Business Development Manager (Decatur, IL)- Austin Industrial

Austin Careers•Decatur, IL

1d•Onsite

About The Position

The Business Development Manager is responsible for developing the regional or business segment strategic plan, collecting and analyzing market data, managing business alliances, coordinating company involvement with industry associations, and directing pursuit proposals and presentations. This role executes the Austin Industrial Business Development process to secure attractive opportunities that align with the company's operations, resources, and financial objectives. The manager will utilize and optimize Salesforce for lead and client management, promote all Austin Industries services, and share leads with appropriate business units. Planning activities two weeks in advance, preparing for weekly report-out meetings, and actively participating in monthly targeting meetings are key duties. The position requires becoming technically knowledgeable about construction, execution, and maintenance processes, understanding the company's value proposition, and effectively communicating features and benefits to clients across all service lines. The role also involves championing key messages, facilitating win strategy sessions, creating and executing Strategic Account Plans, and communicating schedules and major upcoming events to stakeholders. Collaboration with the BD Director, Estimating, and Operations is essential, as is motivating stakeholder involvement in client meetings and capture plans. Sharing best practices, participating in internal meetings for white papers and capture plans, and developing persuasive presentations are also part of the role. The manager should strive to become an industry leader through technical knowledge and event participation, actively pursue and strengthen relationships with clients and partners, develop competitor intelligence, and understand contract models and commercial terms. Efficient use of company resources and expenses, including maximizing travel for client visits, is expected. Completion of required training and maintenance of a company car are also duties.

Requirements

Bachelor’s degree preferred in a either business, engineering or related field
8-10 years’ experience in sales, marketing, business development or equivalent experience

Responsibilities

Develop regional or business segment strategic plan
Collect, maintain, and analyze market data
Manage business alliances and relationships for priority pursuits
Direct and coordinate company’s involvement with Industry Association Groups
Direct pursuit proposals and presentations
Execute the Austin Industrial Business Development process to obtain attractive opportunities
Use, optimize, and update Sales Force to manage leads, pursuits, clients, partners, contacts, capture plans and document client/project interaction
Promote all of Austin Industries services and share leads with the appropriate business units
Plan activities two weeks ahead (e.g., client meetings, lunches, dinners, events, presentations)
Prepare for weekly report out meetings with the business development team
Actively participate in monthly targeting meetings with Stake Holders
Become increasingly more technically knowledgeable on construction, execution and maintenance processes and value proposition
Communicate how features transfer into significant benefits to the client
Champion the development of key messages for all client interactions, communications, prequalification, proposals and presentations
Become productive at facilitating win strategy sessions (Hot buttons, features, benefits, SWOT analysis)
Champion, create and execute Strategic Account Plans for key accounts working closely with Stake Holders
Communicate schedules and major upcoming events to the appropriate Stake Holders
Plan work with Stake Holders (BD Director, Estimating and Operations)
Communicate and interface often with Stake Holders involved in key projects, client presentations, and activities
Motivate Stake Holders involvement towards successful client meetings, win strategies and capture plans
Share best practices (presentations, win strategies, feedback from clients) with Stake Holders
Participate in internal meeting with operations and other BD team members to develop white papers, capture plans and bid/no bid and win strategy sessions
Become increasingly more proficient at developing and delivering persuasive presentations
Strive to become an industry leader by technical knowledge and leadership in industry events
Actively pursue relationships with clients and strategic partners and work to further strengthen relationships
Develop intel on major competitors and communicate their strengths and weaknesses
Understand contract models and commercial terms and communicate preferred contract models and terms with clients
Efficiently utilize company resource and expenses, striving to maximize travel to see multiple clients
Complete Austin Industrial required training
Maintain company car and keep it clean and presentable
Perform other duties as assigned