McCarthy Building Companies is seeking a Business Development Director to join our Advanced Technology and Manufacturing (ATM) Business Unit headquartered in St. Louis, MO. This market encompasses specialized facilities constructed generally within heavily regulated environments including research, life sciences, pharmaceutical, clean room and advanced technical facilities.
The Business Development Director leverages his/her detailed knowledge of the design and construction of these facilities to develop the business/sales relationship with potential clients and allies. This role is accountable to meet or exceed sales targets in the ATM target market sector. The primary focus of this role is to identify, understand, qualify, track, and prioritize pursuit opportunities, assemble pursuit teams, develop market strategies, and lead McCarthy's pursuit process.
Key Responsibilities include:
Developing Business Development Plan
Develop annual business development plan for ATM market sector s that meet the overall business goals and updates the plan on a regular basis to reflect progress and market changes.
Work with senior management to integrate plan as part of the Region's Business Plan.
Understand the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
Prospecting to Generate Leads
Establish initial contact at owner level in potential customer organizations and takes ownership of interaction with prospects to identify expectations/needs and project opportunities.
Establish and expands relationships within the target market sectors in order to stay up to date on trends and be informed of opportunities prior to becoming public knowledge, and strategically position McCarthy for responding to RFQs/RFPs.
Participate in trade shows and other client-related events.
Coordinate with other internal leaders for market interface opportunities when appropriate.
Utilize databases to record sales contacts and opportunities and to obtain and retain project and company information for inclusion in marketing and proposal products.
Leveraging and Teaming within McCarthy
Collaborate with other groups within company to implement appropriate strategies to address business opportunities and overcome obstacles.
Ensure that Regional leadership team is involved within appropriate opportunities at pivotal points and is aware of significant developments.
Communicate regularly with the pursuit team to ensure that they are informed on significant developments and customer issues.
Fully participate in Business Development department meetings to share best practices, review performance against targets, and conduct informal training.
Managing and Forecasting Sales Pipeline
Qualify potential opportunities early in the sales cycle and manage the pipeline in his/her market sectors to ensure that opportunities are pursued in a timely way, across various stages of the sales cycle and that sales expectations are met.
Update lead/contact management system to track progress.
Ensure that realistic sales forecasts are provided to Regional Leadership and that they are kept aware of any significant changes or developments.
Review opportunities with manager to determine priority and decision on pursuit.
Positioning and Selling
Build relationships at multiple levels of accounts and across all constituents.
Work as a strategic partner with manager relative to his/her assigned market initiatives.
Prepare for each sales call, sets specific call objectives and allocates part of every sales call to understanding or clarifying the customers' business challenges.
Respond effectively to customer requests, resolves critical issues and meets all commitments in a timely manner.
Develop sales strategies for dealing with obstacles, customer objections or competitive situations.
Qualify opportunities and prioritizes time based on understanding of McCarthy's business requirements.
Presenting the McCarthy Solution
Manage the interview process and coaches the team to ensure that all client requirements are met and that McCarthy is positioned as well as possible for success.
Take the lead on strategizing and development of RFQ and RFP responses and presentations, working closely with key resources, and refines non-technical elements of proposal.
Develop sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
Qualifications:
BA/BS degree and 10+ years of experience within the construction industry
Experience in the commercial construction industry within heavily regulated spaces in the science and technology, advanced technologies and/or advanced facilities market sectors required
Must be able to demonstrate successful track record in winning and/or managing business in challenging markets
Must possess the ability to build and maintain trust-based relationships with existing clients and executives within specific market sectors
Must have demonstrated understanding of the design, construction and acquisition process and be familiar with construction delivery methods
Must have the Ability to influence at senior levels in organizations (peers, customers, partners and within and outside of the company)
Excellent communication skills; good listener
McCarthy is proud to be an equal opportunity and affirmative action employer regardless of race, color, gender, age, sexual orientation, gender identity, religious beliefs, marital status, genetic information, national origin, disability or protected veteran status.
