• Senior Business Development Professional

    Fluor (Houston, TX)


    Senior Business Development Professional - Houston, TX

     

    Job

     

    Overview

    Location** **:

    United States, Houston, Texas

    1. **Type** Permanent

    2. **Job skills** Business Development

    **Job id** 165342

    **Salary** Negotiable

     

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    Lauren Sayers

    I manage this role

     

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    Join North America's top privately owned General Contractor in a Business Development role suppporting robust large scale construction clientele in the Houston, TX area.

    Responsibilities

    + Consistently delivers and books an annual average total anticipated fee in alignment with gross profit targets on new sales in alignment with Business Unit goals

    + Develops and executes a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector and Profit Lever Analysis, Focus/Must Win/Strategic/Strategic Few, Expected Hit Ratio aligned with BL market mix

    + Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals

    + Maintains benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals and action to advance our position monthly on at least 3 per month

    + Demonstrates a mix of new and residual sales

    + Creates and articulates capture and differentiation strategy for each focus pursuit

    + Develops champions on pursuits and completes majority of pre-sell steps regularly

    + Knows competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile

    + Demonstrates the ability to articulate the principal Gilbane differentiators versus competitors

    + Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations

    + Manages L1/L2/L3/ERR process and documentation for pursuits

    + Guides, informs, and is actively engaged in commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that commercially competitive

    + Manages and directs sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support.

    + Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations

    + Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database

    + Maintains ongoing client relationships after project start-up

    + Participates with PIC/PX in client satisfaction process

    + Operates as local industry leader in suitable professional political, community organizations, with an increasing focus on client/market organizations

    + Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community

    + Engages operations personnel and subject matter experts throughout the sales process

    + Coaches, mentors, trains Operations partners on matters related to business development?

    + Maintains CRM and personal roadmap regularly and accurately

    + Reports forecast and current sales activity

    + Coaches and mentors less experienced team members

    + Supports a positive and inclusive work environment

    Qualifications

    EXPERIENCE/EDUCATION

    + Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience

    + 8+ years of business development experience within the A/E/C industry

    + Or equivalent combination of education and experience

    KNOWLEDGE, SKILLS & ABILITIES

    + Strong verbal and written communication skills

    + Ability to shape impactful client-facing deliverables

    + Closing and Negotiation skills

    + Ability to maintain long-term client relationships

    + Understanding of project financials and project risk

     

    TRS Staffing Solutions are an equal opportunities employer, and we welcome you to provide OFCCP data voluntarily here (https://forms.office.com/Pages/ResponsePage.aspx?id=\_kyGdW3ynEG2ncY4aVtVM-Ae8m-ZY39DmkVklULkcVtUNFFBR1g2Sk1EUExNWFpKVTZHRlNTRldaRC4u)

     

    We are an equal opportunity employer. All qualified individuals will receive consideration for employment without regard to race; color; age; sex; sexual orientation; gender identity; religion; national origin; disability; veteran status; genetic information; or any other criteria protected by governing law.