Company:
We are a company that designs, fabricates, and installs monumental stairs, decorative railings, and ornamental metals for landmark projects across North America. They have been in business for over 35 years and have worked with some of the most prestigious architects and engineers in the world. We are known for our innovative design process, their commitment to quality, and their ability to meet the unique needs of their clients.
Position Objective:
Our approach to business development and sales is analytical, efficient, and collaborative, making it the industry leader in the pursuit of prestigious and complex feature stairs nationwide. The BD Director is responsible for building relationships within their geography with potential clients, influencers and industry networking partners and managing leads created by Business Development Associates through to a Go / No Go handover to Client Relations when sufficient information has been collected.
The Business Development Director analyzes leads presented by BD Associates on their team as a Stage 1 and decides whether the opportunity graduates into Stage 2 and 3 which is the section of the pipeline that is the BD Directors responsibility. The BD Director assesses if the opportunity meets required criteria and makes strategic sense to pursue based on the current revenue, growth, account and location goals. The BD Director owns and develops leads through Stage 2 and 3 finding the required criteria to complete a Go / No Go handover and graduate the lead to Stage 4 to Client Relations Director’s ownership.
Connect with all stakeholders (end user, architect, GC, owners rep etc) and discuss/present a clear path to contract for a design assist engagement. Continue to support Director of Client Relations through Stage 4+ pipeline sustaining relationships if required.
Primary Responsibilities/Functions:
- Assess suitability of lead gateway handovers from Stage 1 to Stage 2 considering whether the lead meets all the criteria and whether the lead meets the current strategic goals i.e. filling a revenue hole or a strategic account etc.
- Develop the lead through interaction with project stakeholders such as architects, GC/CM, Owners Reps, Owners PMs, Cost Consultants, Structural Engineers and other consultants through digital, verbal and face to face communication.
- BD Director to develop the org chart provided by BD Associates to include whether the stakeholders are allies/neutral/ detractors to the process. BD Director to keep Salesforce updated with conversations and information such as drawing date issues, budgets, key stakeholder contact information etc. BD Director to strategize with BD Associate and wider team on innovative ways to set meetings and gather the information required to complete a Go / No Go meeting.
- Build and maintain a professional network of contacts in the target area.
- BD Director to pitch design assist methodology.
- Coach BD Associates strategically towards opportunities that meet broader financial goals such as projects with recognized revenue within the same year.
- Strategically attend networking events, join associations, and organize client entertainment.
- Manage a budget for events and gifting in local area.
- Collaborate with marketing to create presentations and pitches.
- Analyze and maximize all leads provided by Lead Researcher by interacting with top clients, architects, and design firms to initiate involvement in projects and handle through to handover to Sales Team.
- Coordinate activities of Lead Researcher, monitoring KPIs and directing activities.
- Develop leads identified through your own networking activities and contacts.
- Develop and maintain a company database of all qualified leads. Keep accurate records of all calls and all activities, including the use of Salesforce.com to maintain accurate records and maximize territory potential.
- Responsible for sourcing and developing client relationships and referrals.
- Participate and contribute to the development of programs offered to clients and potential clients.
- Communicate and team effectively with Client Relations regarding strategy, tactics, and statistics.
- Attend industry networking events.
- Assists in the implementation of company marketing plans as needed.
- Attend training programs as required.
- Adheres to all company policies, procedures, and business ethics codes.
Goals:
Performance is monitored through KPI’s, weekly sales meetings and scheduled reviews with Management. Targets to be discussed at review. Implementation Goals: Implement organized and continuing best practices and analyze existing procedures to shorten lead development time, increase lead pipeline and hold to customer service. Join in and contribute to the growth of the department and company by continuous improvement. Business presentation Goals: Gain full understanding of project approach and present the company to potential customers and clients by phone, email, social media and in person in a professional, concise, and motivating way. Build lasting, meaningful relationships in the industry that yield prospective projects.
Qualifications:
- Bachelor’s Degree preferred
- Proven track record of success in business development, preferably in the construction industry
- Strong sales and marketing skills
- Organized, tenacious, self-starting, collaborative/team player
- Excellent communication and interpersonal skills
- Ability to work independently and as part of a team
- Ability to travel as needed
- Drafting/blueprint exposure preferred.
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