Essential Duties And Responsibilities
- Supports the VP/Director of Business Development in all business development and sales activities.
- Collaborates with the VP/Director of Business Development to determine the overall marketing and sales strategy.
- Supports the development of strategic planning, implementation, and integration for the business development group.
- Effectively manages customer relationships. Earns trust quickly and maintains the highest integrity.
- Negotiates effectively; holds influential ability; has a strong interpersonal skillset.
- Development of high-level relationships with targeted industry accounts and peers and orchestrates available resources to effectively manage relationships.
- Defines business development initiatives to support the business strategy and plans their completion; then as needed implements changes and interventions to achieve sales targets.
- Aligns activities to achieve or exceed targeted results.
- Owns relationship of customer for proposals and active projects.
- Identifies all stakeholders and manages their expectations and concerns.
- Proactively researches and prioritizes potential customers.
- Applies knowledge of business and the marketplace to advance the organizations goals. Interprets and applies understanding of key financial indicators to make business decisions.
- Attends meetings and trade exhibitions to maintain or expand upon expertise of our industry.
- Supports the development of the business development budget and resource allocation, including the management of expenses.
- Provides leadership for team members, focusing on growth, development, and knowledge transfer.
- Collaborates with the Proposals team to determine the overall bid strategy.
- Develops long-term customer relationships and increase partnerships for the advancement of the business. Focuses on solving customer problems through developing solutions with the team.
- Business development activities associated with customers included but not limited to; travel to customers place of business or venue, meeting with customer and providing prepared presentation of capabilities, entertaining customers, team building events with customers, recruitment of business, etc.
- Support proposal activities to ensure customers expectation will be met and scope of services are complete. This may include pre and post bid meetings and job walks.
- Coordinates with legal team for reviewing T&Cs and resolves all business decisions.
Additional Responsibilities
- Communicates the customers expectation for the request for proposal to the team and ensures fluid communication throughout the processing of the RFQ.
- Provides feedback from potential/existing customers to improve relationships and competitive proposals.
- Understands how the functions of other departments contribute to organizational goals, and how the market and other outside trends also impact organizational goals.
- Identifies prospective customers by using industry databases, business directories, following leads, attending trade show and conferences, and through other means.
- Populates all new/existing customer intelligence into related databases.
- Maintains contact with new and existing customers to identify upcoming proposals and deliver a detailed account strategy.
- Tracks and responds to future proposal inquiries from new and existing customers.
- Schedules follow up calls and meetings with Customer after proposals are submitted and provides feedback to the team.
- Delivers presentations of the company and capabilities at conferences, customer sites, and exhibitions.
- Identifies potential subcontractors that align with Beta Principles for competitively bidding projects and passes along contact information to the team.
- Supports technical and commercial offers with team including price, schedule, costs, scope, and clarifications / deviations.
- Supports effective internal communication within the business development, marketing, and alliance group, as well as throughout the company as a whole.
- Participates in weekly Business Development meetings and other monthly/quarterly meetings.
- Possesses a fundamental understanding of our services, people, processes, capabilities, and limitation in order to effectively communicate this information to potential customers for approval processes.
- Monitors market conditions and competitors services, effectiveness, and pricing. Conducts strategic research in support of the businesses designated market sectors and explores new growth markets and customers; conducts industry research and competitive analysis to evaluate potential opportunities to better align Beta for market power.
- Must be able to work with confidential information and ensure the security of this information.
- Ensures business development presentation quality meets or exceeds Beta and customer expectations.
- Interfaces with other department employees and customers on a regular basis. Encourages and develops teamwork within the department and across the organization.
- Additional responsibilities as requested by the leader.
Expectations
- Works in a clean and well-organized fashion.
- Performs quality work, while meeting deadlines, with or without direct supervision.
- Interacts professionally with other employees, customers, and subcontractors.
- Works effectively as a team contributor on all assignments.
- Works independently while understanding the necessity for communicating and coordinating work efforts with other employees and organizations.
- Demonstrates integrity and ethics in all client relationships and communications.
- Communicates regularly with leader about department issues.
- Must have clean driving record as use of company vehicles is a requirement of position.
- Desire to participate in continuing education and training.
- Knowledge of and ability to setup teleconference calls and webinars for hosting meetings.
Education And Experience
- Bachelors Degree from an accredited vocational or academic institution in the field of Business, Marketing, Construction Management, Engineering or Technology, or a related field plus 2-5 years of business development or sales management experience is required.
- Five years of successful business development, sales, and market research experience may be considered in lieu of a formal degree.
- Strong familiarity with business development, project management, and market research practices, methods and techniques is required.
- Exceptional communication skills are required, including written, verbal, and presentation skills.
- Customer Relationship Management (CRM) experience is required; experience using QuickBase is preferred.
- Must be self-motivated, flexible, and able to work with minimal supervision.
- Knowledge of Microsoft Outlook, Excel, Microsoft Word, Microsoft Power Point and Adobe Acrobat is required.
- Knowledge of high voltage substations and transmission lines is required.
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