Job Details
The Business Development Manager at Howell Construction is responsible for working collaboratively in a team environment in building a growing base of business by researching, identifying, pursuing, and developing relationships within current and potential market segments and customer organizations where appreciation exists for the added value brought by our company.
Key Responsibilities:
Customize, implement and evolve Howell s Business Development Program:
-Execute the company s Business Development Program, internally and externally
-Utilize, customize and update the Customer Relationship Management (CRM) platform
-Execute individual market-specific Business Development plans
-Work with Operations to maximize opportunities with existing customers
-Collaborate with Marketing in:
- Leading the Go/No Go decision-making process for new opportunities
- Producing best-in-class deliverables in response to RFPs, working closely with Operations and Pre-Construction teams
- Preparing highly competitive interview teams and presentation deliverables
-Facilitate a weekly Business Development meeting focused on:
- Opportunity and lead generation and fact sharing
- Assignment of responsibilities for moving opportunities through the pipeline
- Project acquisition
- Key project and key customer procurement strategies
Promotion of Howell s Brand in the Marketplace:
-Develop a professional network in the geographic area Howell serves for the purpose of leads generation and Howell brand recognition in the marketplace
-Demonstrate a thorough understanding of Howell s value proposition and alignment with project opportunities
-Coordinate participation in community and trade events with Howell leadership (i.e. conferences, fundraising dinners/galas, golf tournaments, etc.)
-Opportunity and lead generation/sharing through:
- Meetings with architects, engineers, vendors and other construction related partners within the marketplace
- Meetings with client decision-makers and influencers
- Setting up meetings with the above for other key Howell staff
Core Competencies / Skill Sets
External
- Represent Howell with respect and integrity in the marketplace
- Knowledge of deliberate Market Segments / Sub-Segments / Project Types
- Understanding of pros/cons of different project delivery methods
- Effective networker
- Good communicator
- People person
- Ability to assess how customer organizations are structured and position Howell accordingly
- Ability to build multiple relationships at different levels within customer organizations
- Ability to build multiple relationships with decision influencers and trade partners
- Understanding of how customers manage and procure their work programs
- Ability to determine what the customer values and deliver value propositions that differentiate Howell from the competition
Internal
- Fits the Howell culture
- Works well on teams
- General knowledge of Howell s operations
- Ability to run a BD meeting
- Ability to lead a project pursuit from identification to acquisition
- Can make presentations one-on-one or to groups
You should possess the following qualifications for this role:
- Bachelor s degree in marketing, communications, construction management or related field
- 5 years of experience in business development in the AEC arena
- General working knowledge of commercial construction industry
- Strong written and verbal communication skills
- Effective interviewing in front of customer organizations
Company Benefits
Base salary starting at $120K+
*Salary is commensurate with experience and qualifications.
We genuinely care about the work we do, the people we work with, and the community in which we live and work. In addition to competitive compensation and comprehensive benefits, Howell is committed to enhancing employees work/life balance through personal and professional development opportunities, team bonding activities, a dog-friendly office environment, company outings, holiday celebrations, community service opportunities, an on-site fitness center, pickleball court, and golf simulator.