Business Development Manager (Decatur, IL)- Austin Industrial

Specific Duties And Responsibilities

• Executes the Austin Industrial Business Development process to obtain attractive opportunities that align with the Austin Industrial operations, resources and financial objectives – short, mid, and long term as agreed with the Senior Leadership Team.
• Uses, optimizes, and updates Sales Force to manage leads, pursuits, clients, partners, contacts, capture plans and document client/project interaction in support of our objectives.
• Promotes all of Austin Industries services and shares leads with the appropriate business units.
• Plans activities two weeks ahead (example – client meetings, lunches, dinners, events, presentations).
• Prepares for weekly report out meetings with the business development team.
• Actively participates in monthly targeting meetings with Stake Holders and is knowledgeable and prepared to discuss opportunities.
• Strives to become increasingly more technically knowledgeable on our construction, execution and maintenance processes and what differentiates us from our competition – i.e. value proposition. Is able to communicate how our features transfer into significant benefits to the client. This includes all service lines – maintenance, construction, T/A, SIPA.
• Champions the development of key messages for all client interactions, communications, prequalification, proposals and presentations by becoming productive at facilitating win strategy sessions (Hot buttons, features, benefits, SWOT analysis).
• Champions, creates and executes Strategic Account Plans for key accounts working closely with Stake Holders.
• Communicates schedules and major upcoming events to the appropriate Stake Holders.
• Plans your work with Stake Holders (BD Director, Estimating and Operations).
• Communicates and interfaces often with Stake Holders involved in key projects, client presentations, and activities. Motivates Stake Holders involvement towards successful client meetings, win strategies and capture plans.
• Shares best practices (presentations, win strategies, feedback from clients) with Stake Holders.
• Participates in internal meetings with operations and other BD team members to develop white papers, capture plans and bid/no bid and win strategy sessions.
• Becomes increasingly more proficient at developing and delivering persuasive presentations.
• Strives to become an industry leader by technical knowledge and leadership in industry events.
• Actively pursues relationships with clients and strategic partners and works to further strengthen relationships.
• Develops intel on major competitors and communicates their strengths and weaknesses.
• Understands contract models and commercial terms and is able to communicate our preferred contract models and terms with clients.
• Efficiently utilizes company resources and expenses, striving to maximize travel to see multiple clients.
• Maintains company car and keeps it clean and presentable.

Qualifications

• Bachelor’s degree preferred in a either business, engineering or related field.
• Experience – 8-10 years’ experience in sales, marketing, business development or equivalent experience.