Business Development Manager

Job Description

We are seeking an experienced Business Development Manager to lead SOCOTEC/AEG’s efforts to grow and expand into new Mid-Atlantic markets and geographies. The Business Development Manager will create and build client relationships while sponsoring interactions to win project work. This role assists in developing client outreach, relationship management, and opportunity identification covering all area service lines (building and transportation infrastructure, structural/civil, geotechnical, environmental, surveying services, and Construction Inspection services. This includes client presentations, coordinating meetings to include other business sector leaders, and facilitating the proposal process for specific clients, including budget and pricing development using standard models. This position will report directly to the Executive Vice President and will include involvement on the Management Team.

Key Responsibilities:

• Perform market research, in collaboration with the Marketing Manager, other Management team members, and senior technical staff, to identify opportunities, prospective clients, and to perform outreach activities. Outreach activity may include existing or prior clients and/or new clients within a targeted market segment.
• Develop a strategic business development plan in order to facilitate revenue growth for PA, DE, MD, Northern VA, and DC Metro territory of coverage.
• Establish, strengthen, and maintain executive-level relationships with key decision-makers, project managers, procurement personnel, public agencies, and private-sector stakeholders to identify opportunities, anticipate client needs, and promote SOCOTEC service offerings. Collaborate with other sales team members, senior leaders, and functional groups to develop account outreach plans and define roles, responsibilities, and service offerings.
• Develop and maintain relationships with PennDOT, DelDOT, MDOT, DDOT, VDOT, local municipalities, transit agencies, public utilities, private developers, contractors, and other key infrastructure stakeholders to identify and secure new business opportunities.
• Develop and maintain a qualified sales pipeline and annual revenue forecast, and support achievement of annual sales and revenue growth targets.
• Identify strategic pursuits and coordinate go/no-go decisions with technical leadership.
• Communicate back to internal groups the outcomes of the client outreach campaigns, focusing on conveying the expectations set forth for each group, i.e., clear details, critical timeframes, expectations, and lessons learned/areas for improvement.
• Identify and attend relevant industry networking events, with senior technical staff, to develop additional client relationships and opportunities. All networking events require prior approval from the leadership team.
• Assist senior technical leaders in conjunction with the Marketing Manager in developing presentation and/or marketing materials as necessary to support client outreach.  Engage with in-house marketing staff as necessary for materials support.
• Collaborate with technical teams to develop capture strategies, qualifications packages, proposals, interviews, and presentations for strategic pursuits.
• Coordinate opportunity tracking from lead generation through contract award.
• Assist in developing technical and price proposal templates using standard models with strict collaboration with the technical team and follow the proposal approval cadence.
• Track and report on the status of all opportunities and outreach programs and maintain updated details in an agreed-upon system.
• Conduct regular client visits, SOCOTEC project site visits, and networking activities throughout the territory while following all applicable site safety requirements.
• Maintain continuing education on the territory construction and design markets, SOCOTEC service lines, and employee specialties.
• Perform bi-weekly 1-on-1s with the technical team to review opportunities, market, ongoing projects, and client relationships to manage active and new targets, as well as weekly Marketing and Management team meetings.

Qualifications

Education:

• Bachelor's degree in Business, Marketing, Engineering, Architecture, Construction Management, Environmental Science, or a related field preferred.

Experience/Training: 

• Proven experience developing relationships with public- and private-sector clients in the engineering, architecture, environmental, transportation, construction management, or infrastructure industries.
• Experience working with public agencies, municipalities, departments of transportation, transit agencies, utilities, and private development clients is highly desirable.
• An established professional network within the engineering, construction, transportation, municipal, development, and/or infrastructure sectors in the Mid-Atlantic region is strongly preferred.
• 10+ years of experience in Business Development, Sales, or Account Management.

Preferred Qualifications

• Excellent written and verbal communication/presentation skills and strong organizational skills.
• Knowledge of the project structure in a construction/consultant business environment.
• Strong computer skills; proficiency with Excel, Word, and PowerPoint.
• Detail-oriented and highly motivated, self-starter, ability to work well with others under deadline situations and respond to changes in priorities.
• Ability to work independently, take initiative, set priorities, and see projects through to completion.
• Prior experience with a CRM tool, as a relationship management tracking platform, specifically Deltek VantagePoint or Vision is a plus,
• Experience in engineering, design, construction, infrastructure, environmental, or development industry preferred.
• Success in this role will be measured through client engagement activity, opportunity creation, proposal participation, revenue growth, and strategic account development.
• Willingness to travel within territory up to 50% of time, approximately 2-3 overnight stays per month. When not traveling, the expectation is that the employee will work in person from the Mechanicsburg or Phoenixville office to collaborate with leadership and support regional business development efforts.

Required Licenses/Certificates/Registrations 

• Valid Pennsylvania Driver’s License. 

Physical Demands of Job 

In accordance with OSHA and other federal workplace regulations, a Business Development Manager is expected to complete the following duties: 

1. In a standard workday, ranging from 8-12 hours in length, this job requires a combination of the physical ability to: 
   – Sit/stand up to 8 hours; 
   – Walk up to 4 hours; and 
   – Roundtrip travel up to 6 hours. 
2. Physical actions may include using hands, arms, bending, squatting, and reaching consisting of: LIFT or CARRY and PUSH or PULL up to 50 pounds.

This Job Description is designed to accurately reflect job duties.  However, the above information may not be all-inclusive and other job-related duties may be required.  Reasonable accommodation(s) that do not cause an undue hardship on the Company will be considered as required by local, state, or federal law. 

Additional Information

What We Offer :

• Competitive salary commensurate with experience. 

• Business Development leadership role within a growing and expanding organization. 

• Opportunity to help build and expand regional practice. 

• Collaborative, multidisciplinary work environment. 

• Professional growth and long-term career advancement. 

For more information, please visit www.socotec.us 

Job Type: Full-Time, in office/meetings, primarily. 

All your information will be kept confidential according to EEO guidelines. 

SOCOTEC is an Equal Opportunity Employer.