Business Development Manager - Feldkamp Mechanical

As a Business Development Manager at Feldkamp Mechanical you will play a crucial role in leading sales efforts and managing key client accounts within the water and wastewater treatment industry. Your primary responsibilities will include establishing and nurturing relationships at all organizational levels to effectively showcase the value of our services and convert them into competitive engineering, procurement, and construction solutions. You will work closely with a diverse client base, staying attuned to market trends to assemble the right teams and deliver innovative solutions. If you are passionate about building client relationships and securing major projects, we want to hear from you!

Responsibilities

• Engage with Clients and Partners: Establish a sales pipeline and achieve capture goals within an assigned region by engaging with clients, vendors, partners, and third-party engineers.

• Relationship Management: Establish and maintain key relationships with repeated and new clients from C-Suite through operational levels.

• Strategic Insight: Utilize industry contacts to create a clear picture of a client's organization, decision-making, and strategy to formulate a Feldkamp Mechanical win strategy and capture work.

• Cold Calling: Conduct cold calling as necessary to gain entry to new clients and adjacent markets within existing clients.

• Client Visits and Presentations: Lead client visits and presentations with key business stakeholders who are typically less familiar/comfortable with the sales process.

• Conference Engagement: Engage clients at industry-relevant conferences and work with both management and marketing to ensure the development of messaging, attendance, and investment efficiently drives growth.

• Thought Leadership: Participate as a subject matter expert in the water market, engaging in associations and conferences as a thought leader and presenter of relevant information.

• Content Development: Provide direction and coaching to engineering and marketing to develop collateral content, presentations, proposals, videos, social media content, and advertising to drive growth for various businesses within the assigned markets.

• Go/No-Go Discussions: Coordinate with management and operational personnel to conduct go/no-go discussions with business leaders by preparing white papers that offer fundamental information on the pursuit.

• CRM Management: Ensure that Feldkamp Mechanical's CRM tool, which documents the sales pipeline, is accurate and complete continually.

• Pursuit Coordination: Coordinate with Managers to achieve desired outcomes on pursuits and provide the voice of the customer (VOC) into proposals, presentations, and other content.

• Proposal Input: During bidding, provide input as required to establish pursuit strategies, articulate value propositions, and properly prepare proposals through storyboarding and review of sales messaging and materials.

• Account Planning: During the annual business planning process, prepare account plans for the territory that incorporate overall, accessible, and attainable market objectives with anticipated forecasting of revenues from assigned clients.

• Competitive Analysis: Monitor and analyze the competition regionally and provide real-time input to business leaders on noteworthy shifts by the competition that may represent threats or opportunities for Feldkamp Mechanical.

• Business Development Meetings: Actively engage in regular business development meetings and weekly progress calls.

• Management Responsibilities: This position requires a high degree of influence over engineers, construction personnel, management, and fellow sales and marketing professionals but does not require direct oversight.

Qualifications:

• A bachelor's degree in engineering, construction, business, or a related field is preferred.

• 5-10 years of proven experience in business development with deep knowledge of the HVAC/MEP industry.

• Demonstrated success as a Business Development Manager in the construction industry, with a focus on mechanical contracting and HVAC.

• Excellent communication, negotiation, and relationship-building skills.

• Strong leadership abilities to positively motivate teams and clients.

• Proficiency in MS Office/Google, AutoCAD, and Primavera P6 Scheduler.

• Willingness to travel as needed to achieve goals.

• Must have a valid driver's license and a clean driving record.

Other Requirements:

• Must be able to access and navigate all areas of construction sites.

• OHSA 30 – Construction certification

• Regular, reliable attendance

• Work productively and meet deadlines timely

• Communicate and interact effectively and professionally with supervisors, employees, and others individually or in a team environment.

• Perform work safely and effectively. Understand and follow oral and written instructions, including warning signs, equipment use, and other policies.

• Work during normal operating hours to organize and complete work within given deadlines.

• Work overtime and weekends as required.

• May work at various locations and conditions may vary.

WORK ENVIRONMENT AND EXPECTATIONS

• Some job duties are performed within an established office environment under normal lighting and climate-controlled tolerances. The noise level in the work environment is usually low to moderate.

• When the employee is at a work site, the employee is regularly exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places and outdoor weather conditions. The noise in the work environment is often loud.

• Requires a consistent physical presence at the branch office to oversee shared services functions and employees, normally achieved by working standard business hours. Certain positions will require flexibility of working hours to meet the demands of the job and the direction of the manager.

The work environments are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

PHYSICAL REQUIREMENTS

• Prolonged periods of standing and walking.

• Requires lifting, positioning, pushing, and/or pulling.

• Frequently reaching, stooping, bending, kneeling, and crouching.

• Prolonged periods sitting at a desk and working on a computer.

• Must be able to lift at least 50 pounds at times.

This job description does not constitute a written or implied contract of employment. This job description is not intended and should not be construed to be an exhaustive list of all responsibilities, skills, efforts, or work conditions associated with the job. Furthermore, the employer reserves the right to revise or change job duties and responsibilities as the need arises.