Business Development Director

Business Development Director

Filanc is an award-winning, general engineering and construction firm specializing in water and wastewater infrastructure throughout the Western United States. For more than 70 years, we have delivered complex, mission-critical projects through a collaborative, client-focused approach that emphasizes safety, quality, innovation, and long-term community impact. Our teams combine field expertise with technical excellence to build facilities that protect public health and the environment.

The Business Development Director identifies opportunities for new business acquisition. This position also prospects for opportunities, establishes and maintains client relationships, assists in proposal and presentation preparation, secures new business and monitors client satisfaction.

Essential duties and responsibilities include the following; however, other duties may be assigned. The company provides reasonable accommodations to qualified individuals with a disability, unless doing so poses an undue hardship on the company. To be a qualified individual, an employee must be able to perform each of the essential functions of his or her job with or without a reasonable accommodation.

• Works with the general manager on strategic planning and develops action plans to execute business development efforts as part of that strategy.
• Provides potential customer, marketplace, and competitor intelligence to general manager and senior management to aid in the development of effective prospecting and opportunity capture strategies.
• Understands and effectively communicates Filanc's core competencies and the unique value that we bring to each client and project. Also understands our weaknesses and risk profile.
• Looks for alternate industries and business initiatives that fit Filanc's core competencies.
• Monitors construction spending trends and forecasts to understand which industries and clients are spending.

• Relationship Management
  • Develops and maintains an effective network in the business community, within government agencies, and in the design, subcontracting and contracting communities, to gather intelligence and prospect for new business.
  • Develops and maintains relationships with potential JV partners and understands the strengths and weaknesses they bring to each prospective opportunity.
  • Establishes relationships with prospective clients and maintains positive long-term working relationships with current clients.
  • Nurtures relationships with clients to better understand their needs and position Filanc as their preferred construction provider.
  • Looks for opportunities to engage with clients through events, meals, outings and other relationship-building activities.
  • Opens doors for client engagement by Filanc general managers and other leadership team members. Ensures that the right team members are engaged with the client throughout the sales process.
  • Advocates for the client within Filanc.
  • Keeps management informed about the status of the relationship with the client, the client's experience of working with Filanc and upcoming work the client may have.
  • Understands the client's business situation and needs and makes a concerted effort to satisfy the client.
  • Ensures follow through on commitments and monitors the client's level of satisfaction.
  • Calls on and stays accessible to the client and the client's agent.
  • Ensures project reporting meets the client's expectations.
  • Serves as an avenue of appeal for the client if issues with operations personnel arise.
  • Advises and supports operations personnel on satisfying the client.
  • Participates in organizations, networking events and other client-focused activities.
  • Represents Filanc to external groups and the public.
• Prospecting
  • Stays attuned to the marketplace and upcoming opportunities.
  • Researches publications, websites, industry databases and other documentation to understand existing and potential client project pipelines.
  • Calls on prospects.
  • Gains intelligence regarding client projects and decision makers that allows Filanc to position to win.
  • Ensures that the client relationship management (CRM) system accurately reflects the current state of each opportunity
• Pursuits
  • Works with general manager to determine which leads should become pursuits/opportunities through the go/no-go process based on client, project size and complexity, risk, margin opportunities, and probability of win.
  • Works with general manager to prepare for proposal review committee (PRC) meeting.
  • Researches likely competitors and potential design, construction and subcontracting partners.
  • Understands client hot-buttons, likes, dislikes, project drivers, preferred design, construction and subcontracting partners, small or disadvantaged business requirements.
  • Understands the contractual and other requirements of the client.
  • Assists in negotiating work with prospective clients and closing the sale.
  • Advocates with client for contract types, RFQ/RFP requirements and selection criteria that are…