The main objective of this position is to win major civil engineering projects for American Bridge Company by providing leadership through the entire procurement process, from the initial RFQ through to submittal of the technical and price proposals. The Business Development Manager will lead the cross-discipline coordination amongst the team and manage the risk analysis and strategic decisions.
Essential Duties and Responsibilities
Organizes/Leads the pursuit of assigned major civil engineering projects to include:
•Determines the need for, organizes and leads team meetings.
•Establishes and builds productive and respectful relationships with client representative, their technical consultants, and collaboration personnel. Over time, builds a network of relationships with other key players and firms in the industry.
•Leads the process of interacting with the client, in-house counsel, and the risk control and contract management departments through the RFQ and RFP processes. Leads/represents AB in negotiations with the client, pre- and post- bid, always strategizing to achieve the intended win result for AB.
•Directs and collaborates with Communications personnel to produce SOQ’s and Proposals. Responsible for final product.
•Organizes and oversees the schedule development and cashflow development processes •Develops and maintains detail knowledge of the evolving and final estimates
•Manages and assists in the transition of the successful effort to the project team. Creates lessons learned for the unsuccessful pursuits.
•Organizes the AB internal team, establishing specific roles, responsibilities, goals and deadlines, understanding that many members will be ad hoc or part time and manage accordingly.
•Leads, reviews, and approves the submittal of questions to the client from all team members.
•Reviews and contributes to the project management and design management approaches for the technical proposal.
•Ensures that applicable elements of the pre-bid design and technical proposal are coordinated with the estimating team and reflected in the estimate.
•Leads the team’s adherence to the schedule and budget for preparing the technical proposal and estimate.
•Develops a realistic procurement schedule that establishes key design, proposal, and estimating milestones and deliverables.
•Manages the developing design to best optimize AB’s competitive advantages.
•Identifies and reviews project prospects and AB’s particular competitive advantages.
•Establishes the competitive strategy
•Communicates with potential customers – selling the AB advantage and learning the customers’ needs and decision making organization.
•Prepares proposals and provides leadership – including clear written communication of our differentiating advantages.
•Positions AB within the industry - development of useful relationships with industry colleagues through networking for the purpose of communicating AB strategy and competitive advantage, learning others market niches, establishing areas of alignment of interest, and identifying specific business prospects.
•Analyzes, selects, and coordinates collaboration partners: Joint venture partners, subcontractors, engineering consultants, other specialty consultants.
•Reviews all Agreements with collaboration partners.
•Communicates potential prospects internally, and leads the development of a strategy to win a particular contract, including teaming arrangements for competitive advantage, internal team organization, etc.
•Positions the company in the targeted market areas – organization of participation in technical events, advertising, internal and external strategy communication.
•Prepares marketing materials - brochures, technical literature.
•Maintains and enhances experience and resource databases.
•Identifies possible markets (geographic and product)
•Analyzes external factors – market size, competition, entry barriers, potential participation rewards •Analyzes internal factors – competitive advantage, synergy, organizational issues, compatibility with larger strategic directions
•Prepares the business plans, including operating pro-forma
•Researches and becomes knowledgeable about the real facts of projects in which AB is not participating bur whose result is relevant to AB Skills and Abilities
•Clear, concise written and verbal communication. Development and understanding of technical procedures and engineering advantage, and ability to clearly and concisely communicate it.
•Fully literate with basic software – Word, Excel, PowerPoint, Access, and Outlook; plus working knowledge of SQL and other databases, CPM scheduling software, AutoCad.
•Strong technical knowledge of bridge foundations and structures of all types
•Complete understanding of the processes by which major civil engineering projects are conceived and implemented
•A positive, can-do attitude
•Ability to develop productive working relationships with people of all personalities
•Ability to build internal support for ideas & concepts.
•An inherent curiosity and enjoyment of continuous learning
•Working knowledge of the financial structure and business organization of our company and our projects. •Working knowledge of the legal aspects of our business
• Stamina, and enjoyment of travel and constantly changing environments.
Education and/or Experience
B.S. in Civil Engineering or equivalent from a four year College or University; and 5-8 years of experience; or equivalent combination of education and experience.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Foreign Language skills are a major plus (particularly Spanish), or at least comfort level in overseas environments.
To perform this job successfully, an individual should have knowledge of Database software; Internet software; Word Processing software;. SharePoint.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to use hands and fingers, hands or feet; reach with hands and arms and talk. Specific vision abilities required by this job include close vision, and ability to adjust focus. Assignment involves significant overnight travel.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The primary work environment is an office setting. The noise level in the work environment is usually moderate.
American Bridge Company is an Equal Opportunity Employer and employment selection is based on merit, qualifications, and abilities. American Bridge does not discriminate in employment opportunities or practices on the basis of race, color, religion, gender, national origin, age, sexual orientation, gender identity, disability, Veteran status or any other characteristics.