Requisition ID: 171529
Job Level: Senior Level
Home District/Group: Kiewit Water Facilities South
Department: Business Development & Proposals
Market: Water/Wastewater
Employment Type: Full Time
Position Overview
The Business Development Manager (BDM) is responsible for the capture of water related design-build and construction work in its various contractual forms within an assigned geographical region. The BDM must demonstrate a high degree of entrepreneurship, growth mindset and leadership in pursuing work that best fits Kiewit’s objectives in Water. The BDM must have a strong understanding of the water market inclusive of new and existing clients, their purchasing behaviors and metrics, and competitors and their strategies. In addition, the BDM should demonstrate existing, and develop new relationships with 3rd party engineering partners, OEMs, equipment vendors and other external resources needed to complement the engineering and construction services that Kiewit offers to achieve superior capture results. These relationships are not exclusive to sales, but rather inclusive as part of a larger Get Work strategy.
The BDM reports to the Vice President of Water and Wastewater and directly oversees water market sales opportunities within the regional water market. The BDM is responsible for maintaining and expanding existing client relationships and developing and nourishing new business opportunities while staying highly engaged with industry associations and organizations. In combination, these efforts will provide Kiewit with a unique advantage in the Water Design-Build market.
As part of our Get Work process, the BDM coordinates with a team of proposal, graphics, marketing, engineering, and construction professionals focused on the same goals throughout North America. The role of sales is to have a full perspective of the market and the opportunities that exist. The BDM cultivates, establishes, and maintains client and partner relationships so as to identify and position for the best opportunities for Kiewit and lead the larger team of professionals to capture work.
When bidding work a Business Line Manager (BLM) handles the mechanics of the pursuit (estimating, proposing, negotiating, and closing the pursuit.) The BDM represents the voice of the customer (VOC) within Kiewit during this time and leans in with the larger team once bidding has begun to ensure we are clearly articulating our differentiators in the VOC. The reinforcement of the VOC is to assure the best capture outcomes are achieved by providing input into scope understanding, team selection and execution while also collaborating with team members to best represent the value and differentiators Kiewit is bringing to the client. This will take the specific form of direct communication with team members, but also within proposal content, copy, graphics, presentations, and other deliverables that serve as the elements of the capture plan. From time-to-time sales will coach, critique, and support fellow team members focused on business capture and execution to assure team members are engaged with the client to assure positive outcomes in business capture and project execution are achieved.
Sales also serves a critical role during project execution to understand client satisfaction and provide open channels for clients to communicate that satisfaction within the Kiewit organization. Much of our work comes from repeat clientele and open communication with those clients is a vital element for continued success in capturing work.
District Overview
Kiewit's Water Facilities South group is one of Kiewit's leading water/wastewater districts specializing in constructing water treatment facilities, wastewater treatment facilities, and desalination plants. Although we are headquartered in Dallas TX, with regional offices in Miami FL and Atlanta GA, we also pursue various projects stretching across the country. We are looking for individuals who are passionate about infrastructure and committed to the construction industry instead of design. Because our people receive continuous and extensive training, hands-on experience, and challenging responsibilities from the day they join our team, they quickly develop the expertise that has earned our district its reputation as the premier contractor in the southeast United States.
Location
Georgia area preferred
Responsibilities
Includes, but is not necessarily limited to the following.
• Engages with clients, vendors, partners, and 3rd party engineers to establish a sales pipeline and achieve capture goals within an assigned region
• Establish and maintain key relationships with repeat and new clients from C-Suite thru operational levels
• Utilize industry contacts to create a clear picture of a client’s organization, decision making and strategy to adequately formulate a Kiewit win strategy and capture work
• Conduct cold calling as necessary to gain entry to new clients and adjacent market
Location: Peachtree City, GA
Posted: Sept. 13, 2024, 9:17 a.m.
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