Business Development Manager

Paradigm Construction Co.•HOUSTON, TX

About The Position

The Business Development Manager (BDM) is responsible for defining short and long-term organizational strategic goals, building key customer relationships, identifying business opportunities, negotiating and closing business deals, and maintaining extensive knowledge of current market conditions and competitor analysis. The BDM manages all efforts of market research, proposal and presentation development, database management, and developing sales/marketing collateral. They work with the executive team, marketing coordinator, and other managers to increase sales opportunities and thereby maximize revenue potential. The BDM identifies potential new customers in core markets, presents plans and strategies for potential new markets, and converts pre-sold prospects into clients with a high hit-ratio. They promote the Mission and Core Values through customized sales and marketing strategies focused on the “Paradigm Difference”. The BDM helps manage existing accounts and ensure they stay satisfied and positive, working to achieve “Customer for Life” status. They call on clients, both existing and new, and often make presentations on solutions and services that meet or predict their clients’ future needs. The BDM champions the Paradigm brand: a great company to work with and a great company to work for, skilled to differentiate Paradigm as a company: “Building to a Higher Standard” with a passion to make a difference in the lives of the people we serve.

Requirements

Extensive knowledge of current market conditions and competitor analysis.
Ability to manage market research, proposal and presentation development, database management, and developing sales/marketing collateral.
Skills to identify potential new customers in core markets.
Ability to present plans and strategies for potential new markets.
Proven ability to convert pre-sold prospects into clients with a high hit-ratio.
Skills to manage existing accounts and ensure customer satisfaction.
Ability to call on clients, both existing and new.
Experience making presentations on solutions and services.
Skilled to differentiate Paradigm as a company.
Ability to prospect for potential new clients and develop a focus list of new business opportunities.
Proficiency in cold calling within core markets to ensure a robust pipeline of opportunities.
Ability to research and build relationships with new clients.
Experience setting up meetings between client decision makers and company’s executive team or other key managers.
Ability to plan approaches and pitches to serve client needs.
Experience developing proposals and presentations.
Ability to develop competitive pricing solutions based on project requirements.
Skills in handling objections and negotiating to a win scenario.
Ability to present new products and services to enhance existing relationships.
Experience working with project teams to ensure customer needs are met.
Ability to arrange and participate in internal and external client debriefs.
Skills in maintaining client contact on a regular basis.
Ability to attend industry functions and provide feedback on market trends.
Ability to present to and consult with executive team on business trends.
Skills in identifying opportunities in new markets, alternative services, joint ventures, financial arrangements, etc.
Ability to identify and develop the company’s unique selling propositions.
Ability to submit weekly progress reports to executive team.
Skills in leading weekly Business Development meetings.
Ability to ensure reports are current and coordinated with other key departments.
Ability to forecast upcoming proposals and bid dates.
Skills in ensuring prerequisites (like prequalification or getting on a vendor list) are fulfilled.
Ability to ensure all team members present and represent the Paradigm brand.
Ability to present business development training and mentoring to other internal staff.
Ability to research and develop a thorough understanding of the company’s people and capabilities.
Understanding of the company’s 5-year target, 3-year picture, and 1-year plan.
Ability to propose and execute strategies and tactics that support company initiatives.
Ability to coordinate all efforts to be in alignment with the company marketing plan.
Ability to work closely with the marketing coordinator to ensure marketing goals and initiatives are executed.
Ability to share Core Market opportunities, trends and best practices.
Ability to identify Target Customers.
Ability to identify Key Consultants/Trade Partners.
Ability to perform Competitor SWOT analysis and insights.
Ability to develop Doer/Sellers in Core Markets.
Ability to establish Sales Goals.
Ability to track/report/recalibrate Business Development Goals.
Ability to establish & track BD Budget.
Ability to select Customer Appreciation Opportunities.
Ability to lead Weekly Business Development Meetings.
Ability to target local events for attendance & sponsorship.
Ability to organize Client Events at Paradigm offices.
Ability to develop Customer Capture Tools.
Ability to identify Decision Makers & Influencers & Current Events.
Ability to establish ‘Zipper’ with Target Customers.
Ability to analyze Red Zone Characteristics.
Ability to perform GM Analysis (Customer History).
Ability to shed bad customers.
Ability to manage Customer Info in Pipeline.
Ability to conduct Customer Satisfaction Surveys.
Ability to develop Marketing Strategy for new clients.
Ability to foster connections with other offices.
Ability to manage Positioning.
Ability to perform Customer Data Mining.
Ability to create Differentiators Worksheet (Customer Specific).
Ability to identify Opportunities to Win Without Competition or Influence the RFP.
Ability to target Core Market Customer Events.
Ability to perform Go/No Go Analysis of all Pursuits.
Ability to implement Challenger Sale Strategies.
Ability to provide Commercial Insight.
Ability to drive Project Capture Plan Discussion.
Ability to identify Paradigm Ops Team Early - RFP & Interview.
Ability to create Differentiators Worksheet (Project Specific).
Ability to provide content and proof for Proposal Content.
Ability to prepare for interviews.
Ability to perform quality control of all marketing pieces.
Ability to conduct Interview Follow Up.
Ability to identify Concession Strategy.
Ability to perform Post Mortem analysis for reasons for Win or Loss.
Ability to conduct Customer Follow Up for Team Performance.
Ability to help identify newsworthy stories on awarded/completed projects.
Ability to visit jobsites on a periodic basis.

Responsibilities

Prospect for potential new clients and develop focus list of new business opportunities.
Cold call as appropriate within core markets to ensure a robust pipeline of opportunities.
Meet potential clients by growing, maintaining, and leveraging your network. Tap into the network of other Paradigm staff.
Identify potential clients, and the decision makers within the client organization.
Lead a Go No-Go meeting for each prospective client with the executive team and other key managers. Document path forward.
Research and build relationships with new clients.
Set up meetings between client decision makers and company’s executive team or other key managers as required.
Plan approaches and pitches to serve client needs. Develop the Paradigm Difference for each prospect.
Work with executive team, the marketing coordinator, and other key managers to develop proposals and presentations that speaks to the client’s needs, concerns, and objectives.
Develop competitive pricing solutions based on project requirements.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Persuade or negotiate to a win scenario based on best value vs low price.
Present new products and services to enhance existing relationships.
Within the contractual agreement, work with project teams (PM and Superintendent) to assist in any way to ensure customer needs are met.
Arrange and participate in internal and external client debriefs.
Maintain client contact (thru meetings, lunches/dinners, events) on a regular basis.
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with executive team on business trends with a view to penetrating new markets, developing new services, alternative pricing strategies, and marketing initiatives.
Identify opportunities in new markets, alternative services, joint ventures, financial arrangements, etc. that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and the Paradigm Difference.
Submit weekly progress reports to executive team and lead a weekly Business Development meeting to include members of the executive team and other key managers as required.
Ensure that all reports are current and coordinated with other key departments (executive team, marketing, estimating, BIM).
Forecast upcoming proposals and bid dates early to ensure proper resources and time availability to execute properly.
Work with marketing coordinator to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Ensure all team members present and represent the Paradigm brand.
Present business development training and mentoring to other internal staff.
Research and develop a thorough understanding of the company’s people and capabilities.
Understand the company’s 5-year target, 3-year picture, and 1-year plan. Propose and execute strategies and tactics that support these initiatives.
Coordinate all efforts to be in alignment with the company marketing plan. Work closely with the marketing coordinator to ensure all marketing goals and initiatives are executed.
Share Core Market opportunities, trends and best practices
Identify Target Customers
Identify Key Consultants/Trade Partners
Competitor SWOT analysis and insights
Develop Doer/Sellers in Core Markets
Establish Sales Goals
Track/Report/Recalibrate Business Development Goals
Establish & Track BD Budget
Select Customer Appreciation Opportunities (Sports Tix, etc.)
Lead Weekly Business Development Meetings
Target Local Events for attendance & sponsorship
Client Events at Paradigm offices – Marketing, getting the right who’s, follow-up
Customer Development
Customer Capture Tools
Decision Makers & Influencers & Current Events
‘Zipper’ with Target Customers
Analyze Red Zone Characteristics
GM Analysis (Customer History)
Shed Bad Customers
Customer Info in Pipeline
Customer Satisfaction Surveys
Marketing Strategy for new clients
Connections with other offices
Positioning
Customer Data Mining
Differentiators Worksheet (Customer Specific)
Opportunities to Win Without Competition or Influence the RFP
Target Core Market Customer Events (Instructional Opportunities & Fun Events)
Pre-Selling
Go/No Go Analysis of all Pursuits
Challenger Sale Strategies
Commercial Insight
Drive Project Capture Plan Discussion
Identify Paradigm Ops Team Early - RFP & Interview
Differentiators Worksheet (Project Specific)
Provide content and proof Proposal Content
Interview Prep
Quality control of all marketing pieces that go out
Negotiating & Closing
Interview Follow Up – Questions left unanswered, additional insights
Identify Concession Strategy
Post-Pursuit
Post Mortem Reasons for Win or Loss
Customer Follow Up for Team Performance (interview only)
Help Identify Newsworthy Stories on Awarded/Completed projects
Visit jobsites on periodic basis