Business Development Manager - Water/Wastewater

Brasfield & Gorrie, LLC•Birmingham, AL

About The Position

Brasfield & Gorrie is seeking a business development professional to lead utility business development initiatives, with a focus on water and wastewater. The role is based in the company's Birmingham, Alabama office and will grow market awareness and client relationships with water and sewer authorities, municipalities, utilities, and design partners, while maintaining existing relationships in the utility infrastructure market. The position works closely with the regional president, division managers, and utility and water/wastewater operations leaders to develop targeted relationships that benefit Brasfield & Gorrie. The Business Development Manager coordinates regional business development and client relationship management activities, develops and executes strategic client and market action plans, and builds a network of utility-sector relationships. The role tracks pursuit activity in the centralized CRM system, monitors market trends and public funding and procurement developments, evaluates competition and teaming options, and leads pursuit strategy. It also identifies and screens business opportunities, supports RFQ and RFP submissions, assists management in closing new business, reports progress to management, and participates in industry and agency events and internal business development meetings. Travel of up to 25% is required.

Requirements

Bachelor's degree in construction, civil engineering, or a business-related field.
3–10 years of experience in the utility, water/wastewater, or AEC industry.
Extensive knowledge of utility and water/wastewater markets and public-sector procurement.
Strong relationships within the Birmingham and Alabama utility and water/wastewater community, with the ability to network.
Excellent verbal and written communication skills, including the ability to contribute to professional proposals and presentations.
Self-starter with a proven ability to set and achieve goals.
Experience using CRM systems.
Client-focused mindset and ability to identify client needs, determine decision-making criteria, and align them with Brasfield & Gorrie's proposition.
Ability to maintain discretion and confidentiality.
Demonstrated entrepreneurial spirit, hustle, drive, persistence, persuasion, teamwork, enthusiasm, coachability, and curiosity.
Ability to travel up to 25%.

Nice To Haves

Sales or business development experience.
Experience with Salesforce.

Responsibilities

Coordinate and manage regional business development and client relationship management activities for utility work with regional leadership and utility and water/wastewater operations.
Organize and manage business development initiatives with employees outside the business development function.
Develop, maintain, and execute strategic utility and water/wastewater client, agency, and market-sector action plans.
Build, foster, and maintain business relationships with water and sewer authorities, municipal and utility owners, engineers, consultants, and other market influencers.
Provide thought leadership in business pursuits and maintain current knowledge of market activities.
Track pursuit and relationship management information in the centralized CRM system and ensure it is accurate and up to date.
Research utility and water/wastewater market trends, including public funding programs, consent decrees, capital improvement plans, and procurement methods.
Identify and analyze competitors and recommend teaming strategies, including joint ventures and partnerships with design firms and specialty contractors.
Develop pursuit strategies and lead pursuit teams from start to finish.
Identify business opportunities by contacting potential partners, monitoring public bid and solicitation notices and utility capital plans, and researching relevant news.
Screen prospective business deals by assessing market strategies, deal requirements, bonding and prequalification requirements, potential, and financials.
Assist the marketing department with responses to RFQs, RFPs, and other pursuit qualifications, including public-sector and design-build submissions.
Support the management team in closing new business.
Participate in educational opportunities, read professional publications, maintain professional networks, and participate in professional organizations.
Attend industry events, agency outreach meetings, and other meetings to monitor market conditions and competition and build relationships with clients and prospects.
Provide management with ongoing updates on business development activities and key indicators.
Chair regular utility and water/wastewater business development meetings within the office.
Participate in regular calls with senior leadership and regional business development meetings.