People love to work here, plain and simple. It's easy to love your job when you're surrounded by driven, passionate leaders. We show up every day and give it our all; not because we have to, but because we want to.
POSITION SUMMARY
Leads Business Development and Marketing for a market/business unit by developing and managing strategies to increase revenue and support the unit's business plan. May lead other business development associates. Drives client account management strategies. Develops strategy with Marketing team for business development. Collaborates with marketing to develop strategy.
PRIMARY RESPONSIBILITIES
Lead/Opportunity Generation
Researches the market and potential clients, businesses and partners.
Identifies and engages with key customers, partners, individuals and/or organizations that the company needs to have stronger relationships with and helps make that happen.
Ensures that leads are being generated through contacting customers, networking and civic engagement.
Evaluates the quality of identified opportunities.
Meets with or coordinates meetings with key operations staff and subject matter experts to create "zipper" relationship.
Identifies ultimate decision makers (UDM), influencers, and other stakeholders.
Facilitates Sales meetings with leadership providing key updates.
Facilitates and manages the Go/No-Go process.
Follows best practices for CRM utilization.
Winning Work (Pursuits/RFP/RFQ)
Research industry trends, barriers to entry, key stakeholders, economic forecasts, competitors, governmental legislation, and other relevant indicators.
Research potential client, businesses, partners, etc. to assist in developing pursuit strategy.
Engages project team and C-level support in the "zippering" process.
Meets with ultimate decision makers (UDM), influencers, and other stakeholders and understands their hot buttons.
Leads responses to RFQ/Ps and the proposal effort by participating in strategy and prep meetings.
Plays active leadership role in positioning, developing and delivering proposals, participates in interviews and follow up strategies to secure the win.
Community and Industry Engagement
Participates in leadership of key organizations in the community to best represent the company.
Advocates and builds relationships at the C-Suite level across the market/unit.
Engages in governmental affairs by attending key meetings, planning commissions, city council, and state government.
Ensures the development and management of budget related to events, donations and sponsorships specific to the market.
Ensures tracking of public budgets and incentives.
Strategy
Develops and implements long-term client account management strategies.
Supports Market/BU leader with financial budgeting for sales/marketing.
Helps establish sales and revenue goals and helps guide the planning process.
Tracks and identifies company market share and helps develop strategy for growth and increase in market share if so desired.
Builds and presents strategies for project development to leadership team.
Analyzes wins and losses to identify any trends, lessons learned, and best practices.
MINIMUM QUALIFICATIONS (minimum requirements before going into job)
Bachelor's Degree in Business, or related field, or equivalent combination of education, training, and experience.
7+ years of experience of Business/Project Development experience; experience in A/E/C industry preferred.
Proven track record of business/project development success and the following skills:
Strategic Skills - proven track record of successfully developing, presenting, and executing market sector strategies and business plans.
Lead Management Skills - proven track record of successfully generating, qualifying, and managing leads. High percentage of leads have led to real projects for McCownGordon. Proven ability to engage operations leadership in lead management.
Winning - proven track record of successfully leading the proposal process to maximize potential for winning business.
Competencies - high level of performance in professional competencies.
WORKING CONDITIONS
The position requires work in an office environment, as well as extensive out-of-office networking, including before and after business hour events.
Note: This job description reflects a summary of the job and does not prescribe or restrict the responsibilities that may be assigned. The job description is subject to change at any time.
