IKM Architecture is looking for a purposeful Business Development Manager to join our Cleveland office. The primary focus for the person in this position is to develop new business opportunities in IKM’s defined markets throughout Ohio. Market sectors include; healthcare, higher education, science and technology, workplace, K-12, and civic and cultural. This is to be accomplished by growing the firm’s new client base through a combination of market research and analysis, personal networking, cold calling, trade show participation, participation in industry organizations and events, and other activities as deemed necessary for success.

Responsibilities include but are not limited to the following:

Operational Responsibilities

• Position reports to the Director of Business Development/Marketing/Communication.
• Position contributes to and helps to maintain the enterprise-wide CRM database.
• Maintains existing and new opportunities in our CRM database.
• Responsible for proper attendance by IKM staff at networking events (as necessary), trade shows, golf outings, client events, etc.
• Works with the Marketing & Communication Coordinator(s) to have effective engagement tools and messaging for initial contact meetings and follow-up meetings, trade show participation and follow-up, and meetings to introduce IKM thought leaders to new potential clients.
• Organizes and delivers annual business development training for enterprise-wide staff.

Outreach Responsibilities

• Develops and executes initiative-taking tradeshow planning and follow-up plans for each trade show attended.
• Develops target list of trade shows to attend each year.
• Makes initial contact with potential clients and builds relationship to a point where it can be handed off to an IKM Principal or Associate as the content expert and relationship manager.
• Assisting in developing business development goals for Associates with the Director of BD/M/C
• Coaching and mentoring staff to further the development of BD skills.
• Participation in a board position/committee position in at least one industry/market sector organization
• Work with principals and associates to establish follow-up planning activities for business development contacts.

Research & Communication Responsibilities

• Develops and updates strategic plans for the IKM market sectors for the Cleveland Office. Does this in conjunction with the Ohio Principal, Market Sector Leaders, and the Director of Business Development/Marketing/Communication.
• Research and identify institutional master plans and potential capital projects, through market analysis and information gathering.
• Research and identify emerging trends in current market sectors.
• Participation in IKMs Strategic Initiatives Group(s)

Skills & Experience

• Purposeful, organized collaborator
• Encouraging to team and staff; able to mentor and lead
• Eager to expand the company with new sales, clients, and territories
• Able to analyze data and sales statistics and translate results into better solutions
• Excellent verbal and written communication skills
• Initiative-taking and self-directed
• Comfortable in both a leadership and team-player role
• Bachelor’s degree in business, administration, or related field
• Minimum 5 years of previous experience in A/E/C business development, management, customer service, or related field
• Demonstrated and proven sales results
• Proficient computer skills, Microsoft Office Suite
• Utilized Deltek as CRM platform
• Fluent communicator with face-to-face interactions as well as phone and email interactions.

Benefits:

• Health, Vision, and Dental Insurance coverage
• Short and long-term disability
• 401K and Incentive Compensation Plan
• Hybrid / Flexible 40 hour work week
• Employees will receive four weeks of PTO and an additional nine holidays upon starting
• Term life insurance policy
• Continuing education opportunities
• Professional organization dues reimbursed

Salary: $85,000 – $120,000 and is based on experience

Workplace Type: Hybrid

Job Type: Full Time

Job Location: Cleveland, Ohio

Start Date: Flexible/ Negotiable

We understand that every candidate has unique circumstances, and we are open to discussing a start date that works best for you. Our priority is to find the right fit for the role, and we are committed to accommodating the needs of the successful candidate. Please feel free to discuss your preferred start date during the interview process.

*IKM is an Equal Opportunity Employer

Job Type: Full-time

Pay: $85,000.00 - $120,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Travel requirement:

• Travel

Ability to Relocate:

• Cleveland, OH 44115: Relocate before starting work (Required)

Work Location: In person