Business Development Manager - GA

Position Overview

As a Business Development Manager at Kiewit, 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.

We are seeking a dynamic leader to drive business development in the water/wastewater market, overseeing projects ranging from $1 million to $4 billion. In this role, you will collaborate closely with Operations Managers and Executive Leadership, providing strategic guidance and data-driven insights to support key decision-making processes. If you are passionate about building client relationships and securing major projects, we want to hear from you!

District Overview

Kiewit's Water Facilities South group is one of Kiewit's leading water/wastewater districts specializing in constructing water treatment facilities, wastewater treatment facilities, and desalination plants. Although we are headquartered in Dallas TX, with regional offices in Miami FL and Atlanta GA, we also pursue various projects stretching across the country. We are looking for individuals who are passionate about infrastructure and committed to the construction industry instead of design. Because our people receive continuous and extensive training, hands-on experience, and challenging responsibilities from the day they join our team, they quickly develop the expertise that has earned our district its reputation as the premier contractor in the southeast United States. 

Location

Preferred location: Georgia area (Alpharetta, GA)

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 repeat 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 Kiewit 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 the Business Line Manager 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 Kiewit’s CRM tool, which documents the sales pipeline, is accurate and complete continually.
• Pursuit Coordination: Coordinate with Business Line 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 Kiewit.
• Business Development Meetings: Actively engage in regular Kiewit Water 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.
• Travel Requirements: To perform the functions necessary within this role, the Business Development Manager must be able to travel within the state and along the East Coast up to Virginia. Occasional trips for conferences and internal business development summits throughout North America are also required. Travel is often unexpected and driven by client demands and opportunity timelines, which are essential to achieving desired capture results. You will work from our office in Alpharetta, GA, when not traveling.

Qualifications

Qualifications:

• A bachelor’s degree in engineering, construction, business, or a related field is preferred.
• 10-15 years of proven experience in business development with deep knowledge of the water industry landscape.
• Demonstrated success as a Business Development Manager in the engineering and construction industry, with a focus on water/wastewater markets.
• Excellent communication, negotiation, and relationship-building skills.
• Strong leadership abilities to positively motivate teams and clients.
• Proficiency in MS Office, AutoCAD, Procore, Primavera P6 Scheduler, and PlanIt.
• Willingness to travel as needed to achieve goals.
• PE license preferred but not required.

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