job Business Development/Sales

Primary Location US-WI-Appleton

Schedule: Full-time

Travel: Yes, 25 % of the Time

Req ID: 221093

#LI-TS #ACO N/A

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