Job Detail

Description

This position will work with the local, regional and corporate office(s) to develop and implement business development and marketing activities for engineering and construction consulting services including the electric, gas and telecommunication market segments of the industry. The focus will be to drive profitable growth of existing clients and the development of new clients in a manner that is consistent with Regional Office structure and Account Management through prospecting, client relationships and assessment of target markets that support sales and marketing strategies.

Additionally, this position will participate in the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions for Canada. This position will report to the Canada Regional Operations Manager. Coordination, support and communication with identified sales leads, Regional Office leadership, Account Managers and other Global Practices will be key to success for this position.

Job Duties:

• Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with the Canada T&D business strategy.
• Function as the business development manager for Canada.
• Lead the Canada marketing and sales planning process.
• Increase customer awareness of the capabilities within Burns & McDonnell by continually contacting new clients and maintaining existing client relations.
• Manage client-focused strategies and action plans that respond to client challenges and issues and creates a competitive advantage for the firm to successfully obtain the work.
• Support account teams in key opening and middle game activities to include: conduct market research; analysis of clients and competitors; and collaborate to develop value propositions and pre-Request for Proposal (RFP) collateral.
• Identify trendsetter ideas by researching industry and related events, publications, and announcements, tracking individual contributors and their accomplishments.
• Locate and propose potential business deals by contacting potential partners; discovering and exploring opportunities.
• Screen potential opportunities by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; and recommending equity investments.
• Develop strategies and participate in negotiations by aligning opportunity with company strategies and operations and by examining risks and potentials.
• Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
• Protect organization's value by keeping information confidential.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
• Enhance organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
• Identify new, non-traditional and compelling solutions to a customer’s stated project scope of work to differentiate BMcD.
• Research trade shows for potential attendance and/or participation through speaking, presentations, client events and coordinating booth presence where applicable. Recruitment of presenters and/or making presentations at the tradeshow. Become an active member of relevant industry associations.
• Identify synergies with other BMcD Global Practices and Regional Offices to develop relationships that leverage respective execution capabilities and target markets. Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations.
• Coordinate and communicate regularly with other Business Development Leads and Project Managers. Collect real time marketing data from internal team.
• Identify potential clients and build relationships at highest possible corporate level.
• Commit to personal sales and marketing goals, develop plan to achieve goals.
• Track and support T&D sales efforts including coordination of Account Management across T&D and Regional Offices.
• Capture and report opportunities using CRM; develop and report metrics through pursuit process.
• Support the development of proposals and RFI responses as needed.
• Support and conduct training of Seller Doers in the Canada office(s).
• Support development of appropriate marketing collateral with T&D and Corporate Marketing.
• Commit to compliance with company and site safety policies.
• All other duties as assigned.

Qualifications

• Possess a bachelor’s degree in engineering, technical field or business. Possess professional registration if qualified.
• Minimum 10 years related industry experience or applicable professional experience in marketing, business development or sales promotion environment. Experience in the Transmission & Distribution industry, Energy and/or A/E/C industry preferred.
• Experience in a seller/doer or sales role with business development experience required.
• Must demonstrate excellent oral and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
• Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
• Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.
• Ability to travel up to 75%.

EEO/Minorities/Females/Disabled/Veterans

Job Business Development/Sales

Primary Location CA-ON-Toronto

Other Locations CA-AB-Calgary

Schedule: Full-time

Travel: Yes, 75 % of the Time

Req ID: 220871