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Director Business Development - Kiewit Power Delivery

Location: 

Columbus, OH, US Lenexa, KS, US Woodcliff Lake, NJ, US

Requisition ID: 125389 

Job Level: Director 

Department: Business Development & Proposals 

Market: Power 

Employment Type: Full Time 

Position Overview

The Director Business Development (DBD) - leads the Power Delivery sales efforts and has primary account responsibility for clients in the Great Lakes region.  The DBD is responsible for establishing relationships with electric utilities at all levels of the organization necessary to effectively communicate our value to clients as well as to translate our services into cost competitive engineering, construction, and EPC solutions to meet their needs.  Relationships must extend across a diverse client base to ensure Kiewit is attune to evolving market conditions as well as suitable teams are assembled when clients require a composite solution. The role is a regionally based, long-term client relationship building position comprised of three distinct areas of responsibility: Strategic Client Relationship Building, Specific Opportunity Pursuit, and Internal Kiewit Sales Alignment.

 

Reporting to the Sr. Vice President, Power Delivery Business Development at Kiewit Power, the DBD has a dedicated focus on business development for utility transmission and distribution services. The DBD is part of a broader team of power sales BDMs with a similar market focus. Kiewit also has a high caliber proposal and marketing team well equipped for graphic design, presentation development and coaching, value proposal development, event planning and market analytics to provide valuable services in support of business development. Account plans and strategy are developed in a team approach with members from each of the sales teams that interact with these clients through different contacts and requiring different solutions; and it will be the responsibility of the accountable DBD to develop and drive the outcomes articulated in these plans. Moreover, these account plans will be coordinated with business line objectives to source work where we deliver the greatest value.  Sales goals and objectives will be derived during each annual business planning process with the BDM’s direct engagement.  

 

The successful DBD will experience personal satisfaction and career growth by positioning our Power Delivery team throughout his or her regional area and specific accounts, help expand our presence in Kiewit’s traditional and ancillary markets, and work with young leaders eager to share the success along all phases of the sales and business development cycle.  
 

Responsibilities

•    Develop and sustain a robust pipeline of relevant, qualified regional opportunities. 
•    Monitor projects, analyze results, and maintain existing client relationships to facilitate communication on current and future project performance.
•    Expand work with existing clients through additional services and offerings that meet clients evolving needs. 
•    Continually evaluate the regional market for new clients and new service offerings that can be delivered for current Kiewit clients
•    Serve as the client advocate for all responses to client request for proposals (RFPs) and request for information (RFI’s) and work solicitation inquiries; present to management argument for go/no go decisions 
•    Drive continuous assertive client follow up, rapid opportunity identification, and issue resolution. 
•    Lead all regional client-based events as well as business development-oriented regional conferences and other client events. 
•    Advise and support other professionals involved in business development in their efforts with clients.
•    Coordinate sales in the region and support joint client visits
•    Visit client locations for relationship building for a wide variety of work opportunities ranging from EPC, engineering services, and construction projects.
•    Provide support as requested on client contract negotiations.  
•    Support business development for all Kiewit entities as needed and as appropriate.
•    Become and remain continually informed on industry developments and the competitive landscape.
•    Identify and communicate competitor and market sector intelligence.
•    Pursue, qualify, coordinate, develop, collaborate, and deliver winning proposals to our clients.
•    Develop the proposal strategy and value messaging for all regional proposals. 
•    Collaborate with marketing and other stakeholders to write value proposition-based proposals that crisply articulate our differentiators to our clients 
•    Nurture relationships with key client individuals to support Kiewit’s proposals. 
•    Communicate with the client before, during and after the proposal process to gather specific guidance to   ensure our service offerings meet their objectives.
•    Identify key Kiewit advocates within the client and use appropriately.

 

Qualifications

•    Excellent communication skills, strong leadership skills and ability to positively motivate business development and marketing staff and clients 
•    At least 10 years’ proven experience in Power and professional services related sales roles
•    Bachelor’s degree in engineering, construction, or business (preferred) or for the right sales professional a strong willingness and aptitude to gain through training a broad understanding of the power market and specific service offerings provided by Kiewit
•    Must be able to travel up to 60% of time with overnight stays.

Additional Requirements:

  • Absent an approved exemption, due to federal, state, local, provincial and/or client-requirements, this position requires an individual to be fully vaccinated by an FDA-approved or authorized COVID-19 vaccine upon hire and as a condition of continued employment.


We are an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.


There’s no limit to what you’ll work on at Kiewit. With contracts in different markets and geographic areas, you’ll tackle new challenges all the time. Whether you’re building a facility that can turn water into power or engineering safer infrastructure networks, you’re bound to push the limits of innovation in new and exciting ways.

With Kiewit, you’ll have the potential to work on a variety of projects in seven major markets. From railroads to tunnels, renewable energy to biofuels, you’ll be part of a mission that’s bigger than you can imagine. 

Here, you’ll team up with market experts and gain cross-functional experience — all while helping people across the globe live better.

We offer our fulltime staff employees a comprehensive benefits package that’s among the best in our industry, including top-tier medical, dental and vision plans covering eligible employees and dependents, voluntary wellness and employee assistance programs, life insurance, disability, retirement plans with matching, and generous paid time off.


Nearest Major Market: Columbus
Nearest Secondary Market: Dublin

Job Segment: Business Development, Manager, Engineer, RFP, Sales, Management, Engineering