What are the responsibilities and job description for the Florida Design-Build Senior Business Development Manager position at Jacobs?
At Jacobs, we don’t settle - always looking beyond to raise the bar and deliver with excellence. We apply our expertise and knowledge as we investigate the future with great optimism and focus. We don’t settle until we give our best and know that we’re making a difference.
As the Florida Design-Build Senior Business Development Manager, you will have the opportunity to impact strategic business relationships with contractors, FDOT, and potentially other clients to ensure that Jacobs has a sustained partnership with them and fully leverages our partnerships to benefit our clients and the firm. Working with members of our sales and operations teams, your focus will be to help Jacobs become the designer-of-choice for select contractors, ensure we have a thorough understanding of contractors’ and FDOT’s needs, and position us to be seen as the best partner for accomplishing their goals.
As a senior sales leader, you are at the forefront of Jacobs’ transportation design-build growth, serving as strategic thinker, team builder, collaborative disrupter, healthy skeptic, people leader, and advocate and manager of sound business investments on competitive design-build opportunities. In this capacity, you will support, in coordination with the Southeast Design-Build Project Developer & Delivery Director, the selection and management of highway and bridge design-build opportunities for FDOT and potentially other clients. This will include leading and collaborating with senior management and opportunity teams to position for strategic opportunities with contractors, establishing and overseeing implementation of our win strategy, analyzing and developing solutions for a wide range of design-build activities and issues, and supporting the development of transformational design-build contracts.
How You'll Contribute:
* Serve as the point of contact for contractor and client design-build service activities and develop strategies to grow our highway and bridge design-build practice for FDOT
* Identify, charter, and lead client service teams comprised of multi-disciplinary project managers and regional practice leaders around a common vision of success for growing our highway and bridge design-build practice
* Facilitate creation of deep, personal, valuable relationships between Jacob’s personnel and contractor and FDOT personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm, select contractors, and FDOT
* Advocate on contractor’s behalf by actively engaging the firm to address contractor needs, and recommend strategic actions to optimize our business development investment and market share growth
* Identify higher levels of contractor and FDOT engagement for executive sponsors
* Help coordinate and facilitate the Sales process on major highway and bridge design-build pursuits, actively engaging with project and sales team members to drive the strategic direction and development of key opportunities. This includes:
* Managing contractor engagement and negotiations
* Recommending and initiating design-build procurement process enhancements
* Partnering with the pursuit team on strategy development, acting as a primary conduit for information, and ensuring continuity of strategic messaging and deliverable excellence throughout the procurement
* Participating in pre-positioning, capture planning, and pursuit reviews on major design-build proposals, interviews, and presentations
* Lead executive briefings, challenge teams, Go/No-Go reviews, opportunity deep dives, and other senior business leader types of presentation
* Oversee pursuit budget development and management in alignment with opportunity potential and return on investment objectives
* Gain understanding of delivery risks, contractor contractual issues, and other legal ramifications
* Maintain the FDOT design-build pipeline and data integrity in Jacob’s Salesforce platform
* Secure management commitment and influence/attract key staff for pursuits
* Work with office/corporate leaders to develop strategies for key hiring on strategic pursuits, identifying key project pursuits, team growth, office growth, profitability, employee development and employee satisfaction
* Participate in local industry events and community engagement
This is a hybrid role. Ideally, you will work from a local Jacobs office on average 2 days per week. This position is not eligible for immigration sponsorship.
* Bachelor’s degree in engineering, related to transportation, or equivalent related work experience in lieu of a degree
* 12 years of expertise in complex, multi-discipline highway and bridge design-build projects
* Proven client development skills, including previous experience managing contractor relationships
* Proven track record of creating, winning transportation design-build work in Florida, particularly with FDOT
* Sales knowledge on how to identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
* Ability to collaborate with diverse internal teams, including sales staff, operations teams, market solutions technologists, legal, and contracting
* Ability to open doors for initiating relationships with contractors and FDOT staff to serve as a business leader by leading an account team, set a vision and strategy, coach/mentor and motivate team, and drive accountability to achieve goals
* Ability to manage commercial and legal negotiations, and close deals
* Knowledge of and relationships with potential contractor teaming partners, both large firms and small business partners, to advance our position in the design-build marketplace and develop the most responsive teams for our clients.
* Be a strong team leader consensus builder and team player skilled in communicating and presenting to contractors and clients
* Should demonstrate ability to be a leader in the Florida transportation design-build market
* Willing to travel to client sites as needed
Ideally, you’ll also have:
* Existing contacts and strong relationships with transportation contractors and FDOT, and a successful track record of winning work with these clients
* Proven record of developing zippered relationships with contractors and client staff at all levels (from executives to key management levels)
* Ability to lead through influence
* High level of emotional intelligence/team builder, coach and mentor
* Innovative and solutions-oriented thinker with a track record of bringing a differentiated solution to a client
* Client political savviness
As the Florida Design-Build Senior Business Development Manager, you will have the opportunity to impact strategic business relationships with contractors, FDOT, and potentially other clients to ensure that Jacobs has a sustained partnership with them and fully leverages our partnerships to benefit our clients and the firm. Working with members of our sales and operations teams, your focus will be to help Jacobs become the designer-of-choice for select contractors, ensure we have a thorough understanding of contractors’ and FDOT’s needs, and position us to be seen as the best partner for accomplishing their goals.
As a senior sales leader, you are at the forefront of Jacobs’ transportation design-build growth, serving as strategic thinker, team builder, collaborative disrupter, healthy skeptic, people leader, and advocate and manager of sound business investments on competitive design-build opportunities. In this capacity, you will support, in coordination with the Southeast Design-Build Project Developer & Delivery Director, the selection and management of highway and bridge design-build opportunities for FDOT and potentially other clients. This will include leading and collaborating with senior management and opportunity teams to position for strategic opportunities with contractors, establishing and overseeing implementation of our win strategy, analyzing and developing solutions for a wide range of design-build activities and issues, and supporting the development of transformational design-build contracts.
How You'll Contribute:
* Serve as the point of contact for contractor and client design-build service activities and develop strategies to grow our highway and bridge design-build practice for FDOT
* Identify, charter, and lead client service teams comprised of multi-disciplinary project managers and regional practice leaders around a common vision of success for growing our highway and bridge design-build practice
* Facilitate creation of deep, personal, valuable relationships between Jacob’s personnel and contractor and FDOT personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm, select contractors, and FDOT
* Advocate on contractor’s behalf by actively engaging the firm to address contractor needs, and recommend strategic actions to optimize our business development investment and market share growth
* Identify higher levels of contractor and FDOT engagement for executive sponsors
* Help coordinate and facilitate the Sales process on major highway and bridge design-build pursuits, actively engaging with project and sales team members to drive the strategic direction and development of key opportunities. This includes:
* Managing contractor engagement and negotiations
* Recommending and initiating design-build procurement process enhancements
* Partnering with the pursuit team on strategy development, acting as a primary conduit for information, and ensuring continuity of strategic messaging and deliverable excellence throughout the procurement
* Participating in pre-positioning, capture planning, and pursuit reviews on major design-build proposals, interviews, and presentations
* Lead executive briefings, challenge teams, Go/No-Go reviews, opportunity deep dives, and other senior business leader types of presentation
* Oversee pursuit budget development and management in alignment with opportunity potential and return on investment objectives
* Gain understanding of delivery risks, contractor contractual issues, and other legal ramifications
* Maintain the FDOT design-build pipeline and data integrity in Jacob’s Salesforce platform
* Secure management commitment and influence/attract key staff for pursuits
* Work with office/corporate leaders to develop strategies for key hiring on strategic pursuits, identifying key project pursuits, team growth, office growth, profitability, employee development and employee satisfaction
* Participate in local industry events and community engagement
This is a hybrid role. Ideally, you will work from a local Jacobs office on average 2 days per week. This position is not eligible for immigration sponsorship.
* Bachelor’s degree in engineering, related to transportation, or equivalent related work experience in lieu of a degree
* 12 years of expertise in complex, multi-discipline highway and bridge design-build projects
* Proven client development skills, including previous experience managing contractor relationships
* Proven track record of creating, winning transportation design-build work in Florida, particularly with FDOT
* Sales knowledge on how to identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
* Ability to collaborate with diverse internal teams, including sales staff, operations teams, market solutions technologists, legal, and contracting
* Ability to open doors for initiating relationships with contractors and FDOT staff to serve as a business leader by leading an account team, set a vision and strategy, coach/mentor and motivate team, and drive accountability to achieve goals
* Ability to manage commercial and legal negotiations, and close deals
* Knowledge of and relationships with potential contractor teaming partners, both large firms and small business partners, to advance our position in the design-build marketplace and develop the most responsive teams for our clients.
* Be a strong team leader consensus builder and team player skilled in communicating and presenting to contractors and clients
* Should demonstrate ability to be a leader in the Florida transportation design-build market
* Willing to travel to client sites as needed
Ideally, you’ll also have:
* Existing contacts and strong relationships with transportation contractors and FDOT, and a successful track record of winning work with these clients
* Proven record of developing zippered relationships with contractors and client staff at all levels (from executives to key management levels)
* Ability to lead through influence
* High level of emotional intelligence/team builder, coach and mentor
* Innovative and solutions-oriented thinker with a track record of bringing a differentiated solution to a client
* Client political savviness
