Business Development Manager - Civils / Geotechnical

11 Aug 2017
04 Sep 2017
Job Type
Contract Type
Job Purpose/Summary:
The primary role of the Business Development manager is to develop the company sales and leads.
Largely the role will encompass the generation of new clients by networking, cold calling, advertising or other means of generating interest from potential clients. You must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.
Overview of duties and responsibilities:
1. To develop a rapport with new clients, and provide support that will continually improve the relationship.
2. To grow and retain existing accounts by presenting new solutions and services to clients based on the existing brand strength.
3. To work in liaison with the General Manager to formulate and administer a business plan.
4. Develop digital marketing initiatives, website, social media, and prepare activity reports. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the companys competitors, this is a specific area so training, where necessary will be provided.
5. While your exact responsibilities will vary with regard to your existing experience, the main duties of the role can be summarized as follows:
New Business Development:
+ Identify potential new clients and turn this into increased business.
+ Make contact within your market or geographic area to ensure a robust pipeline of opportunities.
+ Meet potential clients by growing, maintaining, and leveraging your network.
+ Identify potential clients, and the decision makers within the client organization.
+ Set up meetings between client decision makers and companys practice leaders/Principals.
+ Plan approaches and pitches.
+ Work with your team to develop proposals that speaks to the clients needs, concerns, and objectives.
+ Participate in pricing the solution/service.
+ Use a variety of styles to persuade or negotiate appropriately.
+ Liaise with local/national/digital media to identify campaigns and editorial opportunities.
+ Detect opportunities through available sources such as public tender databases; manage these opportunities from early detection to successful sales
Client Retention:
+ Present new products and services and enhance existing relationships.
+ Work with technical staff and other internal colleagues to meet customer needs.
+ Arrange and participate in internal and external client debriefs.
+ Business Planning.
+ Attend industry functions, such as association events and conferences, awards etc., and provide feedback and information on market and creative trends.
+ Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
+ Identify opportunities for campaigns, services, and distribution channels.
+ Using knowledge of the market and competitors, identify and develop the companys unique selling propositions and differentiators.
Management and Research:
+ Submit fortnightly progress reports to the General Manager.
+ Ensure that data is accurately entered and managed within the companys CRM or other sales management system.
+ Forecast sales targets.
+ Track and record activity on accounts and help to close deals to meet these targets.
Skills & Experience:
1. Proven track record, with relative experience.
2. Engineering based background (ideally in Civil / Geotechnical Engineering) but will consider someone with a diverse background who can demonstrate experience of winning work across multiple disciplines.
3. Tenacious and pro-active.
4. Strong communication skills.
5. Excellent organisation and time management skills.
6. Flair for marketing.
7. Flexibility and mobility - some overseas travel required.
8. Knowledge of MS Office, powerpoint etc.
Professional Development:
1. To take every reasonable opportunity to maintain and improve personal and professional competence.
2. To participate in personal objective setting and review, including the creation and achievement of a personal development review plan