Business Development Manager

JOB DESCRIPTION
The Business Develop Manager (BDM) is responsible to generate business opportunities within the Environmental and Restoration markets with both commercial and government clients who share Envirocon’s values. In addition to business development, the BDM will engage with Envirocon Leadership in developing strategies for market growth and diversification.

• Achieve assigned sales objectives on an annual basis.
• Develop and maintain relationships with both Commercial and Government clients who share Envirocon’s values.
• Manage key client accounts to develop an understanding of their project portfolio and developing strategies in which Envirocon can provide value to these clients.
• Identify and develop strategies to capture profitable new business with high-priority clients who share Envirocon’s values.
• Contribute to client prioritization by evaluating client characteristics and presenting perspectives to senior management during regular reviews.
• Understand owner/engineer relationships and manage Envirocon positioning appropriately.
• Manage the client “zippering” approach to ensure the broader Envirocon team is leveraged appropriately and forms relationships up and down the client organization, as appropriate.
• Participate in market research including the development of actionable capture and account plans.
• Understand market competitors and gather intelligence in order to provide thorough and comprehensive strengths/weaknesses analyses.
• Track client accounts including opportunities via Envirocon’s Customer Relationship Management database (Salesforce).
• Participate with senior leadership during the Go/No Go decision process by providing opportunity characteristics such as attractiveness, strategic value etc.
• In partnership with your supervisor, build, grow and maintain an understanding of additional key clients which can potentially serve as future growth.
• Establish and develop long-term relationships with prospective teaming partners including engineers/consultants and vendors.
• Maintain knowledge of overall business trends, threats and opportunities within Envirocon’s market sector(s) including remediation, restoration, geotechnical and demolition.
• Attend industry trade shows, conferences, summits and seminars to obtain market and competitor intelligence and be the brand ambassador for Envirocon.
• When assigned, participate in proposal and bid development and client negotiations to win targeted pursuits.

QUALIFICATIONS
Minimum of 5 years direct sales experience in the environmental, industrial, and/or construction/engineering market is required with significant corporate account development success. (An equivalent combination of education and experience including 10 years of industry experience with a minimum of 5 years Business Development experience may be considered.)

• Proven experience in establishing and building relationships with both Commercial and Government client management.
• Knowledge and experience in the sales capture process.
• Demonstrated communication (written and oral), presentation, follow-up, negotiation, and closing skills.
• Solid organizational skills with the proven ability to manage multiple priorities at a time.
• Strong analytical skills (technical aptitude) with a focus on attention to detail.
• Ability to take initiative and work independently.
• Willingness to travel as required (anticipated minimum of 60% travel).
• Proven track record of business development experience with the ability to attract new business and transition clients over to the Company.
• Well-developed interpersonal skills with experience working effectively in a collaborative, team-oriented environment to identify and capture new business.
• Proficiency in networking, prospecting and building relationships.
• Technical experience and expertise with large-scale environmental remediation projects a plus.
• Experience leading complex proposal efforts.
• Team player – accustomed to close cooperation and integration across organizations.
• Must have visionary skills to ascertain market direction and strategic skills to determine methods of market penetration.
• Business savvy with proven skills to listen to client needs and identify viable, revenue producing, future projects.
• Must have and maintain a valid driver’s license.

Education:

• B.S. Degree in related discipline (Business, Engineering, Technical, etc.). A combination of education, skills and experience will be considered in lieu of degree.