Business Development Manager

Business Development Manager

Department: Business Development

Employment Type: Full Time

Location: Pleasanton, CA

Reporting To: Andy Herrera

Compensation: $125,000 - $185,000 / year

The primary function of the Business Development Manager is to identify, cultivate and maintain relationships with past, current and prospective Clients. A Business Development Manager must strategically create a network of industry contacts, which lead to identifying and capturing new project opportunities. The role requires the ability to professionally represent WEO at industry functions and articulate the WEO brand and the services we are capable of providing in the various market sectors, delivery methods, geographic areas, etc.

All Business Development opportunities and activity will be captured and maintained in Cosential. The position requires the individual to be strategic in their approach to increase the frequency of converting opportunities into successful Preconstruction and Construction projects.

The duties, responsibilities and attributes of the Business Development Manager typically include, but are not limited to:

• Has a general understanding of construction processes, including design development, estimating, submittals and procurement, construction and close-out
• Has a general understanding of the drawings and documents involved in the construction process
• Has a general understanding of CPM scheduling systems
• Assists in the development of the annual Business Development Plan and budget based on current and market conditions
• Can measure results to compare actual vs. budgeted / planned
• Can identify, qualify and target potential Clients through market research
• Consistently makes sales calls to new customers, as well as, all past and current customers with all calls / contact being logged into Cosential
• Responds and follows up on new project leads in a timely manner
• Thorough understanding of guidelines and strategies for pursuing Clients and / or projects
• Organizes and represents WEO at industry, professional and civic organizations and / or activities
• Ability to assist in the closing of deals through thorough understanding of Owner’s needs, competitor analysis, and strengths of WEO for the project
• Participates in weekly Business Development meetings with management team to ensure coordination and prioritization of Business Development efforts
• Participates in the creation of effective proposals covering a wide range of formats and in response to multi-disciplined SOQ’s, RFQ’s, and RFP’s
• Carries oneself well in sales calls, or in front of groups when making presentations
• Participates in the development of collateral information used in proposals
• Maintains database of contacts, leads and projects in Cosential and presents weekly reports to management and other interested departments
• Basic understanding of current project cost control systems
• Clear understanding of subsidiary and OII financial statements and accounting systems; including balance sheet, income statement and receivable reports
• Basic understanding of standard Owner’s Insurance:
  Builders Risk, Owner Controlled Insurance Program, Subguard default insurance, etc.
• Understands Owner’s
  
  Contract:
  
  AIA 101, AIA 111, AIA General Conditions to Contract, as it relates to potential cost implications
• Understands basics of WEO standard Master Subcontract Agreement “MSA” and its standard exhibits

• Builds and creates strong Client relationships
• Responsible for managing and the updating of Cosential (CRM database)
• Build relationships with key existing Clients and strive to establish new relationships
• Participate in the creation of bid proposal packages in response to RFQ’s / RFP’s
• Make conscious effort to strategically identify attend industry events to help broaden our Client relationships and to market WEO
• Understands the “overlap” in job assignments, and shows initiative to go beyond his or her specific assignment to meet the team’s goals

• Effective written and verbal language communication skills
• Work Efficiently – Allocates one’s own time efficiently; handles multiple…