Client Manager

Adolfson & Peterson Construction

34d•$101,000 - $167,000

About The Position

Adolfson and Peterson Construction is currently hiring for a Client Manager / Business Development. This role will develop and execute a comprehensive strategy to identify new clients and support existing clients in the target sector(s) while ensuring profitable growth and alignment with the company’s strategic goals and mission.

Requirements

History of progressively more responsible leadership experience and proven results including: Bachelor’s degree in business, marketing, economics, or related discipline and 4+ years of experience with at least 2+ years of demonstrated success in selling and developing new business with revenues ranging from $5 million to over $50 million.
Proficiency using consultative selling approach strategies and techniques.
Proficiency using CRM databases.
Demonstrated experience leading sales processes that involve multiple team members and multiple decision makers (primarily at the C-suite level).
Network of COI’s (Centers of Influence) to include developers, owners and their representatives, architects, engineers, and other professional relationships that can be leveraged to create business opportunities.
Demonstrated integrity and ethical standards.
Ability and willingness to travel.
Experience in a complex business as a driver of growth and change; demonstrated effectiveness in creating leads and converting into sales.
Capability to identify and capitalize on opportunities quickly; ability to maintain effective balance between strategic and tactical priorities.
Experience in driving accountability for financial and operational effectiveness, integrating and aligning efforts across units, monitoring results, and tackling problems directly.
Experience cultivating an active network of relationships, driving collaboration and alignment, relating well to key colleagues, and connecting with employees at all levels.
Ability to drive to the core of complex issues and provide insightful and constructive feedback.

Nice To Haves

Experience and familiarity with the A/E/C industry preferred.
Management experience and strategy development/deployment with a construction firm and experience developing new markets or businesses is preferred.

Responsibilities

Develop new business through pursuit of strategic targets and relationship building.
Develop a network for active and quality lead gathering that creates opportunities to prospect, contact, and meet potential clients; build positive relationships within target sector(s).
Pursue business opportunities with strategic targets in target sector(s) and managing relationships with existing clients.
Initiate compelling calls and presentations to introduce AP’s capabilities and value proposition.
Positively demonstrate AP’s mission, vision, value statements, reputation, code of ethics, standards, policies, and procedures internally and throughout the marketplace.
Plan and oversee target sector sales processes including strategy development, opportunity pursuit, proposal communications, and project negotiation.
Ensure strategic objectives are understood and executed by the pursuit team.
Partner with marketing and preconstruction teams to create effective marketing strategies to win in the marketplace, value proposition development, technology positioning, pricing strategies, branding strategies, channel strategies, and communications strategy development.
Manage resources within budgetary guidelines per company policy and within ethical corporate governance guidelines.
Provide marketing expertise and leadership in coordinating proposal development, quality control, delivery, and follow-up.
Lead research and provide key information for RFPs and presentations; provide comprehensive understanding of customer needs to the project sales team.
Provide client specific opportunity assessment, market evaluation, market research, financial evaluation, and other marketing needs required throughout the proposal preparation and delivery process.
Engage best practices in development and use of CRM with the goal of improving business relationships.
Other duties as assigned.